Latest / Women in The Coaching Arena / 75 | The 5 Elements of High-Converting Discovery Calls (+ 2 Actionable Tips)

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75 | The 5 Elements of High-Converting Discovery Calls (+ 2 Actionable Tips) · Women in The Coaching Arena

• 0:00
  Hello
• 0:01
  and
• 0:01
  welcome
• 0:01
  to
• 0:02
  Women
• 0:02
  in
• 0:02
  the
• 0:02
  Coaching
• 0:02
  Arena
• 0:03
  podcast.
• 0:04
  I'm
• 0:04
  so
• 0:04
  glad
• 0:04
  you
• 0:04
  are
• 0:05
  here.
• 0:06
  I'm
• 0:06
  Jo
• 0:06
  Lott,
• 0:07
  a
• 0:07
  business
• 0:07
  mentor
• 0:08
  and
• 0:08
  ICF
• 0:09
  accredited
• 0:09
  coach
• 0:10
  Microphone (Samson Q2U Microphone): and
• 0:10
  Microphone (Samson Q2U Microphone): I
• 0:10
  Microphone (Samson Q2U Microphone): help
• 0:11
  Microphone (Samson Q2U Microphone): coaches
• 0:11
  Microphone (Samson Q2U Microphone): to
• 0:11
  Microphone (Samson Q2U Microphone): build
• 0:12
  Microphone (Samson Q2U Microphone): brilliant
• 0:12
  Microphone (Samson Q2U Microphone): businesses.
• 0:14
  Microphone (Samson Q2U Microphone): I
• 0:14
  Microphone (Samson Q2U Microphone): know
• 0:15
  Microphone (Samson Q2U Microphone): that
• 0:15
  Microphone (Samson Q2U Microphone): when
• 0:15
  Microphone (Samson Q2U Microphone): you
• 0:15
  Microphone (Samson Q2U Microphone): prepare
• 0:16
  Microphone (Samson Q2U Microphone): to
• 0:16
  Microphone (Samson Q2U Microphone): enter
• 0:16
  Microphone (Samson Q2U Microphone): the
• 0:17
  Microphone (Samson Q2U Microphone): arena,
• 0:17
  Microphone (Samson Q2U Microphone): there
• 0:17
  Microphone (Samson Q2U Microphone): is
• 0:18
  Microphone (Samson Q2U Microphone): fear,
• 0:18
  Microphone (Samson Q2U Microphone): self
• 0:18
  Microphone (Samson Q2U Microphone): doubt,
• 0:19
  Microphone (Samson Q2U Microphone): comparison,
• 0:20
  Microphone (Samson Q2U Microphone): anxiety,
• 0:21
  Microphone (Samson Q2U Microphone): uncertainty.
• 0:23
  Microphone (Samson Q2U Microphone): You
• 0:23
  Microphone (Samson Q2U Microphone): can
• 0:23
  Microphone (Samson Q2U Microphone): tend
• 0:24
  Microphone (Samson Q2U Microphone): to
• 0:24
  Microphone (Samson Q2U Microphone): armor
• 0:24
  Microphone (Samson Q2U Microphone): up
• 0:25
  Microphone (Samson Q2U Microphone): and
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  Microphone (Samson Q2U Microphone): protect
• 0:26
  Microphone (Samson Q2U Microphone): yourself
• 0:26
  Microphone (Samson Q2U Microphone): from
• 0:27
  Microphone (Samson Q2U Microphone): vulnerability.
• 0:29
  Microphone (Samson Q2U Microphone): In
• 0:29
  Microphone (Samson Q2U Microphone): this
• 0:29
  Microphone (Samson Q2U Microphone): podcast,
• 0:30
  Microphone (Samson Q2U Microphone): I'll
• 0:30
  Microphone (Samson Q2U Microphone): be
• 0:30
  Microphone (Samson Q2U Microphone): sharing
• 0:30
  Microphone (Samson Q2U Microphone): honest,
• 0:31
  Microphone (Samson Q2U Microphone): not
• 0:31
  Microphone (Samson Q2U Microphone): hype,
• 0:31
  Microphone (Samson Q2U Microphone): practical
• 0:32
  Microphone (Samson Q2U Microphone): and
• 0:32
  Microphone (Samson Q2U Microphone): emotional
• 0:33
  Microphone (Samson Q2U Microphone): tools
• 0:33
  Microphone (Samson Q2U Microphone): to
• 0:33
  Microphone (Samson Q2U Microphone): support
• 0:34
  Microphone (Samson Q2U Microphone): you
• 0:34
  Microphone (Samson Q2U Microphone): to
• 0:34
  Microphone (Samson Q2U Microphone): make
• 0:35
  Microphone (Samson Q2U Microphone): the
• 0:35
  Microphone (Samson Q2U Microphone): difference
• 0:35
  Microphone (Samson Q2U Microphone): that
• 0:35
  Microphone (Samson Q2U Microphone): you
• 0:35
  Microphone (Samson Q2U Microphone): are
• 0:36
  Microphone (Samson Q2U Microphone): here
• 0:36
  Microphone (Samson Q2U Microphone): for.
• 0:37
  Microphone (Samson Q2U Microphone): Dare
• 0:37
  Microphone (Samson Q2U Microphone): greatly.
• 0:38
  Microphone (Samson Q2U Microphone): You
• 0:38
  Microphone (Samson Q2U Microphone): belong
• 0:39
  Microphone (Samson Q2U Microphone): in
• 0:39
  Microphone (Samson Q2U Microphone): this
• 0:39
  Microphone (Samson Q2U Microphone): arena.
• 0:41
  Hello,
• 0:42
  welcome
• 0:42
  to
• 0:42
  the
• 0:42
  75th
• 0:43
  episode
• 0:44
  of
• 0:44
  women
• 0:44
  in
• 0:44
  the
• 0:44
  coaching
• 0:45
  arena.
• 0:45
  I
• 0:45
  am
• 0:45
  so
• 0:45
  glad
• 0:46
  that
• 0:46
  you
• 0:46
  are
• 0:46
  here.
• 0:47
  I
• 0:47
  have
• 0:48
  just
• 0:48
  had
• 0:48
  a
• 0:48
  wonderful
• 0:49
  two
• 0:49
  weeks
• 0:49
  in
• 0:50
  Greece,
• 0:50
  so
• 0:51
  excited
• 0:51
  to
• 0:52
  discuss
• 0:52
  today's
• 0:53
  topic,
• 0:53
  which
• 0:54
  is
• 0:54
  mastering
• 0:54
  discovery
• 0:55
  calls
• 0:56
  to
• 0:56
  see
• 0:57
  if
• 0:57
  the
• 0:57
  break
• 0:58
  has
• 0:58
  given
• 0:58
  me
• 0:59
  any
• 0:59
  new
• 0:59
  perspectives
• 1:00
  on
• 1:01
  this
• 1:01
  important
• 1:02
  topic.
• 1:03
  I
• 1:03
  can't
• 1:03
  believe
• 1:03
  I
• 1:04
  haven't
• 1:04
  actually
• 1:04
  covered
• 1:05
  this
• 1:05
  one
• 1:05
  already.
• 1:06
  So
• 1:06
  I
• 1:06
  hope
• 1:06
  it
• 1:07
  is
• 1:07
  super
• 1:07
  helpful
• 1:08
  for
• 1:08
  you.
• 1:08
  Whilst
• 1:09
  saying
• 1:09
  this,
• 1:09
  I
• 1:10
  should
• 1:10
  say
• 1:10
  that
• 1:10
  I
• 1:11
  actually
• 1:11
  don't
• 1:12
  really
• 1:12
  do
• 1:12
  discovery
• 1:13
  calls
• 1:13
  anymore.
• 1:14
  It
• 1:14
  was
• 1:14
  wonderful
• 1:15
  being
• 1:15
  away
• 1:15
  in
• 1:16
  Greece
• 1:16
  and
• 1:17
  managing
• 1:17
  to
• 1:18
  sell
• 1:19
  several
• 1:19
  places
• 1:20
  on
• 1:20
  my
• 1:20
  business
• 1:21
  of
• 1:21
  coaching
• 1:21
  program
• 1:22
  through
• 1:22
  my
• 1:23
  sales
• 1:23
  page.
• 1:24
  I
• 1:25
  mention
• 1:25
  this
• 1:26
  not
• 1:26
  to
• 1:27
  boast,
• 1:28
  but
• 1:28
  to
• 1:28
  show
• 1:28
  you
• 1:29
  what's
• 1:29
  possible
• 1:30
  once
• 1:30
  you
• 1:31
  have
• 1:31
  continued
• 1:32
  this
• 1:32
  journey
• 1:33
  and
• 1:33
  built
• 1:33
  up
• 1:34
  your
• 1:34
  reputation
• 1:35
  and
• 1:35
  your
• 1:35
  know,
• 1:36
  like,
• 1:36
  and
• 1:36
  trust.
• 1:37
  Because
• 1:37
  that
• 1:37
  is
• 1:38
  what
• 1:38
  it
• 1:38
  takes
• 1:39
  for
• 1:39
  someone
• 1:39
  to
• 1:39
  buy
• 1:40
  from
• 1:40
  you.
