Auto news on Youtube Oct 26 2018

Hey, welcome back to the Six Figure Mastermind. Marianne here with you today.

We're going to talk about how to build a six-figure coaching business and maybe

one of the toughest conversations, the sales conversation. May be the toughest

but you've got a master it. Stay tuned to see how it's done.

The sales conversation can feel like one of the most uncomfortable situations in

all of your six-figure business building, right? And for some reason that we've got

this mindset that's all kind of jacked up and says, "Oh, if I ask for money for

some reason that makes me a bad person." Well, I'm here to tell you that's simply

not true. And I'm here to tell you how to make it comfortable to do so. So that

you're selecting conversation is more like your customer, "Please take my money

I want to work with you." Rather than this pushy salesee. I am so desperate for a

client, okay? The first thing you need to do with your client is build rapport. Now,

what is rapport building look like and how do you make it seem genuine? And

here's the thing. Rapport building is really getting to know your client.

You've done your job by finding your ideal client hopefully to this point. You

want to know everything that is important to your client. And let me tell

you something. The number one thing that's most important to any person on

this planet is them. So, you want to have your client talk about themselves. Ask

them about their circumstances in life. Ask them what they'd have needs for.

Maybe, let's take an example here. Let's say that you have a client that wants to

start a coaching business, okay? You're going to ask your client, "So, tell me about

how far you have come in your coaching business so far? Tell me about how you're

doing with your family and are they supportive of that? Tell me about what

your biggest struggle has been in starting to build your coaching business?"

You want your client to kind of share their information, say what's important

to them. So, for two reasons. One, so your client feels heard and two, so you

actually know how to help your client best. So, start building that rapport with

your clients. The natural segue from building that rapport is finding the

need. Finding... And some people call it finding the pain, okay? Where is the need

in their coaching business? Where are they struggling the most? You know, I

asked one of those questions a minute ago. If you could change anything about

your coaching business, what would it be? Or if you can wave a magic wand and get

where you wanted to be in your business, what would that look like for you? And

here's the all-important question: Why haven't you gotten it yet? You see, as a

mentor and as a salesperson, you need to be willing to ask the questions that no

one else is even comfortable thinking about much less asking.

Because if you are, your client is going to get value from that. And where they

get value? They're going to give value in return. So, be willing to ask the tough

questions. Once you find the need, you're going to

evaluate the need. An emphasis on value. When I say evaluate the need. You're

going to see you know, kind of where the pain is. And see how long they've been

dealing with this and what the cost of that has been. Both in dollars and

emotional and overall well-being. So, if they have this need, let's say they

haven't started their their public speaking business because they're too

afraid to get in front of people. I'm going to ask him, "How long have you been

dealing with that?' And they'll say, "Maybe three or four years. Something like that."

And then I'm going to say, "Okay, I'm going to ask you this question: In dollars,

what has that cost you to hide behind that fear?' And they're going to hem and haw

for a little bit and not be able to really articulate. And then I'm going to say,

"No, no. In dollars, what does it cost you to have this fear?" Their brain will come

up with an answer when their brain is cornered. And they're going to give you an

answer and how much it's cost them. Then I'm going to like press harder and say, "Okay,

what does it cost you emotionally to not have this done? What does it cost you as

far as the happiness in your life goes to not have this done?" I'm going to

evaluate the needs, see how much value there is, in them having this need. That

helps them get clear on what exactly this was costing and it helps me get

clear on where they're at. After you evaluate the need, you need to introduce

what you can do to help them. You're like a doctor. You're giving them a checkup.

Kind of you're putting your finger on the pulse of their business. And now it's

time for you to make a recommendation. Make a prescription as it were. You could

say, "Based on what you've shared with me, based on what your business needs, I have

a couple of ideas for you based on what I can do. I have a program called XYZ.

This program cost this amount of money. What this program is going to do for you

is get you the results. And here's something I want you to write down." You

are never selling a solutions. I know I've told you this before that you're a

solutions before I provider, but what I'm really saying is this. Clients don't want

solutions. They want have results. They want something trackable, measurable. Something

that they can say, "I invested this. I got this back. And my ROI

is incredible." So, when you're pitching something, you identify the cost of it.

You're going to share with them the results they're going to get from it. And

then you're going to share the benefits and features. How often you meet, when you

meet, what they can expect, how many emails they can expect and so on. And

then, you're going to ask for the transaction. You need to figure out if

it's a yes for them. After you've evaluated the need, after you price your

product, after you've named the product that's a good friend. And giving them

your recommendation then you go in for the close. You need to ask them, "What

does this feel like for you? Does that feel like something that would be

beneficial for your business?" And either they're going to say, "Yes, right away. Let's

do it." Or they're going to say, "Yes but..." And guess what the but is? It's always going to

be a question of money. Well, nine times out of ten it'll be a question money.

Sometimes it's just, "I love it, I'm ready for it, I want to give you my credit card,

I'm just going to check with my spouse." And I'm going to say, "Great, when can you check

with your spouse? I'll follow up with you as soon as that's done." After you get the

yes from your client, after you get yes I want to work with you, then it's time to

actually have the transaction. Actually put their credit card through your

point-of-sale system. And exchange the money. Collects the money. And it's so

simple. All you need to do is this, "Great, I'm so excited to have you join this

course. I know that the benefits and features. (Whatever you've outlined) will

be so substantial for you. I take credit cash or cheque. Which would work for you?

And of course, if you don't take cheque then don't say you take cheque. Then it's

time to collect the money, put it through the point of sale. And if you want like a

piece of advice from one sales professional to another, never, never,

never, never say, "I'll talk with you later." That's poison. You've just lost your sale.

Or I'll get back for you. Or even worse, I'll wait to hear back from you. Then you

put the ball in their court which is showing up as a mentor, you don't leave

the ball in their Court. You are the mentor, you're the one that

should be in charge of this conversation. You never put the ball in their court if

you really want to close a sale. After you close a sale, you may think you're

done. But you're not. You have something called follow-up. And follow-up is the

clients next steps. After you've closed the sale, if your knees just hang up the

phone and call it good, everyone we left feeling high and dry. The follow-up is

this, "Oh my gosh, I'm so excited that you just joined

this program. I can't wait to get started with you. In your email box, you're going to

find an email with all of your coursework and information. After you

sign that in, you're going to go onto this Facebook community and join our

Facebook group where you're going to find weekly training from our live sales

professionals." You see what they did there? How followed up and they you know

what to expect, when to expect it and where to find it. That's so important. You

want to leave them feeling on a high that they're going to be taken care of. In

the end of sales conversation is really easy. Remember to follow all those

specific steps. And in fact, if you want to have my 10 step sales guides, check

out the link in the description below. Hey, thanks for tuning in today. Make sure

to hit the subscribe button. Leave me a comment below if this information was

helpful for you. And if you want to have an opportunity to work one-on-one with

me, I want to help you with your coaching business if you're feeling that fire, if

you're feeling that passion. So, check out that link in the description below. Fill

out that form and so that you and I can get connected and we can help you take

your business to the next level.