Do sales calls ever make you feel uncomfortable?
Does the fear of being perceived as pushy hold you back from having more sales conversations?
Most coaches understand that selling is crucial for getting more clients.
Yet so many coaches avoid pursuing these essential sales conversations.
The thought of rejection, the worry about coming off as pushy, or the disappointment of a potential client saying ‘no’ can lead to anxiety surrounding sales calls.
If you’re a business owner, there’s only ONE way to increase the number in your bank account, and that’s through selling.
There are two major things you can get wrong when it comes to selling as a coach.
Number 1 – Doing pushy, aggressive or inauthentic selling that puts people off
Number 2 – Not selling enough, not getting in front of people and selling yourself enough. Basically, avoiding selling.
The majority of coaches I work with fall into the second category – they’re avoiding selling.
And one of the reasons is because they’re afraid of falling into the first category – doing inauthentic, pushy selling.
So, because they avoid selling, they don’t get better at it. They don’t get to practice authentic selling.
But there’s a way of selling authentically and elegantly that is very different to pushy, old-school, traditional selling, which I talked about in my latest video.
You can access the video here:
So, how do you sell more of your offers without being pushy?
1. Change your definition of selling
I used to really detest sales.
When I left my corporate 9-5 job in 2003, I became a personal trainer. I didn’t think I’d have to sell, I just wanted to help people.
I remember going to a business convention with all of my gym trainer buddies and a guy came out on stage and said “Raise your hand if you’re a sales person”
And none of us raised our hands. He went on to say that if we didn’t think of ourselves as sales people
I went hot. It was like a full body realisation that I had to learn to sell. It hadn’t clicked for me.
So, I decided to invest in learning how to sell.
Since then, I’ve been so blessed to have had thousands of sales conversations and helped thousands of people to be inspired to change, so that they could transform their lives.
The reason a lot of coaches don’t spend a lot of time selling is because of ineffective definitions of selling in their brain.
Until we change the definition of what selling is, we will have selling avoidance.
The way you can tell if you have sales avoidance is if you don’t regularly have people booked into your calendar for sales conversations.
This is where we are hesitant to do the only thing that’s going to grow our business which is the art of selling.
A lot of us have had bad experiences so we have a negative definition of selling inside our mind.
If our definition of selling is negative – and we have a definition of selling with dodgy, annoying or pushy, why would you ever want to get better at it? You wouldn’t.
People who use an authentic, elegant sales process, are completely detached from the outcome, so they’re not pushy.
But they’re completely committed to helping the person get a breakthrough.
Until you change the definition of selling, you won’t pursue the skill development of it.
Fundamentally, authentic selling is the ability to care about another human being.
If I’m friends with you and I went to an amazing restaurant last night, and the next day we meet up at a café, I’m going to tell you about the restaurant. Because I want you to know about it because I care about you as a friend.
It’s the same with selling. When you have something awesome, you want to tell people about it.
You want to improve the quality of their life.
Selling is the ability to heal.
So, if you want to help more people, if you want to make a bigger difference in the world, sales is one of the most important skills that you can develop.
We’re not trying to persuade and convince people they should buy what we’re offering, we’re helping them to come to the right decision for them.
You’re only selling something that people need and want, you’re not selling trying to convince people or sell them something that they don’t want.
When you redefine the way the sales from sleazy cheesy and pushy to:
* Sales is healing
* Sales is service
* Sales is caring
* Sales is helping someone go from where they are to where they want to be
* Sales is improving the quality of people’s lives
…you have great conversations with people and help them get more of what they want, in a way that is compelling and enjoyable.
2. Practice selling more
The more selling you do, the more the fear of selling falls away.
Because you give your brain evidence that selling is not as scary as you think.
There are 5 main fears coaches have when it comes to selling:
1. Fear of Rejection:
The fear of hearing ‘no’ or facing rejection is a common fear. This fear can stop people from initiating sales conversations or following up with prospects. It will take your business down if you don’t deal with it.
2. Fear of Being Perceived as Pushy or Salesy:
A lot of coaches fear being seen as overly aggressive or pushy when selling. They want to maintain a genuine, non-intrusive approach. I get a physical reaction when people are like this to me. Which is why I teach exactly the opposite.