• 1:40
  But
• 1:41
  it's
• 1:41
  also
• 1:41
  an
• 1:41
  opportunity
• 1:42
  to
• 1:43
  share,
• 1:44
  not
• 1:44
  to
• 1:45
  jump
• 1:45
  the
• 1:45
  gun
• 1:46
  like
• 1:46
  that,
• 1:46
  with
• 1:47
  a
• 1:47
  sales
• 1:47
  page,
• 1:47
  because
• 1:48
  I
• 1:48
  think
• 1:48
  lots
• 1:49
  of
• 1:49
  my
• 1:49
  clients
• 1:50
  join
• 1:50
  the
• 1:50
  program
• 1:51
  and
• 1:51
  they
• 1:51
  say,
• 1:51
  oh
• 1:52
  my
• 1:52
  gosh,
• 1:52
  I'm
• 1:52
  going
• 1:52
  to
• 1:52
  create
• 1:53
  a
• 1:53
  sales
• 1:53
  page.
• 1:54
  What's
• 1:54
  the
• 1:54
  structure.
• 1:55
  How
• 1:55
  do
• 1:55
  I
• 1:55
  do
• 1:55
  it?
• 1:56
  And
• 1:56
  I
• 1:56
  often
• 1:57
  have
• 1:57
  to
• 1:57
  explain
• 1:58
  that
• 1:58
  you
• 1:58
  can't
• 1:58
  really
• 1:59
  just
• 2:00
  jump
• 2:00
  to
• 2:00
  a
• 2:00
  sales
• 2:01
  page
• 2:01
  until
• 2:02
  you
• 2:02
  have
• 2:02
  a
• 2:02
  lot
• 2:03
  of
• 2:03
  solid
• 2:04
  marketing
• 2:04
  out
• 2:04
  there.
• 2:05
  Discovery
• 2:06
  calls
• 2:06
  are
• 2:06
  a
• 2:06
  really
• 2:07
  important
• 2:07
  way
• 2:07
  of
• 2:08
  you
• 2:08
  getting
• 2:08
  to
• 2:08
  know
• 2:09
  your
• 2:10
  ideal
• 2:10
  client
• 2:11
  what's
• 2:11
  makes
• 2:12
  them
• 2:12
  tick
• 2:12
  what
• 2:12
  their
• 2:12
  real
• 2:13
  problems
• 2:13
  are.
• 2:14
  So
• 2:14
  there
• 2:14
  are
• 2:14
  so
• 2:15
  many
• 2:15
  benefits
• 2:15
  to
• 2:16
  having
• 2:16
  really
• 2:16
  good
• 2:17
  discovery
• 2:17
  calls.
• 2:18
  Obviously
• 2:19
  the
• 2:19
  main
• 2:19
  benefit
• 2:19
  is
• 2:20
  gaining
• 2:20
  clients.
• 2:21
  You
• 2:21
  have
• 2:22
  a
• 2:22
  discovery
• 2:22
  call,
• 2:23
  strategy
• 2:23
  sessions,
• 2:24
  sales
• 2:24
  call,
• 2:24
  wherever
• 2:25
  you
• 2:25
  like
• 2:25
  to
• 2:25
  call
• 2:25
  that.
• 2:26
  conversations
• 2:27
  lead
• 2:27
  to
• 2:28
  conversions.
• 2:30
  So
• 2:30
  first
• 2:31
  let's
• 2:31
  talk
• 2:31
  about
• 2:31
  why
• 2:32
  discovery
• 2:32
  calls
• 2:33
  are
• 2:33
  the
• 2:33
  lifeblood
• 2:34
  of
• 2:34
  your
• 2:34
  coaching
• 2:34
  business.
• 2:36
  These
• 2:36
  calls
• 2:37
  are
• 2:37
  your
• 2:38
  only
• 2:39
  way,
• 2:39
  pretty
• 2:39
  much
• 2:41
  of
• 2:41
  gaining
• 2:41
  clients
• 2:42
  until
• 2:42
  you
• 2:43
  are
• 2:43
  at
• 2:43
  the
• 2:43
  stage
• 2:43
  where
• 2:44
  you
• 2:44
  maybe
• 2:44
  do
• 2:44
  have
• 2:45
  a
• 2:45
  sales
• 2:45
  page
• 2:45
  and
• 2:45
  some
• 2:45
  people
• 2:46
  never
• 2:46
  do
• 2:47
  that.
• 2:47
  you
• 2:47
  don't
• 2:47
  have
• 2:48
  to
• 2:48
  have
• 2:48
  a
• 2:48
  sales
• 2:48
  page.
• 2:49
  The
• 2:49
  only
• 2:50
  reason
• 2:50
  I
• 2:50
  moved
• 2:51
  to
• 2:51
  it
• 2:51
  was
• 2:51
  because
• 2:51
  I
• 2:51
  was
• 2:52
  probably
• 2:52
  having
• 2:53
  15
• 2:53
  plus
• 2:54
  discovery
• 2:54
  calls
• 2:54
  a
• 2:55
  week.
• 2:55
  And
• 2:55
  obviously
• 2:56
  I
• 2:56
  actually
• 2:57
  need
• 2:57
  to
• 2:57
  serve
• 2:57
  my
• 2:58
  clients
• 2:58
  and
• 2:58
  do
• 2:58
  other
• 2:59
  things
• 2:59
  so
• 2:59
  I
• 2:59
  had
• 3:00
  to
• 3:00
  create
• 3:01
  another
• 3:01
  way.
• 3:02
  Discovery
• 3:03
  calls
• 3:03
  are
• 3:03
  often
• 3:04
  your
• 3:04
  first
• 3:04
  real
• 3:05
  direct
• 3:06
  interaction
• 3:06
  with
• 3:07
  a
• 3:07
  potential
• 3:07
  client.
• 3:09
  They
• 3:09
  set
• 3:09
  the
• 3:10
  tone
• 3:10
  for
• 3:10
  your
• 3:11
  relationship.
• 3:12
  Here
• 3:12
  are
• 3:12
  five
• 3:13
  reasons
• 3:13
  why
• 3:14
  they
• 3:14
  are
• 3:14
  so
• 3:14
  important.
• 3:16
  Firstly,
• 3:17
  it's
• 3:17
  your
• 3:17
  first
• 3:18
  chance
• 3:18
  to
• 3:18
  make
• 3:18
  a
• 3:19
  good
• 3:19
  impression.
• 3:20
  And
• 3:20
  obviously,
• 3:21
  as
• 3:21
  we
• 3:21
  know,
• 3:22
  first
• 3:22
  impressions
• 3:23
  really
• 3:23
  do
• 3:23
  last.
• 3:25
  Second,
• 3:25
  they
• 3:25
  allow
• 3:26
  you
• 3:26
  to
• 3:26
  qualify,
• 3:27
  leads
• 3:27
  and
• 3:27
  ensure
• 3:28
  that
• 3:28
  they
• 3:28
  are
• 3:28
  a
• 3:28
  good
• 3:28
  fit.
• 3:30
  You
• 3:30
  don't
• 3:30
  have
• 3:31
  to
• 3:31
  work
• 3:31
  with
• 3:31
  just
• 3:32
  anyone.
• 3:33
  You
• 3:33
  want
• 3:33
  to
• 3:33
  work
• 3:34
  with
• 3:34
  people
• 3:34
  who
• 3:35
  value
• 3:36
  you,
• 3:37
  who
• 3:37
  are
• 3:37
  going
• 3:37
  to
• 3:37
  do
• 3:38
  the
• 3:38
  work
• 3:38
  who
• 3:39
  are
• 3:39
  committed
• 3:39
  to
• 3:39
  the
• 3:40
  process.
• 3:40
  So
• 3:40
  it's
• 3:41
  a
• 3:41
  great
• 3:41
  opportunity
• 3:42
  for
• 3:42
  you
• 3:42
  to
• 3:43
  have
• 3:43
  that
• 3:43
  right
• 3:44
  fit
• 3:44
  call
• 3:45
  with
• 3:45
  someone.
• 3:46
  Thirdly,
• 3:47
  they
• 3:47
  provide
• 3:47
  an
• 3:47
  opportunity
• 3:48
  to
• 3:48
  showcase
• 3:49
  your
• 3:49
  expertise.
• 3:50
  So
• 3:51
  you
• 3:51
  are
• 3:51
  there
• 3:51
  as
• 3:52
  the
• 3:52
  guide
• 3:52
  asking
• 3:53
  really
• 3:53
  great
• 3:53
  questions.
• 3:54
  Four
• 3:55
  they
• 3:56
  help
• 3:56
  build
• 3:56
  trust
• 3:57
  and
• 3:57
  rapport
• 3:57
  with
• 3:57
  potential
• 3:58
  clients.
• 3:59
  And
• 3:59
  like
• 3:59
  I
• 3:59
  mentioned,
• 4:00
  you
• 4:00
  need
• 4:00
  people
• 4:01
  to
• 4:01
  know
• 4:01
  you
• 4:02
  like
• 4:02
  you
• 4:02
  and
• 4:03
  trust
• 4:03
  you
• 4:04
  to
• 4:04
  buy
• 4:04
  from
• 4:04
  you.
• 4:06
  Most
• 4:06
  importantly,
• 4:07
  this
• 4:07
  is
• 4:07
  where
• 4:08
  you
• 4:08
  convert
• 4:08
  your
• 4:09
  prospects
• 4:09
  into
• 4:10
  paying
• 4:10
  clients
• 4:11
  and
• 4:11
  that
• 4:11
  is
• 4:11
  what
• 4:12
  we
• 4:12
  want.
