Week 4: Mastering Sales Conversations & Closing Clients

Objective:

• Develop confidence in sales conversations without feeling “salesy.”
• Learn how to structure discovery calls to convert leads into paying clients.
• Handle common objections with ease and professionalism.

📌 Understanding the Sales Process for Coaches

Key Topics:

✅ Why Sales is Simply a Conversation, Not a Pitch
✅ The 4 Stages of a Coaching Sales Funnel (Attract, Nurture, Convert, Retain)
✅ The Role of Trust & Relationship-Building in Closing Clients
✅ Common Sales Mistakes Costing You Clients (and How to Avoid Them)

Action Steps & Exercises:

🔹 Sales Mindset Shift: Write down any negative beliefs you have about selling and reframe them positively.
🔹 Map Your Sales Funnel: Identify where your leads are coming from and where they drop off.
🔹 Quick Win Challenge: Reach out to one potential client and offer a free discovery call.

📌 How to Conduct Powerful Discovery Calls

Key Topics:

✅ The Purpose of a Discovery Call – Identifying Fit, Not Hard Selling
✅ How to Ask the Right Questions That Lead to a “Yes”
✅ The 5-Step Framework for a High-Converting Call:

Build Rapport & Set the Tone
Identify the Client’s Goals & Challenges
Present Your Coaching as the Solution
Address Concerns & Objections
Make a Confident Offer & Close the Call

Action Steps & Exercises:

🔹 Discovery Call Script Practice: Use a structured script and role-play with a partner or record yourself.
🔹 Active Listening Challenge: Practice asking open-ended questions guiding clients to their own conclusions.
🔹 Book 1-2 Discovery Calls This Week: Reach out to warm leads and invite them to a call.

📌 Handling Objections with Confidence

Key Topics:

✅ The 3 Most Common Objections (Price, Time, Uncertainty)
✅ Why Objections Are a Sign of Interest, Not Rejection
✅ How to Overcome “I Can’t Afford It” Without Sounding Pushy
✅ Simple Reframing Techniques to Help Clients See the Value

Action Steps & Exercises:

🔹 Objection Handling Role-Play: Practice responding to “It’s too expensive” or “I need to think about it.”
🔹 Reframing Exercise: Write 3 responses to common objections using a value-based approach.
🔹 Follow-Up Strategy: Create a simple email or message to send after a call if the client doesn’t commit immediately.

📌 Closing Clients with Ease & Integrity

Key Topics:

✅ How to Transition From a Discovery Call to a Paid Client Smoothly
✅ Creating Urgency Without Pressure (Limited Spots, Bonuses, Deadlines)
✅ The Power of Follow-Ups – Why Most Sales Happen After the Call
✅ Onboarding New Clients for a Seamless Experience

Action Steps & Exercises:

🔹 Close the Deal Challenge: Offer a clear next step (payment link, contract, onboarding call) to a warm lead.
🔹 Follow-Up Message Template: Draft a follow-up email/message for leads who didn’t commit immediately.
🔹 Onboarding Checklist: Create a simple onboarding process to welcome new clients smoothly.

🔹 Week 4 Wrap-Up & Implementation Plan

✅ Key Takeaways Recap:

• Sales is about guiding a conversation, not convincing or pressuring.
• A structured discovery call leads clients to their own decision.
• Handling objections with confidence improves conversion rates.

✅ Implementation Task for the Week:

• Conduct at least 1-2 discovery calls using the provided script.
• Practice responding to objections so you feel confident in sales conversations.

✅ Self-Reflection Questions:

1. What’s my biggest fear about selling, and how can I overcome it?
2. How comfortable do I feel leading a discovery call (1-10 scale)?
3. What’s one small tweak I can make to improve my sales conversations?

🔹 Additional Resources for Week 4 

📌 Discovery Call Script & Checklist
📌 Objection Handling Cheat Sheet
📌 Follow-Up Email Templates

This week helps business coaches master the art of sales conversations with authenticity and confidence