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The Killer Free Coaching Session Process

(Can Also be Used as a “Free Coaching Session” or  

Used as the Steps of the Sales process)

The reason I say “killer strategic session process” is that this is a coaching session that can actually change your sales results to achieve around a 40% to 75% successful sales close ratio.

This can also be used for basically any face-to-face sales process, or even an earlier “get acquainted” session. I’ve used this for first meetings with networking follow ups, and for the actual “strategic session” that I offer to help prospects get to a sudden, and huge result.

Coaching or Consulting Sales Step By Step

We will be talking about the face-to-face sales process, sometimes called “strategic session” because frequently we are using this face-to-face session to strategically plan out the prospects goals, discover his problems. He will discover the reason he should act now to get the results he wants, and that he’d want to work with you.

But before we go into that, let’s take a bigger, overview look at the whole step-by-step process we’ve been developing. One of the reasons that coaches, consultants, trainers fail is that many times they “go for the sale”, or as I sometimes say “go for the throat” when their goal should have been to help that person they are in front of to discover why he should act to fix his problem now, what value it is to him, and where he’ll get that answer that he hasn’t gotten from anyone before this.

When any sales person meets with a stranger and immediately “goes for the sale” that’s when the prospect feels “pressured”, “thinks that what he’s hearing is hype, b.s.”. Going for the sale right off the bat is simply too fast and turns people off.

So, we have to break the opportunities to get help for your prospect into obvious opportunities for huge leaps forward, high value, with little or no risk. The key here is “more opportunities, “more high value”, and no risk, or almost no risk. The bigger the spread between high opportunities, high value . . . and reduced risk, the easier your ultimate sale will be.

In the meantime, let’s change our perspective from “making a sale” to: “at every step our only goal is selling the next step” and nothing more. They’ve bought in and ready for the next step. The key is that when they readily buy step 1, then step 2, the step 3, and at each step they see huge value and no risk, then each subsequent step will become easier and easier . . . including the final step of “closing the sale.

coaching sales-marketing flow

Coaching Sales/Marketing Flow

In any case, the goal for this part is just the offer that gets an appointment for the strategic session (the actual face to face sale), and the steps for the strategic session itself.

I just wanted to review the previous steps so that, as we enter the sales process itself, you’ll understand that this step isn’t a stand alone, it’s just the final step that turns a prospect into a buying client.

We also want to define some measurements. If you’ve done all of the previous steps correctly, have ended up with an ideal prospect, and have led them with the previous steps, when you do the following “strategic session” process, it’s fairly easy to get 40% to 70+% close ratios.

If you don’t, then we have to tune it up. Something wasn’t quite right.  Tune it up.

By the way, this strategic session process, can be used almost any time you end up face to face with a prospect.

The Irresistible Offer that makes the Strategic Session Compelling

Before we get into the process of the strategic session itself, we must think of clearly defining what the strategic session is, naming it, packaging it, with a name that clearly defines the outcome. And promote it.

Our job will be a lot easier if instead of saying “Come to my free coaching session”, it might sound more like ‘From zero to 5 clients a week in 30 days.”  Which is more compelling?

Offering Free Coaching Session Doesn’t Attract Anyone

Most coaches offer their strategic session as a “Free Coaching Session.” How compelling is that. Where’s the value. Where’s the vision of what the results will be. As I’ve said over and over, the clearer the end results are, the clearer the value, and the higher the value, the more irresistible it will become.

NEVER offer your strategic session as a Free Coaching Session. It isn’t compelling, it isn’t clear what the outcome is, nor what the value is. You won’t get very many people wanting this.

So, let’s evaluate: What ONE thing can you offer that they’d nearly kill to get?

Also think, INSTANT results. Let’s say that if you’d normally coach someone to double their business in a month or two, or would get $100K more in 3 months to 6 moths, or would help them get X number of clients in that same period, then break that down into bite sized chunks.  And think, instant, compelling results.

