Week Eight

• Week 8: Mastering Sales Calls & Closing Clients with Confidence

Objective:

• Develop a structured, effective approach to sales calls.
• Overcome objections and handle client hesitations with ease.
• Close coaching clients confidently without feeling pushy or salesy.

📌 The Psychology of Sales & Building Trust

Key Topics:

✅ Why People Buy Coaching – The Emotional & Logical Triggers Behind a Purchase
✅ The Importance of Pre-Selling – Warming Up Leads Before the Sales Call
✅ How to Position Yourself as an Authority Before the Call Even Starts
✅ Creating a Positive Sales Mindset – Shifting from “Selling” to “Serving”

Action Steps & Exercises:

🔹 Sales Mindset Exercise: Write down any limiting beliefs about selling and reframe them.
🔹 Pre-Sell Your Offer: Craft a short, persuasive email or social media post, positioning your coaching as valuable.
🔹 Build Trust Challenge: Engage with a potential client before offering a call (comment, DM, share value).

📌 Structuring a High-Converting Sales Call

Key Topics:

✅ The Biggest Sales Call Mistakes That Kill Conversions
✅ How to Keep Sales Calls Focused & Productive

✅ 5-Step Sales Call Framework:

Building Rapport – Creating an authentic connection.
Understanding Their Needs – Asking the right questions to uncover pain points.
Presenting Your Offer – Framing your coaching as the perfect solution.
Handling Objections – Overcoming hesitations without pressure.
Closing the Sale – Getting a clear “Yes” without sounding pushy.

Action Steps & Exercises:

🔹 Sales Call Practice: Role-play a discovery call with a peer or record yourself.
🔹 Refine Your Offer Pitch: Create a clear and compelling way to present your coaching program.
🔹 Improve Your Listening Skills: Practice active listening during a conversation this week.

📌 Handling Objections & Closing the Sale with Confidence

Key Topics:

✅ Creating Urgency Without Pressure – How to Encourage Clients to Take Action
✅ The Most Common Coaching Objections (& How to Address Them):

“I can’t afford it.”
“I need to think about it.”
“I’m not sure this will work for me.”

✅ The 3-Step Objection Handling Framework:

Acknowledge – Validate their concern.
Reframe – Shift their perspective.
Offer a Solution – Provide a way forward.

Action Steps & Exercises:

🔹 Write Your Objection Responses: Draft responses to the three most common objections you receive.
🔹 Confidence Challenge: Practice stating your price & handling objections out loud.
🔹 Follow-Up Strategy: Develop a non-pushy follow-up email for prospects who don’t commit on the call.

📌 Refining Your Sales Process & Increasing Conversions

Key Topics:

✅ Tracking Sales Call Performance – Identifying What Works & What Doesn’t
✅ Improving Your Close Rate – Small Tweaks That Make a Big Difference
✅ Leveraging Testimonials & Case Studies to Strengthen Your Sales Pitch
✅ Scaling Your Sales – When to Hire a Sales Team or Use Automated Sales Processes

Action Steps & Exercises:

🔹 Review a Past Sales Call: Identify what worked and where you could improve.
🔹 Create a Testimonial Strategy: Ask past clients for reviews you can use in your sales process.
🔹 Set a Sales Goal: Define how many calls you’ll do this week and track your conversions.

🔹 Week 8 Wrap-Up & Implementation Plan

✅ Key Takeaways Recap:

Sales is about serving, not forcing a decision.
A structured sales call increases confidence & conversions.
Handling objections well is the key to closing more clients.

✅ Implementation Task for the Week:

Conduct at least one structured sales call using the 5-step framework.
Write and practice your responses to common objections.

✅ Self-Reflection Questions:

What part of sales calls makes me the most nervous?
How can I improve my ability to handle objections?
What is one thing I can do to increase my close rate?

🔹 Additional Resources for Week 8 

📌 Sales Call Script Template
📌 Objection Handling Cheat Sheet
📌 Follow-Up Email Templates

This week ensures business coaches gain confidence in sales calls and increase their client conversion rates