3. Fear of Inadequacy:
Coaches often have fear around not having the necessary knowledge, skills, or expertise to address people’s needs and concerns effectively. This fear can hinder their ability to be confident in their sales conversations.
4. Fear of Price Objections or Resistance:
Discussing pricing can evoke fear of objections or resistance from potential clients. This fear that they won’t be able to justify their prices or handle objections related to costs is common among coaches. They can significantly impact people’s approach in sales conversation.
5. Fear of Failure:
There’s often a fear of failure if someone says no. This can impact confidence.
Overcoming these fears is crucial if you want your coaching business to be successful.
These fears are very real. But they can also change very quickly.
You probably have a big beautiful heart and just want to help people and you’re scared of being someone that you’re not. I totally get that. You don’t have to be someone you’re not to sell.
I help female coaches to make a living from coaching, which means you need to overcome selling fear and get good at selling.
The more you practice, the better you’ll get and the better you get, the more you’ll enjoy selling.
3. Follow a formula
One of the main reasons why people aren’t good at selling and are avoiding sales conversations is because they don’t know what to say.
They get on calls and get nervous, and treat them more like coaching sessions or a chat with a bestie.
People aren’t coming to you to have a chat. They’re coming to you to buy.
No one books into a strategy call with you unless they want to transform their life.
A formula allows you to stay on track with your conversation and lead effectively, which is what prospects want.
They want to feel confident and relaxed with you because you know what you’re doing. A formula allows you to do that.
The formula I teach is called the Authentic Enrolment formula.
I’ve done four professional sales training courses with both men and women, and I’ve taken the bits I’ve liked from them and applied them to hundreds of sales calls.
I’ve left out the things I’ve been taught that felt awkward and unnatural and inauthentic and pushy, and I’ve created a framework to help coaches transform their selling conversations.
Scripts often feel rigid and they often don’t flow with the person in front of you.
I’ve found that having a toolkit of questions and a framework to gently ask powerful questions that help people have a breakthrough is the most effective way to sell authentically.
Every time I share it with women, they tell me that it’s completely different to other sales scripts they’ve been taught in the past.
That’s because it is. I’ve created and refined it over 20 years of selling.
It’s elegant, it’s enjoyable for both you and them, and it leads to right-fit right-match clients signing up with you.
This teaching is part of the Selling With Soul module – from my Client Attraction Accelerator program.
In the program, I teach my clients exactly how to authentically sell their offers and get fully booked with high-quality clients.
One of the biggest reasons why most people don’t sell more is that they don’t know what to say.
If you want to make more sales and you’re willing to overcome that sales avoidance and fear of rejection.
You’re ready and you know you need a strategy, a structure to follow and support.
You want the confidence to make more sales, and this is what I help people do.
In the program I work closely with you to create a personalised strategy so you can bring in more amazing clients, make the money want to make, & help more people.
The program’s not for everyone, it’s only for a few specific people…
* You want to add $5k or more to your business in the next 3 months
* You know how to get results with people and could look after 3-5 new clients
* You’re willing to implement a step-by-step plan that’s proven to get you clients fast
I can help you not only with your sales but with every aspect of your marketing to build a solid, profitable coaching business.
If you want to get more clients quickly and set yourself up for success, with money in your bank account and new clients onboard, message me with the word ‘clients’ and I’ll send you the information.
This is the BEST time to work with me before my next price increase.
P.S Whenever you’re ready… here are 3 other ways I can help you grow your business:
1. Work with me to get more clients
If you’d like to work directly with me to get more clients… just send me a Message with the word “Clients”… tell me a little about your business and what you’d like to work on together, and I’ll get you all the details.
2. Join our community and connect with like-minded Coaches & Experts
It’s our Facebook community where ambitious females entrepreneurs learn how to increase their income, influence, and impact.
3. Grab a FREE copy of my ‘Client Attraction Checklist’
This is a powerful roadmap to attracting leads, signing clients, and scaling your coaching business.
Big love
Kat xo
Leave a Reply