Something like “5 Clients a Week”, “A client a day guaranteed”. “From zero to 5 clients a week” or something like that. In other words you are offering a specific result of a specific value. Offering “coaching” isn’t appealing because it doesn’t tell them what they could get, nor how big, how much, how fast.  Just fill in YOUR results in a way that they couldn’t pass it up.

The Strategic Session . . . Step by Step

This is a sales process that works. Once you’ve done a few of these you should start to see 40% to 75% close ratios.

The guidelines that make this work are

  1. This isn’t about you, your products, services, your process.
  2. You aren’t telling them anything about you, at least most of the time. That isn’t the focus.
  3. Through questions, you will help them find answers. You won’t tell them answers. They’ll discover them themselves.
  4. Our goal is not to sell. It is to make a decision to act, and to fix his problem.
  5. Because he sees you as HELPING him find the answers he needs, and not in selling, you become a friend.
  6. It is to help your prospect discover his most compelling dreams, and reach even further. To discover what’s his biggest obstacles. And that he hasn’t been able to do this alone before. And then ask him what he’d do under those circumstances.
  7. He will decide to fix his problem, and what way he will use to fix it. Your only concern is that he gets his problems fixed, with you, with someone else, or maybe he will delay for a better time. Your concern is his best interest, not in your sale. Everything you do is to help him get what he wants. That’s what you do as a coach, help him achieve, to break through where he couldn’t before, break through faster, bigger, better.

Here’s a summary chart of what this process looks like. Visualize this chart and use it as your process guidelines.

free coaching session outline

  OK, let’s get down into the details of the steps. Learn the general concepts, and then visualize the chart above to lead you through it.

Step 1 — Rapport

 It’s important to establish rapport with your prospect, but it’s also important to not let this step run for hours. It’s important to realize that when you are connecting with what the prospect wants to talk about, that you could literally let this step run for hours since, if you are doing this well, this is your prospect talking about what’s important to him.

Remember what I’ve been saying, this is about him, what he wants. And the rapport step connects to him in a personal and relationship development manner. If you do this well, it could run for hours.

So, our job is to START connecting, but not let it run too long. This step should take about 2-3 minutes maximum.

If you are meeting face to face in his office, notice pictures he has on his wall or desk or something you might have heard him say, family, activities, etc.  Ask him about those things. “I noticed you and your son with a big fish. Where were you fishing? “

Or if you are doing a one-on-one phone call, ask him how his business is going?

It’s easy to get them started talking, and hard to get them to shut down so that we can get to the next steps. Just don’t sound disinterested, or that you’ve got to get to your “sales pitch.”

Make sure that you actively listen. Your job is to listen to him, and to ask more questions. If he respond to the “Where were you fishing?” he might have said something like, “Yes, that is my 12 year old son. We were fishing at _________. That was one of my favorite trips.”

BINGO. When he says “favorite” or something like that. Grab it!

“You know I love fishing in that area. Was that your son’s first trip?”

In any case, when you get to the time where you need to wrap it up, a good way is to say something like, “I really love fishing too. My son and I are planning a trip to _______. By the way, how much time do you have to work on your business (or life, or career, whatever your coaching target). I wanted to make sure that we get your business solutions. “

Usually your prospect will pull it back since his time with you is valuable to him.

Step 2 – Agenda

 As you pull back to talk about what’s about to happen and what you want to accomplish during this session, first ask them what they’d like to accomplish, or even “what was it that caused you to schedule this session”

Also ask them if it’s ok to ask them some pretty tough questions about their business, and if it’s ok for you to take notes. This is to be a diagnostic session very much like talking with their doctor. He’ll need to know a few things about them before he can make a recommendation, or diagnosis.

They will very likely give you the very answer you’ll need to help them make a decision to act to resolve their problem.

Then ask them if it’ll be ok for you to ask some questions about their business (or life, or career) that will lead us to the answers they need to achieve those very results.

Give them a rough estimate of how long this will take, and ask them if that fits with their schedule. If not, suggest that we reschedule.

