And continuing with the review of the Conferences of the ICF Global 2014 Latin America, I bring a block of two conferences of great interest to all coaches, who want to expand their scope and, in turn, receive an optimal price value ratio for their services.
Taki Moore is a talented young Australian who came to remind us that a coach is primarily a server, a human being who is able to bring light where there is darkness and provide the support that even a best friend could not give us. But it is also a trained professional, that as professionals from other disciplines, requires a fair return to continue his professional development, and of course to have a life consistent with his efforts.
Before showing the nine steps I will refer some important ideas.
I must trust in my valor, and bring the interview with the prospect, not only through the nine steps, but as if it were a coaching conversation rather than focus on selling, but driving the final actions to be hired.
Among the possible powerful questions for the client I can include: what is the cost of not hiring specialized professional services at this time?
Always remember that a coach must be on the right side above all.
If I have fun with the sale and the possibility of having a new customer I will convey enthusiasm, which is something that every human being likes.
If you do not have a system to sell, you will always be at the mercy of the procurement system of your client.
In addition to the nine steps I must consider five basic principles of selling:
Lead your prospect or potential customer. Remember he possibly is not sure what the coaching is or he has no very clear the benefits that coaching could yield. Earn his trust in the conversation. Tell him how the conversation will be. The customer buys security, confidence and clarity.
Help the client to display an image of what he can accomplish, or what the goal could be. Many people lost the ability to dream. Do not start with what is missing; it puts the client in negative state.
Face the facts. Resume reality, and help your client see the gap. He will be less happy, but not sad.
Eyeball the obstacles. Show that I understand him, being able to verbalize his problem better than him. This will make him feel I have the solution and feel empathy.
Get hired. It is time to take action.
To put this in practice Taki uses the nine steps, grouped in three stages, of three steps each. The three stages are: 1. Lead 2. Stretch and 3. Be hired.
- Lead: This is just to create a climate of confidence for the customer feel he is in good hands.
1.1 It is the beginning of the process and you need to break the ice talking about a topic that can help, for example “how is your cat?”
1.2 Explain what the agenda of the meeting, to make him feel guided and know where it goes.
1.3 Do powerful questions such as: Why do you need help now? Why you called me? This will help you understand better what is expected by the client.
- Stretch: The client might not know what he wants, but he knows what he does not want.
2.1 Speak of where he wants to go. Help him visualize success and welfare states that he could reach. I can lean on the questions: what you want to achieve? and what else? It also helps to ask: why you want to do that? Followed by: is there anything that is important that I should know that you want to accomplish? To finally give feedback on what I understand, paraphrasing. At this time he will feel happy.
2.2 Ask him to explain what the current reality is. He will begin to confront his troubled state, and feel worried.
2.3 Make with the client a detailed list of the major obstacles that are preventing achieve his goals. At this time his mood may be a bit of discouragement.
- Get hired: with a client convinced that I am the right person, and this is the right time, having some ideas of what he can achieve, and with my question: where do you think we should go from here on?, then the control return to me and he will probably will say: “tell me what we should do now”
3.1 Check with the customer what is most valuable and important to him.
3.2 Ask these two questions to verify if everything is going ok: Does it make sense to you what we have discussed so far? You feel comfortable?
3.3 Finally I give him, to finish, magic pills. For each of the major problems I’ll explain what is causing and what the solution is. This solution is not detailed but obvious things such as for a problem of lack of time should improve planning and priority setting. Then I’ll make a promise what he can get with my help (the outcome), explaining how to do it (no details), and if I do not already know, I mention objectives and scope. I will also give possible solutions in case of any obstacles.
At this time the client is willing to start, which will begin after he hires me. It is time to offer an economic proposal with a fair valuation of coaching services he will receive.