• 4:13
  You
• 4:13
  work
• 4:14
  really
• 4:14
  hard
• 4:15
  through
• 4:15
  your
• 4:15
  marketing
• 4:16
  to
• 4:16
  gain
• 4:17
  those
• 4:17
  discovery
• 4:17
  calls.
• 4:18
  We
• 4:18
  want
• 4:18
  to
• 4:18
  master
• 4:19
  the
• 4:19
  discovery
• 4:19
  call
• 4:20
  art
• 4:20
  so
• 4:21
  you
• 4:21
  can
• 4:21
  turn
• 4:22
  those
• 4:22
  prospects
• 4:23
  into
• 4:23
  clients.
• 4:24
  In
• 4:25
  my
• 4:25
  program,
• 4:25
  we
• 4:26
  often
• 4:26
  do
• 4:26
  breakout
• 4:27
  rooms
• 4:27
  and
• 4:27
  actually
• 4:28
  practice
• 4:29
  holding
• 4:29
  a
• 4:29
  discovery
• 4:30
  call.
• 4:31
  You
• 4:31
  can't
• 4:31
  always
• 4:31
  learn
• 4:32
  things
• 4:32
  from
• 4:32
  a
• 4:32
  book.
• 4:33
  It
• 4:33
  takes
• 4:33
  real
• 4:34
  embodiment
• 4:35
  and
• 4:35
  it
• 4:35
  takes
• 4:35
  also
• 4:36
  being
• 4:36
  on
• 4:36
  the
• 4:37
  other
• 4:37
  side
• 4:37
  of
• 4:37
  a
• 4:37
  discovery
• 4:38
  call
• 4:39
  to
• 4:39
  see
• 4:39
  that
• 4:39
  actually
• 4:40
  it's
• 4:40
  quite
• 4:41
  caring
• 4:41
  when
• 4:42
  someone
• 4:42
  asks
• 4:43
  you
• 4:43
  really
• 4:43
  good
• 4:44
  questions.
• 4:44
  When
• 4:44
  someone
• 4:45
  challenges
• 4:46
  your
• 4:46
  perspective
• 4:46
  on
• 4:47
  things.
• 4:47
  Whereas
• 4:48
  we
• 4:48
  can
• 4:48
  immediately
• 4:49
  back
• 4:49
  off
• 4:49
  and
• 4:50
  not
• 4:50
  want
• 4:50
  to
• 4:50
  be
• 4:50
  challenging
• 4:51
  on
• 4:51
  a
• 4:51
  sales
• 4:52
  call,
• 4:52
  because
• 4:53
  we
• 4:53
  don't
• 4:53
  want
• 4:53
  to
• 4:53
  feel
• 4:54
  salesy.
• 4:55
  But
• 4:55
  actually,
• 4:56
  when
• 4:56
  you
• 4:56
  get
• 4:56
  the
• 4:56
  chance
• 4:57
  to
• 4:57
  practice,
• 4:58
  you
• 4:58
  can
• 4:58
  really
• 4:58
  see
• 4:59
  that
• 4:59
  it's
• 4:59
  actually
• 5:00
  an
• 5:00
  insightful
• 5:01
  process
• 5:01
  for
• 5:02
  that
• 5:02
  potential
• 5:03
  client.
• 5:04
  So
• 5:04
  let's
• 5:05
  briefly
• 5:05
  cover
• 5:06
  the
• 5:06
  five
• 5:06
  key
• 5:07
  elements
• 5:07
  that
• 5:07
  make
• 5:08
  up
• 5:08
  an
• 5:08
  effective
• 5:08
  discovery
• 5:09
  call.
• 5:10
  Firstly
• 5:11
  is
• 5:11
  your
• 5:11
  preparation.
• 5:12
  Doing
• 5:12
  that
• 5:12
  homework
• 5:13
  before
• 5:13
  the
• 5:13
  call.
• 5:14
  So
• 5:14
  you
• 5:14
  know
• 5:15
  who
• 5:15
  they
• 5:15
  are,
• 5:16
  what
• 5:16
  they
• 5:16
  want
• 5:16
  from
• 5:16
  the
• 5:17
  process.
• 5:18
  The
• 5:18
  second
• 5:18
  thing
• 5:19
  you'll
• 5:19
  want
• 5:19
  to
• 5:19
  do
• 5:19
  is
• 5:20
  build
• 5:20
  rapport.
• 5:20
  So
• 5:21
  create
• 5:21
  that
• 5:21
  connection
• 5:22
  right
• 5:22
  from
• 5:23
  the
• 5:23
  start.
• 5:24
  Just
• 5:24
  one
• 5:24
  to
• 5:24
  two
• 5:24
  minutes
• 5:25
  of
• 5:25
  building
• 5:26
  rapport
• 5:26
  before
• 5:26
  you
• 5:27
  take
• 5:28
  ownership
• 5:29
  of
• 5:29
  that
• 5:29
  process.
• 5:30
  Do
• 5:30
  not
• 5:30
  let
• 5:30
  the
• 5:31
  other
• 5:31
  person
• 5:32
  come
• 5:32
  to
• 5:32
  you
• 5:32
  with
• 5:33
  all
• 5:33
  their
• 5:33
  questions.
• 5:34
  You
• 5:34
  set
• 5:35
  the
• 5:35
  tone
• 5:35
  for
• 5:35
  the
• 5:36
  process,
• 5:36
  right
• 5:37
  from
• 5:37
  the
• 5:37
  beginning
• 5:37
  of
• 5:37
  the
• 5:38
  call.
• 5:38
  Outlining
• 5:39
  exactly
• 5:40
  what
• 5:40
  will
• 5:40
  happen
• 5:41
  on
• 5:41
  that
• 5:41
  call.
• 5:43
  Third
• 5:43
  up
• 5:43
  you'll
• 5:43
  want
• 5:44
  to
• 5:44
  do
• 5:44
  a
• 5:44
  needs
• 5:45
  assessment.
• 5:45
  You'll
• 5:45
  want
• 5:46
  to
• 5:46
  really
• 5:46
  figure
• 5:46
  out
• 5:47
  the
• 5:47
  prospect's
• 5:48
  challenges.
• 5:49
  their
• 5:49
  goals,
• 5:50
  where
• 5:50
  they
• 5:50
  are
• 5:51
  now,
• 5:51
  where
• 5:51
  they
• 5:51
  want
• 5:52
  to
• 5:52
  be.
• 5:52
  What's
• 5:53
  in
• 5:53
  the
• 5:53
  way.
• 5:54
  What
• 5:54
  they've
• 5:54
  tried
• 5:54
  already.
• 5:55
  This
• 5:55
  is
• 5:56
  the
• 5:56
  chance
• 5:56
  for
• 5:56
  you
• 5:57
  to
• 5:57
  get
• 5:57
  your
• 5:57
  coaching
• 5:58
  skills
• 5:58
  in
• 5:59
  action.
• 6:00
  You're
• 6:00
  not
• 6:00
  there
• 6:00
  to
• 6:01
  solve
• 6:01
  their
• 6:01
  problems.
• 6:02
  You're
• 6:02
  there
• 6:02
  to
• 6:02
  help
• 6:03
  them
• 6:03
  articulate
• 6:04
  their
• 6:04
  problems
• 6:05
  and
• 6:05
  where
• 6:05
  they
• 6:05
  want
• 6:05
  to
• 6:05
  get
• 6:06
  to.
• 6:07
  Once
• 6:07
  you
• 6:07
  have
• 6:07
  done
• 6:08
  that,
• 6:08
  you'll
• 6:08
  want
• 6:08
  to
• 6:09
  move
• 6:09
  to
• 6:09
  your
• 6:09
  value
• 6:09
  proposition,
• 6:10
  explaining
• 6:11
  how
• 6:11
  you
• 6:11
  can
• 6:12
  help.
• 6:12
  So
• 6:12
  this
• 6:13
  is
• 6:13
  super
• 6:13
  important
• 6:14
  joining
• 6:15
  the
• 6:15
  dots
• 6:15
  from
• 6:15
  what
• 6:16
  they've
• 6:16
  just
• 6:16
  outlined
• 6:17
  their
• 6:17
  problems
• 6:18
  are
• 6:18
  to
• 6:18
  exactly
• 6:19
  how
• 6:19
  you
• 6:20
  can
• 6:20
  help
• 6:20
  and
• 6:20
  as
• 6:21
  many
• 6:21
  ways
• 6:21
  as
• 6:21
  you
• 6:22
  can
• 6:22
  tie
• 6:22
  in
• 6:23
  what
• 6:23
  they
• 6:24
  are
• 6:24
  struggling
• 6:24
  with
• 6:25
  into
• 6:25
  your
• 6:25
  value
• 6:26
  proposition,
• 6:27
  the
• 6:27
  better.
• 6:28
  And
• 6:28
  the
• 6:29
  fifth
• 6:29
  and
• 6:29
  final
• 6:29
  one
• 6:30
  is
• 6:30
  next
• 6:31
  steps.
• 6:31
  So
• 6:31
  you'll
• 6:31
  wants
• 6:32
  to
• 6:32
  guide
• 6:33
  that
• 6:33
  prospect
• 6:33
  towards
• 6:34
  a
• 6:34
  decision
• 6:35
  one
• 6:35
  way
• 6:36
  or
• 6:36
  another.