 Step 3 – Vision and Dreams

There are several questions we could ask, but the idea is to get him to tell you what he’d really like to have for his business , life, career (depending on your focus for coaching).

What’s you’ll b doing in this step is to help him paint a clear picture of the vision or dream he has. I want you to think that this is like painting on a canvas, the canvas is his brain, and your tool, your paint brush, is the questions you ask. You will lead the prospect to painting a clear picture of his dreams in his brain. A clearer picture than he’s ever had before.

You will constantly paint a clearer and clearer picture as you ask more questions to clarify it. You will also not accept his simple, and his Realistic answers.

Our clients have self imposed limits that they call reality. They haven’t been able to achieve that level before, they won’t reach a lot further. However, every one of your prospects has a different level of his own reality. Some will think that another $10,000 a month is impossible, some will be at $100,000 a month, and some $1,000,000 a month. You job is to help them define what they want. To define it clearly, specifically, and measurably.

When it comes to measuring, I use the SMART goals that many coaches may already be using for their clients. In any case, these are the targets that you should be getting them to define.

  • Specific – be specific what your outcome will be.
  • Measurable – If you were talking about more sales, then we’ll define how many sales.
  • Achievable – Setting a measurable number that is perceived as not achievable, will result that they are not motivated to achieve it. They don’t believe it, so they don’t try hard.
  • Reachable (with a challenge – Never accept their level of reality. Always challenge them to reach just a little further.
  • Time based – When setting a measurable goal, let’s say 5 new sales, unless you’ve got a time on it, you don’t really have a measurable result. So, 5 new sales by close of business on Friday gives you the ability to manage the results. If there are 5 days from now until then, you expect to deliver 1 new sale a day, and if, on the first day you are slipping, it’s time to dig in, either to work harder, or to change something. In any case, time based allows you to break the measurable goals down into bite sized chunks, and to have an early warning, or even an early aha that something is working even better.

So, we will help the client clarify his dream with the SMART goals. If he has no measurable goals, such as “I want more sales”, then asking him, how many? By when? Will help clarify his dream. And you’ll also be able to break it down into steps. If he’s saying he wants $100,000 more sales this year, then we’ll set smaller targets, such as $10,000 a month starting THIS MONTH. That will shock him. Most people believe that reaching for new sales for the year will require that they work on it for most of the year. I’ll show them that marketing has a measurable outcome . . . THIS very week. And therefore, we can set that plan to start happening this week.

Many of the numbers we’ve been getting are the “logical” numbers, and the value they are reaching for. But let’s also develop “a gap”, showing a clear distance between where they are and where they want to be.  That shows “THE VALUE” of achieving that new goal.

Sometimes “value” will have some emotional excitement to it. However, our next step is to build on the emotional side. If you haven’t discovered it yet, you will soon, that people buy emotionally, and then justify it logically.  So we have to provide them both sides of that in order for them to have a reason to act, and to solve their problem NOW.

So, after asking them to clarify the measurements (the logic), now ask them “what would that feel like” to achieve your dream in 2 weeks, a month, 6 months. Notice that I said “Feel” like. That’s the emotional side. Also get them to explore beyond the obvious. Sometimes the real emotional impact is not in the business, or the initial problem resolution. For a business owner who has been working 16 hours a day, he’s given up time with his children, and with his wife. He may have been doing it “for them”, but has discovered that he’s losing out on both sides now. He’s working 16 hours a day but still not achieving the things he wanted for his family. And once you start asking him about that side, you could actually see prospects break down in tears as they experience the pain of not getting there, and the “OMG if I COULD ONLY achieve that new level, that would mean that I can spend time with my kids, and still have some real pride in running a successful business.”

And when you start hearing words like that, you have reached them emotionally.

So, now your picture of this dream is both logical and emotional. And you have them actually experiencing that pain of not having it, and the “OMH if ONLY I could get there”, the picture of what it would finally feel like in this new dream.

That’s what this step is all about.

Challenging them to reach further — Most of our clients believe that what they’ve already been getting is the limit to what they can expect. Or, at best, they will reach only a little way. Notice that I have a ‘reality set of questions, and a “reach with excitement” set.

