5 Sales Tips for Coaches
Today, we're diving into a topic that makes many coaches squirm: sales.
Mindset Shifts to Overcome Sales Challenges
Let's face it - most of us didn't get into coaching because we love sales. We got into coaching because we love helping people. But here's the reality: if you want to impact more lives, you need to master the art of sales.
Why does this matter to you?
Simple. Improved sales skills lead to more clients. More clients mean a greater impact. And isn't that why we're all here?
But it's not just about the numbers. A healthy sales mindset reduces stress and increases confidence. Imagine approaching sales conversations with excitement instead of dread. That's what we're aiming for.
Why most coaches fail at sales:
They view sales as pushy or manipulative
They let rejection affect their self-worth
They focus on selling instead of serving
I get it. I've been there. Early in my coaching career, I dreaded sales calls. I felt like I was bothering people or trying to convince them to do something they didn't want to do. And to be completely honest, these beliefs still creep in at times.
But here's the truth: this mindset holds me back from serving the people who need help.
What you should do instead:
5 Tips to Adopt a Service-Oriented Mindset for Sales.
This shift changes everything. Instead of trying to 'close' a sale, you're offering a solution to someone's problem. You're not convincing; you're serving.
1. Reframe sales as a way to help people
When you truly believe in the value of your coaching, sales becomes an act of service. You're not selling; you're offering a solution to someone's problem. This mindset shift alone can transform your approach to sales.
2. Understand that hearing "no" is part of the process
Remember, a "no" doesn't mean you've failed. It often means "not right now" or "I need more information." Each "no" gets you closer to a "yes" with someone who truly needs your help.
3. Focus on clarity, not closing
Your job in a sales conversation isn't to 'close' the deal. It's to help the potential client gain clarity on their situation and whether your coaching can help them. Sometimes, the best service you can provide is helping someone realize they're not ready for coaching.
4. Recognize that paying clients are more committed
As my friend Ryan says, "If you pay, you pay attention." Charging for your services isn't selfish - it ensures your clients are fully invested in the process. Putting skin in the game will help them get more from your coaching.
5. Embrace "wise hopefulness" instead of naive optimism or cynicism
Sales can be an emotional rollercoaster.
Aim for "wise hopefulness" - a realistic expectation that success is possible with consistent effort. This mindset acknowledges rejections and setbacks without letting them define you. It focuses on the long game, understanding that not every conversation will lead to a sale, but each is a chance to learn.
Remember, in sales, persistence often trumps perfection.
Keep going.
Here's your action item:
Set a timer for 5 minutes, and write down three ways your coaching services genuinely help people. Be specific. How do you transform lives? What problems do you solve? Who have you helped in the past?
This exercise isn't just for you. It's preparation for your next sales conversation. When you can articulate the value you provide, it becomes much easier to offer your services confidently.
Reluctance to sell isn't serving you or your clients. When you let fear hold you back, someone out there is not getting the help they need.
Next time you're about to have a sales conversation, take a deep breath and remind yourself: you're not here to sell. You're here to serve.
Keep showing up, and keep serving.
You got this.
Thank you for reading,
Mike Foster
Want to dive deeper into mastering the art of sales?
Inside my training program, we teach you everything you need to know to find potential clients and close sales calls. Learn more here, and join the waitlist for our next cohort.
