Become A Health Coach Certification. Pillar 2: TCM Skills Week 2. Pillar 2 Week 2 Video 3 1
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1 Become A Health Coach Certification Pillar 2: TCM Skills Week 2 1
2 The 5 Segments of The Closing The Deal Conversation 2
3 Learning Objectives: Learn the 5 segments of the Closing The Deal Conversation (CTD), with corresponding coaching question sequences. 3
4 Now that you have a title and benefit bullets for your CTD, let s look at the conversation itself and discover how the question sequences unfold. 4
5 The CTD has 5 segments that build on each other. Let s take a look at each segment now. There s a handout under this video called The 5 Segments Of The Closing The Deal Conversation if you d like to follow along. 5
6 The 5 Segments of The CTD 1. Establish Rapport & Pre-Frame The Call 2. Draw Out The Desired Outcome & Vision 3. Draw Out The Problem What s stopping them or slowing them down from getting what they want, and what is it costing them to continue to have this problem? 4. Offer Your Program As A Resource 5. Invite Them To Take The Next Step 6
7 Let s go deeper into each segment of this coaching conversation. 7
8 Segment #1: Establish Rapport & Pre-Frame the Call 8
9 1. Establish Rapport & Pre-Frame The Call Hi Jane, thank you so much for joining me for this Total Transformation Breakthrough session. I m looking forward to getting to know you. Here s how we re going to get the MOST value during our time together: I m going to ask you a series of questions specifically designed to uncover the challenges you re experiencing, or what s NOT going well. And to discover what your vision is for your [health, weight, digestion, etc.] and uncover what might be stopping you, slowing you down, or preventing you from having what you want, so you know what to do next to move forward. 9
10 1. Establish Rapport & Pre-Frame The Call There s no way you can mess this up, the process is easy and fun and is guaranteed to deliver some powerful breakthroughs, so you can just relax and enjoy. And by the end of this conversation, you ll know if I m a good fit for you, and I ll know if you re a good fit for me, so we ll be able to make a decision about whether or not working together is the best next step. How does that sound? Great. Let s get started! 10
11 Segment #2: Draw Out The Desired Outcome & Vision 11
12 2. Draw Out The Desired Outcome & Vision What s the outcome you want? OR If you could wave a magic wand, and really get what you want in the next 90 days, what would that look like? What will you (and others) see, hear, and feel when you have your outcome? How would it make a difference in your life (and other important people in your life) if you got this outcome? What will having that do for you? What is important about that? 12
13 2. Draw Out The Desired Outcome & Vision What would that feel like? Wow! What would unfold for you then [in your relationships? in your work? in your social life? in your finances?] What will having that do for you? Imagine if you did have [XYZ, what they say they want]... what else in your life would open up for you? OR What could you do in your life that you can t do right now? What would be the best part of that? 13
14 Segment #3: Draw Out The Problem 14
15 3. Draw Out The Problem What s stopping you or slowing you down from having [desired outcome] right now? Can you tell me a little more about that? What s your biggest challenge with that? How has that impacted your daily life (work, relationships, finances)? What has worked for you in the past? 15
16 We ve also added some additional questions that you could ask in this section. You re looking for the juiciest high leverage question that will provide value to the client and help determine if you are a good match to work together. 16
17 The CTD is designed to be 30 min; but when you re first learning it, the CTD might take closer to an hour, which is totally okay. The more you practice, the tighter it will get. 17
18 All of these questions can be tailored to any niche. If necessary, feel free to make shifts in the wording to make the question more relevant for your practice. 18
19 3. Draw Out The Problem Do you have any specific cravings? When do you crave that? How often? How does it make you feel? Does it make you feel better or worse? What is your stress level on a scale of 1-10? How does stress affect your relationship to food? How does it manifest in your body? What do you do to pamper yourself, unwind? How often? Is there anything that you d like to be doing for yourself that you re not? 19
20 3. Draw Out The Problem What gets in the way of doing these things? Then ask How is this [insert their biggest problems in their words] affecting you? Don t be afraid to ask... What do you anticipate these problems are costing you now and in the future? Let s put a pencil to it and see what this adds up to... 20
21 3. Draw Out The Problem Do the math with the prospective client so they can understand what s at stake for them. So by not getting this solved, it s actually costing you $. Wow! How does that feel? On a scale of 1-10, how important is this for you to solve? 21