• 6:37
  And
• 6:37
  also
• 6:38
  handle
• 6:38
  objections.
• 6:39
  Many
• 6:39
  people
• 6:40
  will
• 6:40
  say
• 6:40
  they
• 6:40
  want
• 6:41
  to
• 6:41
  speak
• 6:41
  to
• 6:41
  their
• 6:41
  partner.
• 6:43
  I
• 6:43
  would
• 6:43
  say,
• 6:43
  yeah,
• 6:44
  I
• 6:44
  completely
• 6:44
  get
• 6:45
  that.
• 6:45
  I
• 6:45
  like
• 6:45
  to
• 6:46
  discuss
• 6:46
  important
• 6:47
  decisions
• 6:48
  with
• 6:48
  my
• 6:48
  partner
• 6:48
  too.
• 6:49
  I'm
• 6:49
  sure
• 6:49
  your
• 6:49
  partner
• 6:50
  will
• 6:50
  want
• 6:51
  to
• 6:51
  support
• 6:51
  you.
• 6:52
  So
• 6:52
  let's
• 6:53
  get
• 6:53
  super
• 6:53
  clear
• 6:54
  on
• 6:54
  exactly
• 6:55
  what
• 6:56
  the
• 6:56
  benefits
• 6:56
  are
• 6:56
  to
• 6:56
  you
• 6:57
  so
• 6:57
  you
• 6:57
  can
• 6:57
  really
• 6:57
  articulate
• 6:58
  why
• 6:59
  you
• 6:59
  want
• 6:59
  to
• 6:59
  do
• 6:59
  this.
• 7:00
  And
• 7:00
  also
• 7:00
  really
• 7:01
  asking,
• 7:01
  oh,
• 7:01
  are
• 7:02
  there
• 7:02
  any
• 7:02
  other
• 7:03
  queries
• 7:03
  in
• 7:03
  the
• 7:03
  way?
• 7:04
  Because
• 7:04
  often
• 7:04
  the
• 7:05
  money,
• 7:05
  the
• 7:05
  partner,
• 7:06
  all
• 7:06
  the
• 7:06
  things
• 7:06
  that
• 7:07
  they
• 7:07
  will
• 7:07
  say
• 7:08
  are
• 7:08
  not
• 7:08
  really
• 7:08
  the
• 7:08
  problem.
• 7:09
  Usually
• 7:10
  you
• 7:10
  need
• 7:10
  to
• 7:10
  dig
• 7:10
  a
• 7:11
  lot
• 7:11
  deeper
• 7:11
  to
• 7:12
  really
• 7:12
  figure
• 7:12
  out
• 7:13
  that
• 7:13
  it's
• 7:13
  maybe
• 7:14
  they
• 7:14
  don't
• 7:14
  think
• 7:14
  it'll
• 7:15
  work
• 7:15
  for
• 7:15
  them.
• 7:15
  So
• 7:15
  as
• 7:16
  much
• 7:16
  as
• 7:16
  you
• 7:16
  can
• 7:16
  stay
• 7:17
  in
• 7:17
  coaching
• 7:17
  mode,
• 7:18
  the
• 7:18
  better.
• 7:19
  Each
• 7:20
  of
• 7:20
  these
• 7:20
  elements
• 7:21
  will
• 7:21
  play
• 7:21
  a
• 7:22
  crucial
• 7:22
  role
• 7:22
  in
• 7:23
  the
• 7:23
  success
• 7:23
  of
• 7:24
  your
• 7:24
  call.
• 7:25
  And
• 7:25
  it's
• 7:26
  really
• 7:26
  easy
• 7:26
  to
• 7:27
  get
• 7:27
  sidetracked.
• 7:28
  I
• 7:28
  used
• 7:28
  to
• 7:28
  get
• 7:28
  sidetracked
• 7:29
  all
• 7:30
  the
• 7:30
  time,
• 7:30
  solving
• 7:31
  the
• 7:31
  potential
• 7:31
  client's
• 7:32
  problem
• 7:32
  there.
• 7:33
  And
• 7:33
  then,
• 7:33
  so
• 7:33
  they
• 7:34
  go
• 7:34
  off
• 7:34
  thinking,
• 7:35
  great,
• 7:36
  I've
• 7:36
  got
• 7:36
  my
• 7:36
  niche
• 7:36
  now
• 7:37
  and
• 7:37
  it's
• 7:37
  like,
• 7:37
  this
• 7:37
  is
• 7:38
  not
• 7:38
  a
• 7:38
  pick
• 7:38
  your
• 7:38
  brains
• 7:39
  call
• 7:39
  which
• 7:39
  is
• 7:39
  why
• 7:40
  it's
• 7:40
  super
• 7:40
  important
• 7:41
  you
• 7:41
  take
• 7:42
  charge
• 7:42
  off
• 7:42
  that
• 7:43
  call,
• 7:43
  right
• 7:43
  to
• 7:43
  begin
• 7:44
  with
• 7:44
  an
• 7:44
  outline,
• 7:45
  the
• 7:45
  process.
• 7:47
  Because
• 7:47
  whether
• 7:47
  or
• 7:47
  not
• 7:48
  they
• 7:48
  go
• 7:48
  off
• 7:49
  thinking
• 7:49
  they
• 7:49
  can
• 7:49
  do
• 7:49
  this
• 7:50
  alone
• 7:50
  after
• 7:50
  your
• 7:51
  30
• 7:51
  minute
• 7:51
  call,
• 7:52
  most
• 7:52
  likely
• 7:53
  they
• 7:53
  actually
• 7:54
  can't.
• 7:54
  If
• 7:54
  they
• 7:54
  could
• 7:55
  have
• 7:55
  solved
• 7:55
  that
• 7:55
  problem,
• 7:56
  I'm
• 7:56
  sure
• 7:57
  that
• 7:57
  they
• 7:57
  would
• 7:57
  have
• 7:57
  done
• 7:57
  by
• 7:58
  now.
• 7:58
  So
• 7:58
  it's
• 7:58
  good
• 7:59
  to
• 7:59
  remember
• 7:59
  that
• 7:59
  they
• 7:59
  do
• 8:00
  need
• 8:00
  your
• 8:00
  help.
• 8:01
  Otherwise
• 8:01
  they
• 8:01
  would
• 8:02
  not
• 8:02
  be
• 8:02
  on
• 8:02
  that
• 8:02
  call
• 8:03
  with
• 8:03
  you.
• 8:04
  Let
• 8:04
  me
• 8:04
  share
• 8:05
  a
• 8:05
  quick
• 8:05
  case
• 8:06
  study
• 8:06
  of
• 8:06
  a
• 8:07
  client
• 8:08
  who
• 8:08
  was
• 8:08
  really
• 8:09
  struggling
• 8:09
  with
• 8:10
  this
• 8:10
  process.
• 8:11
  They
• 8:12
  had
• 8:12
  a
• 8:12
  lot
• 8:12
  of
• 8:12
  discovery
• 8:13
  calls.
• 8:13
  Their
• 8:13
  marketing
• 8:14
  was
• 8:14
  working.
• 8:15
  But
• 8:15
  they
• 8:15
  were
• 8:15
  only
• 8:16
  converting
• 8:16
  around
• 8:17
  10%
• 8:18
  of
• 8:18
  the
• 8:18
  discovery
• 8:18
  calls.
• 8:19
  We
• 8:20
  found
• 8:20
  that
• 8:20
  she
• 8:21
  was
• 8:21
  making
• 8:22
  lots
• 8:22
  of
• 8:22
  common
• 8:23
  mistakes.
• 8:23
  Firstly
• 8:24
  positioning
• 8:25
  the
• 8:25
  discovery
• 8:26
  call
• 8:26
  as
• 8:26
  pretty
• 8:27
  much
• 8:27
  a
• 8:27
  pick
• 8:27
  your
• 8:27
  brains
• 8:28
  call.
• 8:29
  So
• 8:29
  people
• 8:29
  weren't
• 8:29
  really
• 8:30
  coming
• 8:30
  to
• 8:30
  the
• 8:30
  call
• 8:30
  expecting
• 8:31
  to
• 8:31
  buy
• 8:32
  anything.
• 8:32
  They
• 8:32
  were
• 8:32
  just
• 8:32
  looking
• 8:33
  to
• 8:33
  ask
• 8:33
  for
• 8:33
  her
• 8:33
  advice
• 8:34
  and
• 8:34
  they
• 8:35
  had
• 8:35
  no
• 8:35
  idea
• 8:35
  that
• 8:36
  they
• 8:36
  were
• 8:36
  part
• 8:36
  ,of
• 8:36
  a
• 8:37
  sales
• 8:37
  process
• 8:38
  where
• 8:39
  she
• 8:39
  was
• 8:39
  going
• 8:39
  to
• 8:39
  be
• 8:40
  asking
• 8:40
  them,
• 8:41
  if
• 8:41
  they
• 8:41
  wanted
• 8:42
  to
• 8:42
  work
• 8:42
  with
• 8:42
  her.
• 8:44
  So
• 8:44
  the
• 8:44
  first
• 8:44
  one
• 8:45
  is
• 8:45
  gaining
• 8:45
  qualified
• 8:46
  leads
• 8:46
  on
• 8:47
  that
• 8:47
  call
• 8:47
  rather
• 8:48
  than
• 8:48
  just
• 8:49
  anyone
• 8:49
  and
• 8:49
  everyone.
