Build Your Sales Skills as a Coach

Become a Dream Life Coach - www.DeniseWalsh.com 
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Denise is a Clinical Psychologist turned Dream Life Coach and knows that she is making more of an impact now, as an online life and business coach than she did in the corporate world.

She has a 12 week overcoming self-sabotage course that helps clients align their Dream Life Pathway - gain clarity for what they want next, clear the cobwebs of the heart, and create the daily habits that will lead them to success. 

As we retrain your subconscious brain and reprogram limiting beliefs, the changes you experience in 90 day u turn will support you (and your family) for years to come. 

Join the next round of 90 Day U Turn - 
www.90DayUTurn.com 

#stopsabotaging #becomeacoach #leadership #growth #healing

Transcript

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Denise Walsh here. Welcome back to Coaching for Coaches. Super excited to connect with you today about a topic that I hear about a lot. I often hear from people who are wanting to start their own business, whether it be in network marketing or in the coaching space, and they say, here's the deal. I just want to work with people. I just want to help them get healthier. I just want to help them with their goals, with their lifestyle, right? I just want to help people get better. I just want to coach. I don't actually want to do sales. So if this is you, be sure to comment in the comment section. Let me know what your, I guess, resistance to sales is. Because today we're going to talk through why sales isn't really the problem and how we can, as coaches, actually be great salespeople and do it in a way that feels good to our soul. Because let's be honest, most people aren't actually afraid of sales, right? We are afraid of rejection or judgment. We get tired of hearing the word no. Like when you get a yes in sales or when you have your own business, it recharges us. So hearing no can be depleting. Maybe you're afraid of putting yourself out there. It feels vulnerable to tell people that you can help them and then feel a responsibility to do so. Maybe the resistance is to charging money. You've done everything for free from now on, from before, like from here until wait, you've done everything for free up until now. That's what I want to say. Up until now. And charging money is what feels sticky, right? I want to hear from you. What in the put in the chat? Um, what is your resistance? Feeling visible, feeling like people um are gonna second guess you or call you uh imposter, not really trust you, maybe feeling too much. Sales is just the label we put on the emotional side of being vulnerable, putting ourselves out there and letting people know that we're open for business. Because if we were just to say I'm bad at sales, it's safer than saying I'm afraid people won't see my value. That's a deeper wound, but that's typically the wound that is the reality. It's not about the sales scripts, it's not about the meeting with people to see if it's a good fit. It's truly about casting a vision for somebody and knowing that what you have to offer will help them get them there. And if they say no, it can feel like a rejection on us. It can feel like a wound. Now, when I first started network marketing back in 2007, I thought sales meant convincing people. And I hated that feeling. You know, I was a clinical psychologist. I wanted to help people, still just want to coach. I still just want to meet you and like have a good coffee shop conversation. I don't want to pressure people, I don't want to make people do something they don't want to do, I don't want to convince you that you need X, Y, and Z, right? I just want to work with you and I want to help you become your best. The people who like, but what I realized was that knowing this about me, okay, knowing this about me, I realized that the more people who said yes to my opportunity, to my products, to my coaching, the people that actually made the decisions, not the people that said maybe next time or thought about forever, uh, or thought about it forever, the people that actually said yes did change, did grow, did feel more confident in their new in their own skin. The people that said yes more quickly actually started living lives that they want. And so what I realized was my job was not to force people into doing something they didn't really want to do. My job was to get people off the fence of maybe tomorrow into yes now. Because why not? Right? Like they've been thinking about it too. They didn't reach out for no reason. They've been reaching out, they booked a call with you. Like they are wanting life to be different, whether they want to be healthier, whether they want to get out of pain, whether they want to make extra money, whether they want to become a coach. Like they want this, but they're just afraid. And so my job was not about convincing them to do something they didn't want to do. My job, what I realized to actually to provide a good coaching session during that sales call, because I was helping them see possibility. I was asking good questions to be like, what do you really want in life? Like, what would it look like if you were debt-free? What would it look like if you and your your husband had a date night once a week or once a month? Like, like I would helping them to open their mind to possibilities. Because what happens when we are going for something new and it feels scary, it feels out of our comfort zone, is that we often go, I want that, but eek, yeah, right. And we pull back to what feels normal, right? What feels more comfortable. But in the sales conversation, just like I'm doing in the coaching conversation, I'm helping people to see that they have options. They're not stuck. So, like, let's brainstorm here. Let's just get creative. What would it look like, right? And I help them to get honest about where they are really right now, what they really