Week 1 Overcoming Your Sales Resistance Sales Scripts
This module introduces online coaches to a mindset‑first approach to selling their services ethically and effectively. It begins by framing sales as a service that uncovers a prospect’s needs rather than a manipulative persuasion tactic, and it explores the internal resistance many coaches feel toward selling. The content outlines transferable coaching skills—active listening, empathy, emotional intelligence, authentic communication—that map directly onto closing techniques. A set of ten explicit sales intentions is presented to cultivate a customer‑focused, solution‑based mindset before each call. The module then details the full sales‑call process, from opening and framing to engagement (current situation, vision, issues), support, presentation, objection handling, agreement, and close. A sample “accelerator” script illustrates how to apply the framework with concrete probing questions, pre‑commitment checks, and a personalized offer, emphasizing the importance of genuine curiosity, ethical intent, and clear consent. Throughout, the material stresses that selling should feel like a collaborative, respectful conversation—akin to dating—where neediness and desperation are avoided. The overall goal is to equip coaches with a repeatable, ethical sales process that leverages their existing coaching strengths to increase conversions while maintaining authenticity.
Topics
Mindset‑First Sales Philosophy for Coaches
Positions sales as a service that uncovers prospect needs, emphasizing fit over persuasion and framing selling as an ethical extension of coaching.
Identifying and Overcoming Internal Sales Resistance
Explores common limiting beliefs (fear of rejection, imposter syndrome, etc.) and external stereotypes of salespeople that block coaches from selling.
Transferable Coaching Skills Applied to Closing
Maps core coaching competencies—active listening, empathy, questioning, emotional intelligence—to concrete sales‑closing actions.
Ten Sales Intentions to Anchor Ethical Closing
A checklist of intentions (understand process, focus on prospect, be genuine, maintain internal control, etc.) designed to create a win‑win, consent‑based sales interaction.
Sales‑Call Framework: Eight Structured Stages
Breakdown of the sales call into Opening, Framing, Engagement (Current Situation, Vision, Issues), Support, Presentation, Objections, Agreement, and Close.
Sample Accelerator Script – Practical Application
A detailed, step‑by‑step script that demonstrates how to implement the framework with probing questions, rapport building, pre‑commitment checks, and a personalized offer.
Ethical and Authentic Positioning in Sales
Emphasizes the importance of genuine curiosity, detached outcome focus, and ensuring the prospect’s needs remain central throughout the call.