• 8:51
  She
• 8:51
  was
• 8:51
  also
• 8:51
  doing
• 8:52
  most
• 8:52
  of
• 8:52
  the
• 8:52
  talking.
• 8:53
  Sharing
• 8:54
  her
• 8:54
  experience.
• 8:55
  Trying
• 8:55
  to
• 8:55
  help
• 8:55
  them
• 8:56
  brainstorm
• 8:57
  solutions
• 8:58
  to
• 8:58
  their
• 8:58
  problem.
• 8:59
  Not
• 8:59
  asking
• 9:00
  enough
• 9:00
  probing
• 9:00
  questions.
• 9:01
  A
• 9:01
  discovery
• 9:02
  call
• 9:02
  is
• 9:02
  the
• 9:03
  perfect
• 9:03
  opportunity
• 9:04
  to
• 9:04
  really
• 9:04
  take
• 9:05
  into
• 9:05
  those
• 9:05
  coaching
• 9:05
  skills
• 9:06
  and
• 9:06
  ask
• 9:07
  the
• 9:07
  questions
• 9:08
  that
• 9:08
  no
• 9:08
  one
• 9:08
  has
• 9:08
  probably
• 9:09
  asked
• 9:09
  them
• 9:09
  before.
• 9:09
  So
• 9:09
  they
• 9:10
  haven't
• 9:10
  been
• 9:10
  able
• 9:10
  to
• 9:11
  really
• 9:11
  articulate
• 9:12
  their
• 9:12
  own
• 9:12
  problem.
• 9:14
  Reflecting
• 9:15
  back
• 9:15
  comes
• 9:15
  in
• 9:16
  a
• 9:16
  lot
• 9:16
  towards
• 9:17
  the
• 9:17
  end
• 9:17
  of
• 9:17
  the
• 9:17
  discovery
• 9:18
  call.
• 9:18
  So
• 9:18
  you
• 9:18
  want
• 9:19
  to
• 9:19
  be
• 9:19
  able
• 9:19
  to
• 9:19
  reflect
• 9:20
  back
• 9:20
  what
• 9:20
  you've
• 9:20
  heard
• 9:21
  to
• 9:21
  ensure
• 9:22
  that
• 9:22
  they
• 9:22
  know
• 9:23
  that
• 9:23
  you
• 9:23
  get
• 9:23
  where
• 9:24
  they
• 9:24
  are
• 9:24
  and
• 9:24
  what
• 9:24
  they
• 9:25
  want.
• 9:26
  As
• 9:26
  a
• 9:26
  coach,
• 9:27
  you
• 9:27
  are
• 9:27
  perfectly
• 9:28
  positioned
• 9:28
  to
• 9:29
  ace
• 9:29
  this
• 9:29
  call.
• 9:30
  And
• 9:30
  lastly,
• 9:31
  she
• 9:31
  wasn't
• 9:32
  clearly
• 9:32
  articulating
• 9:33
  her
• 9:33
  value
• 9:34
  proposition
• 9:35
  well.
• 9:35
  Too
• 9:36
  much
• 9:36
  into
• 9:36
  the
• 9:36
  logistics
• 9:37
  of
• 9:37
  like,
• 9:38
  okay,
• 9:38
  it'll
• 9:38
  be
• 9:39
  six
• 9:39
  sessions.
• 9:39
  We
• 9:40
  can
• 9:40
  meet
• 9:40
  every
• 9:40
  two
• 9:41
  weeks.
• 9:41
  It
• 9:42
  will
• 9:42
  be
• 9:42
  this
• 9:42
  much
• 9:42
  money
• 9:43
  rather
• 9:44
  than
• 9:44
  really
• 9:44
  focusing
• 9:45
  in
• 9:45
  on
• 9:45
  what
• 9:45
  the
• 9:46
  client
• 9:46
  has
• 9:46
  just
• 9:46
  told
• 9:47
  them
• 9:47
  and
• 9:47
  what
• 9:47
  the
• 9:47
  outcome
• 9:48
  is
• 9:48
  likely
• 9:48
  to
• 9:49
  be
• 9:49
  from
• 9:49
  those
• 9:49
  six
• 9:50
  sessions.
• 9:51
  You
• 9:51
  only
• 9:51
  go
• 9:51
  into
• 9:52
  logistics
• 9:53
  when
• 9:53
  the
• 9:53
  person
• 9:54
  is
• 9:54
  pretty
• 9:54
  much
• 9:54
  yes.
• 9:55
  I'd
• 9:55
  like
• 9:55
  to
• 9:55
  hear
• 9:55
  more
• 9:56
  about
• 9:56
  the
• 9:56
  logistics
• 9:57
  and
• 9:57
  they
• 9:58
  only
• 9:58
  want
• 9:58
  to
• 9:58
  hear
• 9:58
  more
• 9:59
  about
• 9:59
  the
• 9:59
  logistics
• 10:00
  when
• 10:00
  they
• 10:00
  know
• 10:01
  that
• 10:01
  what
• 10:01
  you
• 10:01
  offer
• 10:02
  is
• 10:02
  what
• 10:02
  they
• 10:02
  actually
• 10:03
  need.
• 10:04
  After
• 10:05
  implementing
• 10:06
  these
• 10:06
  changes
• 10:07
  in
• 10:07
  her
• 10:07
  approach,
• 10:08
  she
• 10:09
  has
• 10:09
  massively
• 10:10
  jumped
• 10:11
  her
• 10:11
  conversion
• 10:11
  rate
• 10:12
  up
• 10:12
  to
• 10:12
  about
• 10:12
  40%
• 10:13
  within
• 10:13
  the
• 10:13
  two
• 10:14
  months
• 10:14
  that
• 10:14
  she's
• 10:15
  been
• 10:15
  practicing
• 10:15
  this.
• 10:16
  Quadrupled
• 10:17
  the
• 10:17
  amount
• 10:17
  of
• 10:18
  clients
• 10:18
  that
• 10:18
  she
• 10:18
  had.
• 10:19
  Allowed
• 10:19
  her
• 10:20
  to
• 10:20
  raise
• 10:20
  her
• 10:20
  rates.
• 10:21
  And
• 10:22
  she's
• 10:22
  working
• 10:22
  with
• 10:22
  clients
• 10:23
  who
• 10:23
  are
• 10:23
  a
• 10:23
  better
• 10:24
  fit,
• 10:24
  leading
• 10:24
  to
• 10:24
  better
• 10:25
  results
• 10:25
  and
• 10:25
  more
• 10:26
  referrals.
• 10:27
  Now
• 10:27
  she
• 10:27
  has
• 10:28
  a
• 10:28
  form
• 10:28
  that
• 10:28
  they
• 10:29
  complete
• 10:29
  prior
• 10:30
  to
• 10:30
  the
• 10:30
  discovery
• 10:31
  call
• 10:31
  taking
• 10:31
  place.
• 10:32
  Where
• 10:33
  they
• 10:33
  outline.
• 10:34
  Yes.
• 10:34
  They
• 10:34
  do
• 10:35
  have
• 10:35
  money
• 10:35
  to
• 10:35
  invest
• 10:36
  in
• 10:36
  coaching
• 10:37
  and
• 10:37
  that
• 10:37
  makes
• 10:38
  sure
• 10:38
  that
• 10:39
  that
• 10:39
  person
• 10:39
  is
• 10:40
  pretty
• 10:40
  much
• 10:40
  sold
• 10:41
  by
• 10:41
  the
• 10:41
  time
• 10:41
  they
• 10:42
  get
• 10:42
  on
• 10:42
  the
• 10:42
  call.
• 10:44
  And
• 10:44
  that
• 10:44
  perfectly
• 10:45
  aligns
• 10:46
  with
• 10:46
  your
• 10:46
  marketing,
• 10:47
  doing
• 10:48
  the
• 10:48
  heavy
• 10:48
  lifting
• 10:49
  of
• 10:49
  your
• 10:49
  sales
• 10:49
  call.
• 10:50
  Hence
• 10:50
  why
• 10:51
  I
• 10:51
  no
• 10:51
  longer
• 10:52
  have
• 10:52
  to
• 10:52
  do
• 10:52
  a
• 10:52
  sales
• 10:53
  call
• 10:53
  because
• 10:53
  my
• 10:53
  marketing
• 10:54
  is
• 10:54
  strong
• 10:54
  enough.
• 10:55
  that
• 10:55
  I've
• 10:56
  usually
• 10:57
  handled
• 10:57
  objections,
• 10:58
  shared
• 10:59
  case
• 10:59
  studies,
• 11:00
  shared
• 11:00
  my
• 11:00
  process.
• 11:01
  All
• 11:01
  the
• 11:01
  things
• 11:02
  that
• 11:02
  you
• 11:02
  normally
• 11:02
  do
• 11:03
  on
• 11:03
  a
• 11:03
  discovery
• 11:03
  call.
• 11:04
  They
• 11:04
  already
• 11:05
  know
• 11:05
  that
• 11:05
  I
• 11:05
  get
• 11:05
  their
• 11:06
  problem
• 11:06
  because
• 11:06
  I
• 11:06
  talk
• 11:07
  about
• 11:07
  it
• 11:07
  often,
• 11:08
  for
• 11:08
  example,
• 11:08
  on
• 11:08
  this
• 11:09
  podcast
• 11:09
  and
• 11:10
  in
• 11:10
  social
• 11:10
  media
• 11:10
  posts.