After you have clearly defined what I call the “reality” side, at least what they consider as THEIR REALITY, it’s time to ask: Why are you stopping there? Or what would happen if instead of reaching $100,000 we’d go for $200,000. What wood that do for you.

Some of your prospects will immediately light up. Others will respond with a reason why they don’t even want to go further. It most likely goes back to THEIR REALITY.

I’ll hear things like, “Well, if I’m working 16 hours a day now, that would require me working even longer. I’m not willing to work that hard.”

You see, their reality, and their beliefs limit them. Your job as a coach is not to accept their reality, but to help them reach further . . . without limits.

Delivering results “without limits” is the key.

I will frequently ask them to explore with me as if there are NO LIMITS whatsoever. In other words, right now their limit might be that they are working 16 hours for their current level, and they don’t want to work harder.

Pick up on THEIR WANTS out of that statement. So, ask them something like, If you could have that next level of $X, (or more income) without working as hard as you are right now, would that interest you?

We just removed their obstacle. While most of your clients would not want to work harder, when we remove that barrier, you’ll see them move from a so-so expression, to one of “OMG that would be Tremendous!” with their face almost glowing.

And that’s when you have just connected, and they will almost beg you to help them get that. It’s emotions that make the sale.

Our job in this dream/vision step is to paint a clear picture of their dream, and then reach further. A clear picture includes a specific outcome (not just better, more, or vagueries), but a specific outcome with a measurable amount, and date of delivery. Then when you challenge them to reach further, they will become excited over that potential.

Your job is to paint a picture on the canvas of their brain of what that new outcome could be, and how exciting it could be.

You want them bubbling with excitement, and tell you how exciting it is.

Even after you’ve clearly defined that vision, that dream, ask them “is there another dream you’ve had that you’d like to achieve”.

Keep asking, is there more, until you’ve gotten through them all, or a significant list. Then prioritize the list.

4-What has stopped you from getting there before?

After you have that clear picture of where they could end up, it’s time to ask them, “So what’s kept you from getting there before this?” Be sure to ask them for an obstacle for each vision/dream.

Now we are going to explore the obstacles they have been experiencing.

Get them to define what they believe are the obstacles. Sometimes they’ll know, and sometimes they’ll only know a rough concept.

And in other cases, you may have to help them by asking them some guiding questions, such as “is your problem in marketing, the ability to get leads from the cold cruel world, or is your problem in sales, turning those leads into more sales, or is it in getting bigger dollar volume sales from each of your customers?”

The same thing applies about the SMART goals that we discussed in the vision section. Get them to define the level of pain, what it’s costing them daily, or weekly to have this obstacle.

I use a business model that looks at the movement leads through their system and whether it turns into cash at the end, and also looks at the overhead cost. Frequently their biggest problem is failure to understand what will stop their problem, increasing total revenue, or decreasing overhead. Usually decreasing overhead has little or no impact. The multipliers that multiply revenues by several times make the biggest increase in revenue.

Let’s discuss the difference between “failure to achieve a goal, or the vision” that we’ve already talked about, and the pain of an obstacle. As you discuss the obstacles, do not allow your prospect to get stuck on restating the vision as a negative.

So, if they say they’d like to make another $100K in their vision/dream, then do NOT allow them to state their obstacle as “not making the $100K”.

We want to clearly have a carrot to move forward, and separate pain that is experienced from lack of effort. Just being able to restate the missing carrot does not provide both sides of the equation.

Some people respond to the carrot, a positive goal to reach for, and others respond to “paid avoidance.” If you allow your prospect to give you the obstacle as a “missing goal” or “missing carrot”, then you do not have two distinct motivating events. You have only one, and some do not respond to that side of the equation.

We are asking these questions to help your prospect clarify what they are experiencing, and what we can do to help them. You need all of your tools/

So, when a prospect just restates the positive goal as a missing goal for the obstacle, be sure to ask him for a true obstacle.

