Sales Call Strategies for Coaches

Introduction

Instructor: Grayson Lupus
Objective: Share full sales framework and objection handling techniques.
Background: Successfully closed over 100 clients, achieving $100,000+ monthly in his coaching program.
Credits: Learned from Cole Gordon.

Build Rapport: Short and sweet; 15-20 seconds.
- Ask where they're from.
- Reference form details.
Frame the Call (if necessary): Explain the call's purpose and structure.
- Useful if the client seems unsure or forgetful about the call's purpose.
Early Exit Option: If the call isn't what they expected.

**Isolate the Problem: **Identify the main problem driving them to book the call.
- Ask deeper questions to avoid surface-level answers.
Background Questions: Context for their problem and efforts.
- What do they do for a living?
- What have they tried?
Current Situation: Understand their current business state.
Probing: Multiple questions to get to the heart of the issue.
- Examples: Issues with lead generation, specifics about previous efforts.
Assess Current Efforts: Understand previous attempts to solve the problem.
- Deep dive into their strategies and expenditures.
Establish Doubt: Determine why they can't solve the problem on their own.
Solution Questions: Understand if they're already working with someone.
- Determine why previous solutions didn't work.
Establish Urgency: What’s the cost of inaction?
- Potential impacts on their business or personal life.
Desired Situation: Have them describe their ideal business scenario.
Tie Down Discovery: Ask if anything was missed before moving on.

Link Discovery to Pitch: Transition smoothly after discovery.
- Offer to walk through the process to help them, ask for permission to pitch.

Focus on Process, Not Deliverables: Explain the steps for results.
- Avoid listing program features – it commoditizes the offering.
- Highlight key, attractive aspects of the process.
Get Agreement: Ensure they agree with the proposed process.
Detail Delivery: Explain how the process will be delivered (coaching, modules, etc.) after gaining their interest.

Temperature Check: Assess their feeling about the call (scale of 1-10).
- Address concerns if they're not at an 8 or above.
Next Steps: Explain enrollment details.
State Investment: Finally disclose the price.

Separate Finances: Clarify if process doubts are unrelated to money.
Target Specific Concerns: Clear up any confusion about particular process steps.