• 11:12
  They
• 11:12
  already
• 11:13
  know
• 11:13
  my
• 11:13
  process
• 11:14
  because
• 11:14
  I've
• 11:14
  outlined
• 11:15
  it
• 11:15
  in
• 11:15
  my
• 11:15
  marketing.
• 11:16
  So
• 11:17
  really
• 11:17
  thinking
• 11:17
  about
• 11:18
  this
• 11:18
  sales
• 11:19
  process
• 11:19
  as
• 11:20
  your
• 11:20
  entire
• 11:21
  business,
• 11:21
  because
• 11:22
  all
• 11:22
  you
• 11:22
  are
• 11:22
  needing
• 11:23
  to
• 11:23
  do
• 11:23
  to
• 11:23
  gain
• 11:24
  clients
• 11:24
  is
• 11:24
  to
• 11:25
  build
• 11:25
  rapport
• 11:26
  with
• 11:26
  people,
• 11:27
  make
• 11:27
  sure
• 11:28
  that
• 11:28
  you
• 11:28
  communicate
• 11:29
  that
• 11:29
  you
• 11:29
  get
• 11:29
  their
• 11:29
  needs.
• 11:30
  That
• 11:31
  you
• 11:31
  understand
• 11:31
  where
• 11:31
  they
• 11:31
  are,
• 11:32
  where
• 11:32
  they
• 11:32
  want
• 11:32
  to
• 11:32
  get
• 11:33
  to
• 11:33
  what
• 11:33
  they've
• 11:33
  tried
• 11:34
  before.
• 11:34
  What's
• 11:35
  in
• 11:35
  the
• 11:35
  way.
• 11:35
  Make
• 11:36
  sure
• 11:36
  you're
• 11:36
  really
• 11:36
  good
• 11:37
  at
• 11:37
  explaining
• 11:37
  how
• 11:38
  you
• 11:38
  can
• 11:38
  help.
• 11:39
  And
• 11:39
  make
• 11:40
  sure
• 11:40
  you
• 11:40
  are
• 11:40
  talking
• 11:41
  to
• 11:41
  that
• 11:41
  person
• 11:42
  who
• 11:42
  is
• 11:42
  ready
• 11:42
  to
• 11:43
  buy
• 11:43
  now.
• 11:44
  Guiding
• 11:45
  that
• 11:45
  person
• 11:45
  towards
• 11:46
  a
• 11:46
  decision
• 11:47
  rather
• 11:47
  than
• 11:47
  only
• 11:48
  ending
• 11:48
  your
• 11:49
  posts
• 11:49
  or
• 11:49
  whatever,
• 11:50
  with
• 11:50
  a
• 11:51
  quote
• 11:51
  or
• 11:52
  a
• 11:52
  general
• 11:52
  platitude,
• 11:53
  you
• 11:53
  want
• 11:53
  to
• 11:54
  be
• 11:54
  inviting
• 11:54
  people
• 11:55
  to
• 11:55
  make
• 11:55
  that
• 11:55
  decision.
• 11:57
  It's
• 11:57
  worth
• 11:58
  saying
• 11:58
  that
• 11:59
  it
• 11:59
  does
• 11:59
  take
• 11:59
  practice.
• 12:00
  And
• 12:00
  this
• 12:00
  particular
• 12:01
  client
• 12:01
  was
• 12:01
  lucky
• 12:02
  that
• 12:02
  she
• 12:02
  had
• 12:03
  a
• 12:03
  lot
• 12:03
  of
• 12:03
  practice,
• 12:04
  which
• 12:04
  is
• 12:04
  why
• 12:05
  she
• 12:05
  gained
• 12:05
  that
• 12:06
  expertise.
• 12:07
  So
• 12:07
  I
• 12:07
  often
• 12:08
  have
• 12:08
  people
• 12:09
  say
• 12:09
  I
• 12:09
  really
• 12:10
  need
• 12:10
  to
• 12:10
  work
• 12:10
  more
• 12:10
  on
• 12:10
  my
• 12:11
  sales
• 12:11
  process.
• 12:12
  but
• 12:12
  they
• 12:12
  haven't
• 12:12
  actually
• 12:13
  had
• 12:13
  any
• 12:13
  sales
• 12:14
  calls
• 12:14
  yet.
• 12:15
  So
• 12:15
  whilst
• 12:15
  I
• 12:16
  have
• 12:16
  a
• 12:16
  full
• 12:16
  process
• 12:17
  that
• 12:17
  I
• 12:17
  share
• 12:18
  about
• 12:19
  here's
• 12:19
  exactly
• 12:19
  what
• 12:20
  you
• 12:20
  need
• 12:20
  to
• 12:20
  say
• 12:21
  at
• 12:21
  this
• 12:21
  stage.
• 12:21
  Here's
• 12:21
  how
• 12:21
  you
• 12:22
  handle
• 12:22
  these
• 12:22
  objections
• 12:23
  in
• 12:23
  reality,
• 12:24
  unless
• 12:24
  we
• 12:25
  are
• 12:25
  actually
• 12:25
  practicing,
• 12:26
  which
• 12:27
  is
• 12:27
  again,
• 12:27
  what
• 12:27
  I
• 12:27
  try
• 12:28
  and
• 12:28
  encourage
• 12:28
  people
• 12:28
  to
• 12:28
  do
• 12:29
  within
• 12:29
  the
• 12:29
  program.
• 12:30
  Either
• 12:31
  do
• 12:31
  that
• 12:31
  on
• 12:31
  the
• 12:31
  calls
• 12:32
  in
• 12:32
  breakout
• 12:32
  rooms,
• 12:33
  or
• 12:33
  meet
• 12:34
  up
• 12:34
  with
• 12:34
  other
• 12:34
  people
• 12:35
  from
• 12:35
  the
• 12:35
  program.
• 12:36
  and
• 12:36
  take
• 12:37
  turns
• 12:37
  in
• 12:37
  actually
• 12:38
  practicing
• 12:38
  this.
• 12:39
  It's
• 12:39
  a
• 12:39
  skill
• 12:40
  that
• 12:40
  you
• 12:40
  cannot
• 12:40
  just
• 12:40
  read
• 12:41
  about.
• 12:41
  You
• 12:41
  need
• 12:42
  to
• 12:42
  go
• 12:42
  through
• 12:43
  those
• 12:43
  mistakes.
• 12:44
  Completely
• 12:44
  mess
• 12:44
  that
• 12:45
  up
• 12:45
  and
• 12:45
  then
• 12:46
  try
• 12:46
  it
• 12:46
  again.
• 12:47
  So
• 12:47
  the
• 12:47
  more
• 12:47
  you
• 12:48
  can
• 12:48
  practice
• 12:49
  this,
• 12:49
  the
• 12:49
  better.
• 12:50
  This
• 12:50
  is
• 12:50
  well
• 12:51
  worth
• 12:51
  your
• 12:51
  time.
• 12:52
  And
• 12:52
  if
• 12:52
  you
• 12:52
  want
• 12:52
  to
• 12:53
  take
• 12:53
  this
• 12:53
  even
• 12:53
  further,
• 12:54
  I
• 12:54
  encourage
• 12:55
  you
• 12:55
  to
• 12:56
  jot
• 12:56
  down
• 12:56
  after
• 12:57
  the
• 12:57
  call.
• 12:57
  What
• 12:57
  questions
• 12:58
  did
• 12:58
  you
• 12:58
  ask?
• 12:59
  What
• 12:59
  were
• 12:59
  the
• 12:59
  responses?
• 13:00
  How
• 13:00
  could
• 13:00
  you
• 13:01
  do
• 13:01
  it
• 13:01
  differently?
• 13:02
  Just
• 13:02
  like
• 13:02
  used
• 13:03
  to
• 13:03
  do
• 13:03
  in
• 13:03
  coach
• 13:03
  training.
• 13:04
  Once
• 13:04
  you
• 13:04
  had
• 13:04
  a
• 13:04
  coaching
• 13:05
  session.
• 13:06
  You
• 13:06
  have
• 13:06
  to
• 13:06
  reflect
• 13:07
  back.
• 13:08
  I
• 13:08
  don't
• 13:08
  know
• 13:08
  if
• 13:08
  your
• 13:09
  training
• 13:09
  was
• 13:09
  like
• 13:10
  mine
• 13:10
  when
• 13:10
  you
• 13:10
  had
• 13:10
  to
• 13:10
  record
• 13:11
  them.
• 13:12
  Cringe-worthy
• 13:13
  listened
• 13:13
  back
• 13:14
  thing.
• 13:14
  Oh
• 13:14
  God.
• 13:15
  Yeah.
• 13:15
  I
• 13:15
  should
• 13:15
  have
• 13:16
  asked
• 13:16
  this.
• 13:16
  I
• 13:16
  should
• 13:16
  have
• 13:16
  asked
• 13:17
  that.
• 13:17
  That's
• 13:18
  exactly
• 13:18
  what
• 13:18
  you
• 13:18
  can
• 13:19
  do
• 13:19
  with
• 13:19
  your
• 13:19
  sales
• 13:20
  calls
• 13:20
  to
• 13:20
  ensure
• 13:21
  that
• 13:21
  you
• 13:21
  get
• 13:21
  better
• 13:22
  at
• 13:22
  this
• 13:22
  important
• 13:23
  skill.