Here’s a story I use to help you understand the difference between the two.

Let’s assume that you are standing in the middle of a room, and in one corner is a million dollars in gold bullion. So, your motivator is the gold in the corner. But to get it you have to act, you have to move over to the corner, and start picking up the gold.

Some people will tell you that the gold is too heavy, that you don’t have a cart, or whatever it takes to get that much gold out of the room and stored where it’ll do you some good. So, for some, even with the gold, the positive goal, they will fail to act because they have justified that their obstacle is too big for them to get that gold. Or they may pick up on gold bar and run. Leaving the rest.

So, what happens when you ask them what their obstacle is. Most will simply say that they will not receive $1M in gold. But that’s just the mirror image of the positive side. It’s the same thing. And if the $1M in gold was not enough of a motivator, just saying they won’t get $1M in gold isn’t going to motivate them any more.

That means that you have to start digging for the negatives, and the costs. Let’s say that while you are standing in the middle of that room, you see a truck bearing down on where you stand. Now, that’s a negative motivation, a pain that you are about to experience from lack of action.

In business, we can talk about the new revenues they will reach as the positive carrot. But, as I’ve heard a lot, they don’t want to work any harder than they are right now. So, the carrot is not a motivator for them. But, if you dig deep enough you may find that if they are operating below break even, then there is about $10,000 a month flowing out to pay overhead if they remain below break even. Without action, they will continue to see $10,000 a month coming out of their pocket from inaction. But, if they do act, they could see $20,000 a month of new sales.

Inaction costs, $10,000 a month, $2,500 a week, $500 a day. But action benefits, $20,000 of positive cash flow with all other bills paid off. $5,000 a week, $1,000 a day.

Be sure to always find the cost of inaction in dollars and cents, time lost, people lost, and be able to show that in cost per day, or week, or month.

So, as you summarize their pain, you can say something like, “Wow, $2,500 a week being sucked out of your pocket right now. What would you like to do about that?”

When we summarize this during the closing minutes, we’ll be sure and ask, “Do you want to stop the $2,500 a week going out the door?” Of course they will. However, you will find that most of your prospects do not know the daily, or weekly cost. They’ve been blind to that. You just helped them find something that scares the sh..t out of them. Be sure that they not only FEEL it, but share with you just how that makes them feel. That’s the emotional side.

After you’ve got the list of specific obstacles, and cost of those obstacles, those are the “logical” side. We want to start asking, “how does that feel”, “does that hurt”, or “how bad does that hurt?”

Be sure to dig deeper than the obvious. Find the impact on their lives, their family, children, friends, from having this obstacle. Somewhere in here you’ll find some real pain.

Basically we want them to share with us pain, fear of it continuing, fear of some other loss (wife, not spending time with children, etc). We want them feeling, experiencing, and sharing that feeling with us. Our job is to escalate that feeling until they say “I can’t let that go any longer. I’ll fix it NOW.”

Now they are ready to act, and you helped them decide. This is about them deciding to act, to fix the problem, not necessarily to buy. Keep those decisions separate. They can decide to fix their problem, without deciding what they’ll do, or that they’ll hire you.

Your job is to lead them through this one step at a time. The first is “act” to “fix”. The next is “what action is necessary”, “what solution”. Let’s say that the solution they decide on is to learn how to “increase their sales to about 50% sales success ratio.” You see, that’s still not a choice to hire you. Not yet.

The questions you ask will help them find the answers they need. So help them find them. They will appreciate you as their coach when you help them make those kinds of decisions, without you having an ulterior sales goal behind it all.

We’ll not discuss sales for some time yet, and even then, it’ll be just a natural decision they’ll make.

5. What have you tried before?

Notice how each step has been just one of those questions your prospect must have to make a decision?

We have gotten a clear definition of the targeted measurable results.

We have discussed what are the obstacles to us having already achieved this.

Next we want to know what they have tried to do before to resolve the problem. And how well did it work.