22 Segment #4. Offer Your Program As A Resource 22
23 4: Offer Your Program As A Resource Be sure to use your client s exact words. Let me see if I understand you. What I m hearing is that you want to move away from x, y, and z... and that you want to feel more a, b, and c. Optional Question: Am I missing anything that should be addressed? Don t let a session drag on too long. If you ve gotten to the crux of what s going on for the client, skip this question and move towards the invitation. Based on what you ve told me, your next step is... 23
24 This is the most challenging part of the CTD for most health coaches, because this is the time when you ll describe your program to your potential client. 24
25 The reason this is so hard for most health coaches is because they ve never been trained properly on how to do it. I can almost guarantee you that there is no health coach certification training that will teach you how to do this correctly, other than BHC. 25
26 This section of the conversation is so important that we re going to spend the entire next video on it. Plus, we ll give you word-for-word scripting that we ll add into your CTD template so you ll know exactly how to describe the Total Transformation health coaching program the RIGHT way. 26
27 Segment #5. Invite Them To Take The Next Step 27
28 5: Invite Them To Take The Next Step If we work together, when would you ideally like to get started? Chances are good that your practice clients will want to continue working with you after such a powerful coaching conversation, even when you re just doing the 6 practice CTDs that are required for certification. If a client does want to continue working with you, then you have 4 options 28
29 4 Options: 1. Invite prospective client into your 90-day program as a practice client. To satisfy certification requirements, you must take 2 clients through the entire 90-day Total Transformation program. 2. Tell prospective client that you have openings for new clients in. Put this potential client on a wait list for when you are ready to start working with them. 3. Invite prospective client into the 14-day Detox or the 90-Day Total Transformation as a paid client. Use this option if you are an advanced coach. 29
30 4 Options: 4. If the client is not a good fit for you, thank the client for showing up for themselves in this powerful conversation, and recommend whatever resource you think might be best for the client. I wouldn t be the coach you expect me to be if I told you that working with me was the right fit, right now. If you re going to invest your time, your energy and your resources, then it should only be in the program or experience that is best for you. Based on what I ve heard you say, the resource I recommend for you right now is. 30
31 Script For Practice Client: If we were to work together, when would you ideally like to get started? Fantastic. I have an opening on [Thursday]. Otherwise we can start first thing [Monday morning]. [Schedule 1st session with client] 31
32 Script For Practice Client: Here s what to do next to enroll in the program In a few minutes you ll receive a Welcome from me. Program agreement is attached simply sign and return [or if you are using EchoSign, then share those instructions] Between now and our first session, I invite you to [Give the client a simple action step based on what you learned in the CTD conversation that will help them get started]. 32
33 Script For Practice Client: If we were to work together, when would you ideally like to get started? Fantastic. I have an opening on Thursday. Otherwise we can start first thing Monday morning. [Schedule 1 st Session] Here s what to do next to enroll in the program We can actually do it together on the phone. It will only take 3 minutes. There are 2 investment options. You can invest in full now and save ~$1K which is the best deal, or if you prefer, you can do a monthly payment plan. Either way is totally fine. Which option do you prefer? 33
34 Script For Practice Client: Have client give you billing address and CC information and process through PayPal or Stripe, or have client fill in information on those sites themselves. Walk the client through the whole process. In a few minutes you ll receive a welcome letter from me and with a Program Agreement that you ll sign and return [or sign via EchoSign]. Between now and our first session, I invite you to [Give the client a simple action step based on what you learned in the CTD that will help them get started]. 34
35 Script For Practice Client: Do you have any questions before we complete today? Tell them you can t wait to get started and assure them they made a fantastic decision. Then complete the session. 35
36 Recap! You ve Discovered: The 5 segments of the Closing The Deal Conversation 36
37 Before you move on to the next video to learn how to describe your program to potential clients in Segment #4 of the CTD, leave us a comment below and let us know What was the most interesting part of this video? 37
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