• 13:24
  So
• 13:24
  here
• 13:25
  are
• 13:25
  two
• 13:25
  actionable
• 13:26
  tips
• 13:26
  that
• 13:27
  you
• 13:27
  can
• 13:27
  take
• 13:27
  forward
• 13:27
  right
• 13:28
  now
• 13:28
  to
• 13:28
  improve
• 13:29
  your
• 13:29
  discovery
• 13:29
  calls.
• 13:30
  Firstly
• 13:31
  use
• 13:31
  the
• 13:31
  80
• 13:32
  20
• 13:32
  rule.
• 13:33
  Aim
• 13:33
  to
• 13:33
  listen
• 13:34
  for
• 13:34
  80%
• 13:35
  of
• 13:35
  the
• 13:35
  call
• 13:36
  and
• 13:36
  speak
• 13:36
  for
• 13:36
  only
• 13:37
  20%.
• 13:38
  This
• 13:39
  ensures
• 13:39
  that
• 13:39
  you
• 13:39
  don't
• 13:40
  get
• 13:41
  embroiled
• 13:41
  into
• 13:42
  explaining
• 13:42
  your
• 13:43
  process
• 13:43
  again.
• 13:44
  And
• 13:44
  again,
• 13:45
  Your
• 13:45
  process
• 13:46
  isn't
• 13:46
  as
• 13:46
  important
• 13:47
  as
• 13:47
  that
• 13:47
  person's
• 13:48
  needs,
• 13:48
  who
• 13:48
  are
• 13:48
  right
• 13:49
  in
• 13:49
  front
• 13:49
  of
• 13:49
  you.
• 13:50
  Second
• 13:51
  end
• 13:52
  with
• 13:52
  a
• 13:52
  clear
• 13:52
  next
• 13:52
  step.
• 13:53
  Always
• 13:54
  finish
• 13:54
  your
• 13:54
  call
• 13:55
  with
• 13:55
  a
• 13:55
  specific
• 13:55
  plan.
• 13:56
  So
• 13:57
  ideally
• 13:57
  that
• 13:57
  is
• 13:58
  scheduling
• 13:58
  another
• 13:59
  call.
• 13:59
  If
• 13:59
  it's
• 14:00
  not
• 14:00
  a
• 14:00
  yes,
• 14:00
  immediately.
• 14:01
  Or
• 14:02
  sending
• 14:02
  a
• 14:02
  proposal
• 14:03
  or
• 14:04
  agreeing
• 14:04
  a
• 14:04
  date
• 14:04
  that
• 14:05
  you
• 14:05
  will
• 14:05
  contact
• 14:05
  them
• 14:05
  again.
• 14:07
  Perhaps
• 14:08
  a
• 14:08
  date
• 14:08
  that
• 14:08
  you
• 14:08
  will
• 14:09
  have
• 14:09
  your
• 14:09
  first
• 14:09
  call,
• 14:10
  if
• 14:10
  it
• 14:10
  is
• 14:10
  a
• 14:10
  yes.
• 14:11
  So
• 14:11
  ensure
• 14:12
  that
• 14:12
  you
• 14:12
  both
• 14:13
  know
• 14:13
  exactly
• 14:14
  what's
• 14:14
  happening
• 14:14
  next.
• 14:15
  The
• 14:15
  worst
• 14:16
  thing,
• 14:17
  and
• 14:17
  it
• 14:17
  happens
• 14:17
  often,
• 14:18
  so
• 14:18
  if
• 14:18
  it's
• 14:18
  happened
• 14:18
  to,
• 14:19
  you
• 14:19
  know,
• 14:19
  you're
• 14:19
  not
• 14:20
  the
• 14:20
  only
• 14:20
  one,
• 14:21
  it's
• 14:21
  the
• 14:21
  ghosting
• 14:22
  that
• 14:22
  happens
• 14:22
  after
• 14:23
  a
• 14:23
  sales
• 14:23
  call,
• 14:24
  and
• 14:24
  that
• 14:24
  will
• 14:25
  only
• 14:25
  happen
• 14:26
  if
• 14:26
  you
• 14:26
  allow
• 14:26
  that
• 14:27
  call
• 14:27
  to
• 14:27
  end
• 14:27
  without
• 14:28
  a
• 14:28
  clear
• 14:28
  next
• 14:28
  step.
• 14:30
  These
• 14:30
  adjustments
• 14:31
  will
• 14:31
  lead
• 14:31
  to
• 14:32
  a
• 14:32
  noticeable
• 14:33
  impact
• 14:33
  in
• 14:33
  your
• 14:33
  discovery
• 14:34
  call
• 14:34
  outcomes.
• 14:36
  So
• 14:36
  let's
• 14:37
  summarize
• 14:37
  today's
• 14:38
  episode.
• 14:39
  Firstly,
• 14:39
  we
• 14:39
  talked
• 14:40
  about
• 14:40
  why
• 14:40
  discovery
• 14:41
  calls
• 14:41
  matter.
• 14:42
  Then
• 14:43
  I
• 14:43
  talked
• 14:43
  about
• 14:43
  the
• 14:44
  five
• 14:44
  elements
• 14:45
  of
• 14:45
  an
• 14:45
  effective
• 14:45
  sales
• 14:46
  call.
• 14:47
  So
• 14:47
  that
• 14:47
  is
• 14:47
  preparation,
• 14:48
  rapport,
• 14:49
  building
• 14:49
  needs
• 14:50
  assessment,
• 14:51
  value
• 14:51
  proposition,
• 14:52
  and
• 14:52
  then
• 14:53
  next
• 14:53
  steps.
• 14:54
  Next,
• 14:54
  we
• 14:54
  talked
• 14:55
  about
• 14:55
  a
• 14:55
  case
• 14:56
  study
• 14:56
  and
• 14:56
  some
• 14:57
  common
• 14:57
  mistakes
• 14:58
  that
• 14:58
  people
• 14:58
  make
• 14:58
  and
• 14:59
  how
• 14:59
  to
• 14:59
  solve
• 15:00
  them.
• 15:00
  And
• 15:01
  finally,
• 15:01
  I
• 15:02
  left
• 15:02
  you
• 15:02
  with
• 15:02
  two
• 15:02
  actionable
• 15:03
  tips
• 15:03
  that
• 15:04
  can
• 15:04
  completely
• 15:05
  change
• 15:05
  the
• 15:05
  game
• 15:06
  for
• 15:06
  you
• 15:07
  on
• 15:07
  your
• 15:07
  discovery
• 15:07
  calls.
• 15:09
  I
• 15:09
  hope
• 15:10
  this
• 15:10
  quick
• 15:11
  overview
• 15:11
  was
• 15:12
  helpful
• 15:12
  for
• 15:12
  you.
• 15:13
  In
• 15:13
  my
• 15:13
  coaching
• 15:14
  program,
• 15:14
  I
• 15:14
  go
• 15:15
  way
• 15:15
  deeper
• 15:16
  and
• 15:16
  provide
• 15:16
  a
• 15:16
  full
• 15:17
  step-by-step
• 15:18
  guide,
• 15:18
  including
• 15:19
  the
• 15:19
  mindset,
• 15:20
  because
• 15:20
  often
• 15:21
  that
• 15:21
  is
• 15:21
  the
• 15:21
  biggest
• 15:21
  hurdle,
• 15:22
  as
• 15:23
  well
• 15:23
  as
• 15:23
  knowing
• 15:23
  exactly
• 15:24
  what
• 15:24
  to
• 15:24
  say.
• 15:25
  It's
• 15:25
  really
• 15:25
  embodying
• 15:26
  that
• 15:26
  you
• 15:26
  and
• 15:26
  your
• 15:27
  service
• 15:27
  is
• 15:27
  worth
• 15:28
  investing
• 15:28
  in.
• 15:29
  I
• 15:29
  also
• 15:30
  cover
• 15:30
  the
• 15:30
  two
• 15:31
  separate
• 15:31
  processes,
• 15:32
  firstly
• 15:33
  for
• 15:33
  selling
• 15:34
  to
• 15:34
  individuals
• 15:35
  and
• 15:35
  then
• 15:35
  for
• 15:36
  selling
• 15:36
  to
• 15:36
  organizations.
• 15:37
  There
• 15:37
  are
• 15:38
  different
• 15:38
  approaches
• 15:39
  and
• 15:39
  you
• 15:39
  will
• 15:40
  want
• 15:40
  to
• 15:40
  master
• 15:41
  these
• 15:41
  approaches
• 15:42
  because
• 15:42
  this
• 15:42
  is
• 15:42
  what
• 15:43
  is
• 15:43
  going
• 15:43
  to
• 15:43
  turn
• 15:43
  those
• 15:44
  potential
• 15:44
  clients
• 15:45
  into
• 15:46
  paying
• 15:46
  clients.
• 15:47
  You
• 15:48
  will
• 15:48
  find
• 15:48
  the
• 15:48
  link
• 15:48
  to
• 15:49
  the
• 15:49
  business
• 15:49
  of
• 15:49
  coaching
• 15:50
  mentorship
• 15:50
  program
• 15:51
  in
• 15:51
  the
• 15:51
  show
• 15:51
  notes.