  • They might have read every book they could get.
  • They might have taken several courses, online, local personal programs.
  • They might have hired a coach, a consultant.
  • Or they might not have done anything yet, but they feel confident they can do it themselves without getting outside help.

We need to understand what they have tried. Frequently they have tried several things, or even hired a coach. So, here you stand telling them they need a coach (don’t ever do that by the way). In any case, if they have tried a coach, or consultant, or taken a course, or read everything they can, and they still have not been able to resolve it. So, don’t you think they are going to be doubtful that you can help them either?

Of course they are. And that’s why you need to know what they have tried, so that you can help them find out how different you are from what they have tried.

Many of my clients have told me, “I’ve spent thousands of dollars on just about every online course they could find. But now they don’t do that anymore because it doesn’t work.”

Once you get them to define that, it’s time to agree with them that most of those online course (most of those coaches) don’t work, and you KNOW it, and that’s why you have designed your courses differently.

You may want to read my ebooks on “Sales Objections” because this is a typical sales objection. For one, when you hear the reasons, such as “been there, tried it with just about every course”, agree with them.

Next, you ask them what they really want. Do they want RESULTS or KNOWLEDGE. Frequently knowledge tells you what to do, but not how to do it. It usually also leaves you without the skill to become good at it.

Ever hear the phrase, “You can’t learn to ride a bike in a seminar”.  What that says is that you could read every book you could get your hands on, and I’ll absolutely guarantee that you will fall off that bike and skin your knees, over and over, even though you’ve read every book. The reason is that knowledge starts you out, but you will have to keep practicing, developing the skill of becoming good at doing what you do.

And that’s why I hold my clients hands as they skin their knees in their businesses. But my job is to get them to a level of comfort fast, then to a level of “winning some races”. At least to get them over “skinning their knees” quick enough that they won’t get seriously hurt.

In business, it’ll cost you a lot, over and over, as you make those mistakes. It’s the #1 reason that most businesses never survive more than 2 years. They are still trying to learn to stay on that bike, but they are still skinning their knees very painfully.

Now ask them, “are you still skinning your knees”, “do you have any pains that you’d like to get rid of FAST”.

This is where I talk to them about the three pieces of coaching that I use

  • Knowledge
  • Skills (becoming good at doing it, getting over skinning their knees)
  • Mindset (a belief that causes them to shoot themselves in the foot).

You see, when they say they’ve tried everything, most likely they’ve been learning the knowledge, but falling off their bikes, skinning their knees anyway. Or, even if they’ve had some help developing the skill (which is very unlikely), obviously they haven’t gotten there. And you can show them the difference between what they tried before and what you do.

In any case, keep asking what they’ve tried, and how well did it work. Get them to define the “how well did it work” by using a scale of 0 to 5, with 5 being absolutely perfect, exactly what they wanted and needed. It wouldn’t hurt to ask them what their target measurements were for those outcomes, because you will find that almost none of your competitors shoot for a measurable goal, and therefore, when you do, you are way about the crowd. So, ask for what their targeted measureable outcome was to be. And even if they didn’t have one, ask them to define their measured progress now.

 6. Time to Decide to Act

Our goal for your prospect is for them to make critical decisions. The first is to act NOW, or later to fix their problem.

So, let’s review each of the high level issues.

  1. Clearly restate their vision/dreams with the logical measurements, and emotional feelings. The clearer this dream is, and the feelings, the more exciting and compelling it will be. As I said earlier, when you can define their dream better than they ever could, they will jump to the conclusion that you are the best answer they have ever run in for this dream.
  2. Restate the gap between where they are and that new target dream.
  3. Clearly list all of their obstacles WITH the daily cost (the cost that goes out every day, or week) from inaction. Review both the logical cost, and the emotional pain and fear that they shared with you. Be sure to show sympathy, such as “Wow, that must be painful”
  4. Then review the “been there, tried that, and it didn’t work”, restating how it failed before, or that they admitted they hadn’t been able to do it by themselves before this.

Those are all of the issues that are needed to make a decision to act on this.