want, and why they haven't been able to do it on their own so far. We know the answer to that. Nobody can do it on their own. So, what I realized was that sales is not a manipulation strategy. It's not me trying to get people to do something, it's me helping the client to get really clear and excited about what it is they want next. Excited is the keyword here. When somebody is clear about what they want and excited because they believe it's possible, and then your product, your program, your service is the bridge to get them from where they are now to where they want to be. The yes becomes easy. Healthy sales is leadership. It's clarity, it's belief, it's communication and invitation. That's it. It's it's helping clients who have a problem. It's you saying, I have a solution for you. It might not be the only solution in the whole earth, right? There might be other solutions, but the reality is, is you can't get there on your own. You haven't been able to already. So if you want to learn how to build a business, if you want to uh overcome self-sabotage, if you want to grow in your mindset, if you want to create a program, if you want to become healthier, why not do it with us here, right? So if someone has a problem and you genuinely believe that you can help them, it's actually selfish not to talk about your offer confidently. Read that again. Literally, somebody is praying for the product that you have. Somebody is actually hoping that you will come into their Facebook feed, that you will help them align their life purpose, you'll teach them communication skills, you'll help them to become a better mom, whatever the case may be. And it's selfish not to talk about your offer confidently and consistently. So many heart-centered women often we like whisper, we're like, I have this thing that could be kind of cool, you know? I have this thing you might like. Because we can be afraid of being judged, we're afraid of putting ourselves out there. We've got all the stickiness to being bold and confident and seen. And so new coaches can often think, once I feel confident, once I feel confident, then I'll start doing something differently. Once I start feeling confident, then I'll start selling, then I'll post about it, then no, that is not how it works. Confidence always comes after action. It's like we want to marry the two. You know, I often say clarity is queen, action is king. You have to take action. We often think that confidence, that we build confidence backwards, you know. Um, we we it doesn't come first ever. Sorry, but you will never feel ready. You will never feel like now I can do it. You will always feel scared. And what I tell my clients is that the that fear, that uncertainty, that scaredness of putting yourself out there is actually just excitement because it's something new. If you didn't feel a little bit of nerves or anxiousness when posting or, you know, doing whatever you're doing, telling people you're open for business, you'd be bored already. Okay. So it's excitement that you are feeling masqueraded as fear. But oftentimes people think that they have to be ready to start taking action. The reality is confidence is built through repetition, through conversations, through learning, doing, refining, pivoting, getting uncomfortable, surviving that rejection, realizing you're still okay, and doing the dang thing. I find that I get way more creative and I take way more action when I have feedback. When somebody asks me a question, or they say, Hey, what about this? or can I try this? Or, you know, tell me how do you how do you stay motivated, right? Well, I'm like, well, then let's do a podcast about how to stay motivated, right? It's the feedback that fuels my creativity. It's not the confidence first. Nobody starts out as an amazing coach or an amazing, amazing salesperson. You become one. How? Through action. So instead of asking people, how do I get to buy or how do I get people to buy, ask how do I help people feel seen, understood, and clear. This is where the rubber meets the road. Because if you feel like you're posting to the abyss and nobody's really responding to you, you are probably posting to the abyss. So what we want to do is we want to create posts and reels and marketing materials and webinars and things to invite people into that meet people where they are in the problem, right? We want to meet them in the problem so then we can offer the solution. So there's two ways you can do about that, do this. You can stir up the problem, right? What's not working, right? You can talk about what it feels like to be in debt. You can talk about what it feels like to live paycheck to paycheck, you can talk about the problem. How, you know, if you've got arthritis, what it feels like to, you know, be out um, out of commission after a day because you're just exhausted and everything hurts, right? You can stir up the problem. The other thing that you can do is you can talk about the solution, right? Like, what would it feel like to love what you were doing? What would it feel like to not have a boss? What would it feel like to be able to go to all your kids' school events? What would it feel like? Wouldn't that be awesome? So there's two ways that we can do it. And and I typically I recommend doing a little bit of both, right? Stirring up the here, stirring up the problem, and casting vision for the there, casting that vision for people. And you can utilize ads, you can utilize hashtags, you can utilize networking of groups. You, you the goal here, guys, is to get in front of people who are already praying for you because they are there. And if you feel like you're posting to the abyss, the reality is you need new friends, like social media friends, followers, like you need to get into another group of people who are already looking for you. So that's where marketing comes in. That's where potentially Facebook ads come in, that's where bringing the right people into your world come in, Facebook