Marshall Goldsmith blog - how to master sales

How to Master the Sales Side of Coaching

All coaches have one thing in common: they are extremely passionate about what they do. Their mission is to help their clients succeed, and they go to great lengths to achieve it.

Once hired, most coaches do an outstanding job and see results; however, many struggle to get to the next contract. Why? They loathe the “sales side” of their coaching practice and often push it aside. After all, they are coaches, not salespeople.

The truth is, the sales process is inevitable. It’s part of the job. Coaches need to be able to find the right clients, identify and valuate the pain points, and pitch their services well to close contracts.

While many coaches continuously hone their coaching skills, they sometimes lose sight of the sales process. This can have dire consequences for their coaching business:

  • They don’t have enough or not the right level of clients.
  • They’re charging too little and struggle to keep afloat.
  • They don’t know how to pitch clients and can’t get beyond the first meeting.
  • They don’t know how to differentiate their services from everyone else.

Many coaches hold the belief that doing business and selling their services is difficult. Is that you? Do you feel stuck when you know you could be accelerating?


Accelerate Your Business

The great reality is, it could be so much easier to attract and sign on senior-level clients consistently – and it’s time to do something about it.  

Start with a Simple Shift in Perspective. Marshall Goldsmith points out that “Success is all about structure.” That applies to your coaching methodology as well as your sales process. If left to chance and done haphazardly, you won’t receive the results you need and deserve. However, when you approach your sales process with a clear plan and structure that outlines how you differentiate yourself, how to valuate pain points, and how to pitch to clients, then you are on the path to success.

Then Get the Right Training for Success. Take advantage of free training offered through our Masterclass Webinar “How to Differentiate Yourself as a Coach: 3 Changes to Apply Right Away.” What you will learn will fuel you to grow your differentiation mindset and give you a competitive edge as an executive coach.

Our masterclass is packed with tips that you can implement immediately into your coaching practice. You will discover…

  • Common mistakes coaches make when trying to differentiate themselves
  • 3 unspoken and undersold desires of executives
  • Practical tips on how to stand out in your next client meeting

How impactful would that be for you and your business? Is it worth 45 minutes of your time?

Click here to register and get started today.

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Marshall Goldsmith Stakeholder Centered Coaching is the world's largest executive coach network. Our Executive Team is at the forefront of measurably growing leadership effectiveness around the world.

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