7. Hire Me?

Keep in mind that at no point will you ask outright “Will you hire me?” Your focus is only to help him get what he wants. So, every question is about acting to resolve his problem or not, choosing the best solution, and eventually if he could get all of the things we have listed, would he want help from someone that could achieve that result?

So, your next question might be something like this, “Your goal was to reach ______, but the daily cost has been about $____ when you don’t resolve this.” And you’ve tried _______, ______, and ______. What do you think should be your next step?

Ideally they will say that they need to fix it, and that they can’t do it alone. But, this is when we’ll deal with their real thoughts. This is why we don’t want to lead them by saying something like “are you ready to buy”. That will turn them off.

We simply want them thinking through the carrot, the daily pain, and that they haven’t been able to do it before. Another question might be, “with $X,000 a day flowing out, and you said it was ________ (very painful, whatever, restate the emotion they mentioned earlier). Do you want to keep experiencing that, or do you want to remove it?”

We just want them making a commitment to themselves that they will fix it, and by when? If they set a date some distance in the future, ask them, “are you content with $X,000 a day flowing out between now and then?”

So, what will you do at that date? What is your solution?

They may say that they’ll hire you at that date. Or they may say that they would like to evaluate a few other coaches between now and then. Or they may decide to fix it themselves.

If you’ve built the value, and the clarity of the outcome, the pain from inaction, the “didn’t work before”, and how different are your approaches, you should see about 40% to 75% deciding to use you right away. But you will have a few that will still be tire kickers, and try to fix it themselves, or check out other alternatives. For those you haven’t proven your value.

Be sure to offer to help them, and show concern for the $X,000 a day flowing out. You want to help them get that under control. So, you may send them another white paper on dealing with that. You will definitely record the date they have said they will have this resolved. And call them slightly before that date, to see if you can help them with anything, or if they’ve already resolve that problem, asking them if the $X,000 a day is still flowing out, and asking them how painful that has been.

It might be important for them to recognize that with $X,000 a day flowing out that your fee was only $Y,000 which is less than has already flowed out over those last days. And, you’d like to stop that pain before it gets worse.

Keep in mind that, for some, they will give you a date in the future, and will not have acted by that date when you call. Then will give you another date, and another date, and yet another. By this time they have spent $X (beaucoup bucks) more than your fee, but they are still procrastinating. Some of these will eventually respond on the 4th, 5th, 6th, or 7th call back.

Beyond that, stop wasting your time.


 Use this sales process whenever you meet anyone face to face (even earlier in the steps), or directly on telephone, or when you have an opportunity to coach them for free, or do a strategic session with them.

If you help them find the answers they need, to clarify their goals, their obstacles, and help them make a decision to act, then what solution, then whether your solution is better than any others, you should be getting somewhere around 40% to 75% of those you meet with deciding to hire you.

If you are Not getting up into those numbers, then you need to work on your skills. Email me at and I’ll help you become better.

Assume that it does take some practice. I’d suggest that you get a partner to practice this with. Ask your partner to tell you when you get off track, or when you start talking about yourself rather than working on the issues within the outline. Practice this 4-5 times minimum with your partner. And then get out there and try it with real live prospects.

Work on it for 5-10 prospects, while checking your sales close ratio. If after 10 live prospects and you aren’t over 20%, email me. If you are over 20% but not to 40%, keep going. I’ll bet that you are already 10 times better than you were before you started this program.

If not, let’s work on your marketing message until they do.

Would you like to have help getting more prospective clients to ask you to help them every time you sent out a advertisement, met someone, shared a marketing message, a story, a speech, or the first time you met? If you’d like to develop a marketing message that would have your ideal client begging you to help, check out this video class where I’ll take you by the hand to help you start attracting them to you, to beg you to help them.

Check out Video Course at a significantly reduced price Get Coaching Clients Attracted to You — Have Them Begging You to Help


Alan Boyer

Helping coaches, consultants, trainers reach another $100K to $1M within months and to stop playing in the kiddie pool when attracting new clients.

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