• 15:53
  And
• 15:53
  I
• 15:53
  will
• 15:54
  leave
• 15:54
  you
• 15:54
  with
• 15:55
  the
• 15:55
  fact
• 15:55
  that
• 15:56
  every
• 15:56
  discovery
• 15:57
  call
• 15:57
  is
• 15:58
  an
• 15:58
  opportunity
• 15:59
  for
• 15:59
  you
• 16:00
  to
• 16:00
  change
• 16:01
  someone's
• 16:01
  life.
• 16:02
  That
• 16:02
  person
• 16:03
  will
• 16:03
  want
• 16:04
  to
• 16:04
  talk
• 16:04
  themselves
• 16:05
  out
• 16:05
  of
• 16:05
  making
• 16:06
  any
• 16:06
  positive
• 16:07
  change.
• 16:08
  Our
• 16:08
  brains
• 16:09
  only
• 16:09
  want
• 16:10
  to
• 16:10
  keep
• 16:11
  us
• 16:11
  safe,
• 16:11
  keep
• 16:11
  us
• 16:12
  small.
• 16:12
  So
• 16:13
  at
• 16:13
  every
• 16:14
  point
• 16:14
  they
• 16:14
  will
• 16:14
  be
• 16:15
  backing
• 16:16
  off
• 16:16
  thinking
• 16:17
  maybe
• 16:17
  I
• 16:17
  don't
• 16:18
  really
• 16:18
  need
• 16:18
  this.
• 16:18
  Maybe
• 16:18
  I
• 16:18
  can
• 16:19
  do
• 16:19
  this
• 16:19
  myself,
• 16:20
  despite
• 16:20
  the
• 16:20
  fact
• 16:21
  that
• 16:21
  maybe
• 16:21
  they
• 16:21
  haven't
• 16:21
  done
• 16:22
  this
• 16:22
  themselves
• 16:22
  for
• 16:23
  years.
• 16:24
  So
• 16:24
  this
• 16:24
  is
• 16:24
  your
• 16:25
  opportunity
• 16:26
  to
• 16:26
  completely
• 16:27
  change
• 16:27
  the
• 16:27
  game
• 16:28
  for
• 16:28
  that
• 16:28
  person's
• 16:29
  life.
• 16:29
  I
• 16:29
  hope
• 16:30
  that
• 16:30
  is
• 16:30
  helpful
• 16:31
  for
• 16:31
  you.
• 16:31
  And
• 16:31
  like
• 16:32
  I
• 16:32
  say,
• 16:32
  at
• 16:32
  the
• 16:32
  end
• 16:32
  of
• 16:32
  every
• 16:33
  episode,
• 16:34
  trust
• 16:34
  yourself,
• 16:34
  believe
• 16:35
  in
• 16:35
  yourself
• 16:35
  and
• 16:36
  be
• 16:36
  the
• 16:36
  wise
• 16:36
  Gardner
• 16:37
  who
• 16:37
  keeps
• 16:37
  on
• 16:38
  watering
• 16:38
  the
• 16:38
  seed.
• 16:39
  Microphone (Samson Q2U Microphone): Thank
• 16:40
  Microphone (Samson Q2U Microphone): you
• 16:40
  Microphone (Samson Q2U Microphone): so
• 16:40
  Microphone (Samson Q2U Microphone): much
• 16:40
  Microphone (Samson Q2U Microphone): for
• 16:40
  Microphone (Samson Q2U Microphone): listening
• 16:41
  Microphone (Samson Q2U Microphone): to
• 16:41
  Microphone (Samson Q2U Microphone): this
• 16:41
  Microphone (Samson Q2U Microphone): episode
• 16:42
  Microphone (Samson Q2U Microphone): of
• 16:42
  Microphone (Samson Q2U Microphone): Women
• 16:42
  Microphone (Samson Q2U Microphone): in
• 16:42
  Microphone (Samson Q2U Microphone): the
• 16:43
  Microphone (Samson Q2U Microphone): Coaching
• 16:43
  Microphone (Samson Q2U Microphone): Arena.
• 16:44
  Microphone (Samson Q2U Microphone): I
• 16:44
  Microphone (Samson Q2U Microphone): have
• 16:45
  Microphone (Samson Q2U Microphone): a
• 16:45
  Microphone (Samson Q2U Microphone): mess
• 16:45
  Microphone (Samson Q2U Microphone): of
• 16:45
  Microphone (Samson Q2U Microphone): free
• 16:46
  Microphone (Samson Q2U Microphone): resources
• 16:46
  Microphone (Samson Q2U Microphone): on
• 16:47
  Microphone (Samson Q2U Microphone): my
• 16:47
  Microphone (Samson Q2U Microphone): website
• 16:48
  Microphone (Samson Q2U Microphone): joannalottcoaching.com.
• 16:51
  Microphone (Samson Q2U Microphone): That's
• 16:51
  Microphone (Samson Q2U Microphone): Joanna
• 16:51
  Microphone (Samson Q2U Microphone): with
• 16:52
  Microphone (Samson Q2U Microphone): an
• 16:52
  Microphone (Samson Q2U Microphone): A
• 16:52
  Microphone (Samson Q2U Microphone): and
• 16:52
  Microphone (Samson Q2U Microphone): Lott
• 16:53
  Microphone (Samson Q2U Microphone): with
• 16:53
  Microphone (Samson Q2U Microphone): two
• 16:53
  Microphone (Samson Q2U Microphone): T's.
• 16:54
  Microphone (Samson Q2U Microphone): joannalottcoaching.com.
• 16:57
  Microphone (Samson Q2U Microphone): And
• 16:57
  Microphone (Samson Q2U Microphone): I'll
• 16:57
  Microphone (Samson Q2U Microphone): also
• 16:57
  Microphone (Samson Q2U Microphone): put
• 16:58
  Microphone (Samson Q2U Microphone): links
• 16:58
  Microphone (Samson Q2U Microphone): in
• 16:58
  Microphone (Samson Q2U Microphone): the
• 16:58
  Microphone (Samson Q2U Microphone): show
• 16:58
  Microphone (Samson Q2U Microphone): notes.
• 17:00
  Microphone (Samson Q2U Microphone): Let
• 17:01
  Microphone (Samson Q2U Microphone): me
• 17:01
  Microphone (Samson Q2U Microphone): know
• 17:01
  Microphone (Samson Q2U Microphone): if
• 17:01
  Microphone (Samson Q2U Microphone): you
• 17:01
  Microphone (Samson Q2U Microphone): found
• 17:02
  Microphone (Samson Q2U Microphone): this
• 17:02
  Microphone (Samson Q2U Microphone): episode
• 17:02
  Microphone (Samson Q2U Microphone): useful.
• 17:03
  Microphone (Samson Q2U Microphone): Share
• 17:03
  Microphone (Samson Q2U Microphone): it
• 17:03
  Microphone (Samson Q2U Microphone): with
• 17:04
  Microphone (Samson Q2U Microphone): a
• 17:04
  Microphone (Samson Q2U Microphone): friend
• 17:04
  Microphone (Samson Q2U Microphone): and
• 17:05
  Microphone (Samson Q2U Microphone): leave
• 17:05
  Microphone (Samson Q2U Microphone): me
• 17:05
  Microphone (Samson Q2U Microphone): a
• 17:05
  Microphone (Samson Q2U Microphone): review,
• 17:06
  Microphone (Samson Q2U Microphone): and
• 17:06
  Microphone (Samson Q2U Microphone): I
• 17:06
  Microphone (Samson Q2U Microphone): will
• 17:06
  Microphone (Samson Q2U Microphone): personally
• 17:07
  Microphone (Samson Q2U Microphone): thank
• 17:07
  Microphone (Samson Q2U Microphone): you
• 17:07
  Microphone (Samson Q2U Microphone): for
• 17:08
  Microphone (Samson Q2U Microphone): that.
• 17:09
  Microphone (Samson Q2U Microphone): Remember
• 17:10
  Microphone (Samson Q2U Microphone): to
• 17:10
  Microphone (Samson Q2U Microphone): trust
• 17:10
  Microphone (Samson Q2U Microphone): yourself,
• 17:11
  Microphone (Samson Q2U Microphone): believe
• 17:11
  Microphone (Samson Q2U Microphone): in
• 17:11
  Microphone (Samson Q2U Microphone): yourself
• 17:12
  Microphone (Samson Q2U Microphone): and
• 17:12
  Microphone (Samson Q2U Microphone): be
• 17:12
  Microphone (Samson Q2U Microphone): the
• 17:12
  Microphone (Samson Q2U Microphone): wise
• 17:13
  Microphone (Samson Q2U Microphone): Gardner
• 17:13
  Microphone (Samson Q2U Microphone): who
• 17:14
  Microphone (Samson Q2U Microphone): keeps
• 17:14
  Microphone (Samson Q2U Microphone): on
• 17:14
  Microphone (Samson Q2U Microphone): watering
• 17:15
  Microphone (Samson Q2U Microphone): the
• 17:15
  Microphone (Samson Q2U Microphone): seed.
• 17:16
  Microphone (Samson Q2U Microphone): Get
• 17:16
  Microphone (Samson Q2U Microphone): into
• 17:16
  Microphone (Samson Q2U Microphone): the
• 17:16
  Microphone (Samson Q2U Microphone): arena
• 17:17
  Microphone (Samson Q2U Microphone): dare,
• 17:17
  Microphone (Samson Q2U Microphone): greatly
• 17:18
  Microphone (Samson Q2U Microphone): and
• 17:18
  Microphone (Samson Q2U Microphone): try.