groups, networking groups, like we can talk about marketing all day long, about how to bring those right people to you. Today we're gonna talk about sales because once you have those right people to you, the conversation will give you energy. So I think sometimes we want to, we we don't do the marketing piece because we're kind of hiding behind the sales piece. We hide behind the thought that I just want to help people and I don't really care about money, or I'm not a salesperson. Um, we refuse to learn how to communicate that value to market those to those good people because we're a little bit scared of being seen. We don't quite trust that we can actually help them. You know what I mean? Like there's some avoidance happening. We say we want something and we're not doing it because it feels sticky, scary. It's not the sales problem, guys. That's a confidence problem. But guess what we just said? Confidence comes through action. So you're gonna have to do both. So, what actually matters when you are selling to somebody? Now, again, we've done the marketing, you've done your Facebook ads, you've networked in community, you've gone to the BI groups, you're at the expo, you've had the right people say yes to you. Now, what do you do? When you get them on a 15-minute sales call or you're messaging them through instant messenger, that's not what it's called, right? Direct message. I don't know. That was shows my AOL days. Um, but what does it actually mean? It means that we get to ask the right questions and get your client, uh, your potential client, you know, the you get them talking. It's not your goal to talk the whole time. The best coaches are excellent listeners, picking up on the problem points, picking up on the patterns, picking up on what the client wants, right? And then paraphrasing it back. The best coaches can become excellent at sales because it's really just a great coaching session. So you understand people, you're listening for those patterns over time, right? You're like, okay, so you've been working on this or you've wanted this for several years. What's kept you stuck? What's been going on? Like, oh, okay, so what I hear you saying is, right? You're holding space for somebody who said, I want to build a business, I want to lose 30 pounds, I want this goal, and I can't do it on my own. You're holding space for them. Sales is a great coaching conversation because sales is human behavior, understanding human behavior. Coaching is understanding human behavior. They're deeply connected. Your job as a good coach is to help people gain clarity for what it is they actually want, and then you're the bridge. You're helping them bridge from where they are now to where they want to be. Guess what? Same thing in sales. You're helping them to become clear on what they want, you're casting the vision that it's possible because you've seen it over and over and over again with people who go through your coaching, with people who uh purchase your products, for people who go through your system. And you're the bridge from where they are now to where they want to be. Because life in three years, six months, one year can be completely different if you start taking action now. Sales and coaching is actually really already connected. So if you've been telling yourself that you could never become a coach because you're not good at sales, I want you to consider this. Maybe you're not bad at sales. Maybe the goal is to become confident in your product. Maybe the goal is to coach more, build that confidence in your coaching through the action of actually coaching. When you realize that your product, your service, your coaching is the best thing since sliced bread. You know what I mean? Like it's the best thing people will get better when they plug into your orbit, you're gonna want to shout it from the rooftops. Maybe it's not about sales at all. Maybe it's about leading confidently, talking about your stuff, your program, your content consistently and confidently, over and over and over and over again. Because when you deeply believe in the transformation you provide, selling stops feeling like pressure and it feels like service. It's like your job to help people get better in whatever realm you choose to do it. Coach better, lead better, understand people better, um, get healthier, whatever it is. You get to help people do that. But they need to know you're open for business. And when you know that what you have is the best thing ever, you want them to participate. You want to shout it from the rooftops and let everybody know that what you have here is the best thing since sliced bread, and it's going to help them reach their desired goals. That's exactly what we do here on this podcast. We support coaches in building their curriculums, helping them gain clients, helping them to become better coaches, understanding the psychology of identity change, of real sustainable change, of overcoming self-sabotage, because we know all of our clients want something different, and it's our job to help get them there. Send me a message with the word coach. If you are ready to become a transformational coach yourself and you want to learn the skills that you will then believe in, best things on sliced bread, you want to shout it from the rooftop because it helped change you. It helped shift your identity, it helped take you out of fight or flight mode and into the world of dreams, and it helped you shift your life. Once you've got those tools in your toolbox, becoming a coach, doing sales, inviting programs becomes easy. It becomes a service, it becomes what you are made to do. Thank you so much for hanging out with me today. My name is Denise Walsh. Comment coach below if you're interested in learning more about becoming a transformational coach or adding to your leadership skills, or go to denisewalsh.com where you can book a call to talk further. Have an amazing afternoon, you guys. We'll see you same time, same place next week.