Happy 5-Reps Friday!
You’re a coach, not a salesperson. Fortunately, selling is coaching.
With that in mind, the podcast went deep into sales training last week. Here’s links to listen:
Episode 36: Nail Your Sales with Five Steps
Moving on, here are 2 coaching concepts, 2 business nuggets, and a quote to consider this week.
2 Coaching Concepts
1.
It’s not what you know.
Successful coaches haven’t memorized more peer-reviewed research than unsuccessful coaches have. They didn’t necessarily get better grades in school.
Don’t let your perceived inexperience or perceived inadequacy related to your peers stop you. Your client doesn’t need your advanced knowledge. Odds are they already know what they should be doing.
Your success as a coach depends on how good you are at getting them to do what they already know they should do.
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2.
Your process of getting results doesn’t matter to your client. All they care about is who they will become as a result of your process.
2 Business Nuggets
1.
Here’s the 5 things a client must be aware of about themselves:
- What’s their pain.
- Why do they doubt they can solve it themselves.
- What it’s costing them to stay the same.
- What’s their urgency to fix the problem.
- What’s their vivid vision of a better future.
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2.
Never assume you understand your client’s problem. Your success selling your training depends on two things:
- How well you listen.
- The quality of your questions.
With that in mind, here’s some good questions:
“What’s not working in your ___ to the level you feel like it should?”
“How long have you been struggling with ___”
“If you had to pick just one thing, what would you say is the worst part about your entire situation right now?” “How do you mean?”
“Can I ask you an honest question? What do you think has been keeping you from figuring this out on your own?”
“What happens if nothing changes?” “Why not stay exactly where you’re at right now?” “What would happen if another five years go by and you still feel this way?”
“Let’s make this fun. What’s {name] 2.0 like?” What does he/she do differently every day?” Can you be more specific?”
“Why is this important to you right now?”
1 Quote to Consider
“Content creators invest hours a day creating content. Coaches who work with clients hours each day don’t spend as much time creating content.
Doing the thing and talking about the thing are different skillsets. Both are fine. But just because somebody is good at talking about a thing doesn’t mean they’re good at doing that thing.”
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Thanks for reading. Sorry I didn’t have a sandwich to give you but I hope this’ll do,
-Jon
P.S. I learned this when I was today year’s old
P.P.S. Whenever you’re ready, here are a few ways I can help you.
1. Listen to the Obvious Choice Podcast (free)
2. For career development, buy my book, Ignite the Fire. (1,000+ 5-star reviews.)
3. For world class support, apply for my premium business mentorship.
Jonathan Goodman
Improving fitness trainers.
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My IG: @itscoachgoodman
Free Software: QuickCoach
My Book: Ignite the Fire (1,000+ 5-star reviews)
My Course: Online Trainer Academy
My Mentorship: Online Trainer Mentorship