Page 6 - Pure Coaching Magazine - Issue 1

Selling With Ease

By Carole Bozkurt

Over the past 20+ years I’ve worked with a lot of coaches and consultants to help them create
6-figure businesses, as well as multiple 6-figure and 7-figure businesses. What I’ve learnt is
that the reason why some coaches are more successful at selling than others is what I call
‘The Shift’.

The Shift

A lot of coaches make the same mistake
when it comes to selling. They approach it
from a transactional basis. They aim to sell by
saying, ‘this is my programme, this is what it
entails and this is what you get for the price’.

They forget to emphasise the benefits, the
value and, most importantly, the
transformation. What your clients want to buy
from you every single time is the
transformation.

Sure, they want to know the ‘nuts and bolts’ of
your offer but they also want to know if it’s Selling With Ease
going to shift them internally. They want to
Here are five top tips to keep at the forefront
know if after working with you their life or
of your mind when it comes to selling. These
their business will be different.
will help you sell with ease and with
It's an internal thing
confidence.
Your client is seeking that transformation and
Tip 1
you are in the enviable position of being able
to empower them to make it happen and stay Just as with coaching, when you’re selling you
committed to getting that desired result - need to be in active listening mode. Where
liberating them from any limiting beliefs they most coaches go wrong is that they become
may have along the way. too eager to talk about their service, their offer
or their programme. While this is
Seen from that perspective, what you’re really understandable, any good sales conversation
selling is an ability to bring about a shift from needs to be two-sided. To sell incredibly well
how someone has been showing up in their you first need to listen.
life until now and how they can show up in
their life in the future in ways that take their
professional or personal performance to new
heights.

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