Module 2: The Free Session That Sell Experience Part 1

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Ilene Flowers
5 years ago
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1 Module 2: The Free Session That Sell Experience Part 1 I m a business coach, and I m going take you through Free Sessions That Sell as though you re a business owner/potential client. You have a business, so you can relate to that. The same process works in any niche market. When you are you using this, obviously you ll change the questions, etc. For now, for these purposes, were going to go ahead and assume that you re a business owner, I m a business coach, and I m taking you through this in that way. We ll talk about how to refine and tweak it for different markets later. In order to maximize the amount of time that we have together, I have a step- by- step process that I m going to take you through in our session today. Before we get started, tell me a little bit about your business. Here s where you can just pause and type out, say out loud, or hand write down a little bit about your business, where things are right now. Just a 90 second overview. Go ahead and do that right now. If you could wave a realistic magic wand, where would you like your business to be in the next 12 months? What else would you like to achieve? What else would be really awesome for you if you were to achieve this over the next 12 months? Go ahead and expand on your list a little bit more. If you had all this, in just the way that you d like to have it, what would it do for you? What would be the best part about having all this in just the way that you d like to have it? Why? Why is that the best part? What do you think could be slowing you down, standing in the way, or even stopping you from being able to achieve all the results that you re looking for right now? What else do you think could be slowing you down, standing in the way, or stopping you from achieving all the results that you want? Is there anything else anything else at all that could be slowing you down, standing in the way, or stopping you from achieving all the results that you want in your business? What else could there be? This is where we really want to dig deeper, because sometimes we think we know what the challenges are, but when you keep digging, keep thinking, and keep looking for other things that could be holding you back, you find that one and that s the one that s

2 sabotaging everything for you. Let s give it one last look of what else could be slowing you down, standing in the way, or stopping you from getting the results that you want right now. Why don t you have them already, perhaps? Okay. What do you see as the impact that all of these challenges are having on your business, on you personally, or on your income? Take a moment right now and list out, say out loud, or type in, however you want to do it, the impact. How is this impacting you? What are all the ways that this could be impacting you by not having the results? What are these challenges, how they re impacting you, and what else is it doing for you? What is the worst part about these challenges? Why is that the worst part? I can already feel the energy coming down. I m going to point to that later. The energy goes up when you talk about what you want and the energy comes down when you talk about the challenges. I just want you to notice that now while you re actually in it. If you could overcome these challenges and flow freely towards your goals, what would that do for you? What have you found most valuable about our time together so far? I have a program designed specifically to help people overcome these sorts of challenges that you mentioned and to achieve the kind of results that you re looking for. Would you like to hear a little bit about it? Great. There are five things that I help clients do that help them to overcome challenges and achieve these kinds of results. The first thing I help clients do is clarify their vision and their direction. We already did a little bit of that in this session itself, but there might be another level of clarity and specifics that would help you have even more of a clear vision and direction that would help propel you forward. Does that sound like something that would be valuable to you? Great. The second thing that I help clients do is help them strategize their actions. What that means is we take this vision that we re creating together, and we break it down into a year- long plan, a six- month plan, a 90- day plan, a 30- day plan, and basically a day plan, so that every day you wake up and you know exactly what you need to do to achieve the results that you re looking for. So that you don t wake up and think, Should I do this or should I do that? I don t know what to do, or just end up wasting time on the Internet. I m not saying that happens for you, but I know that happens for a lot of

3 people. We re going to create a crystal clear, specific action plan to get you the results that you re looking for. How does that sound? Great. The third thing I help clients do is help them to upgrade their skills. I don t know what challenges you wrote down, but if I did know, at this point I would want to relate these challenges back as I m explaining these five things. I want to relate them to the challenges that you mentioned or the goals that you mentioned, if possible. We ll get to that more when I re- teach this. There may be certain skills that you need to upgrade in order to achieve the results that you re looking for. Maybe it s sales skills. Maybe it s persuasion skills. Maybe it s marketing skills. It could be leadership skills. Are there any skills that you feel would be really helpful for you to upgrade, that if you were to upgrade those skills, you d be able to achieve the results that you want even faster? Go ahead and make a list right now of any skills that you d like to upgrade. Any questions about upgrading skills? The fourth thing that I help clients do is to optimize their environment. A lot of times there are subtle things in our environment that hold us down. For example, I noticed a while ago that I was getting a little bit chubbier than I d like to be. Most people think, I need to go on a diet, or I need to be more disciplined. If you have to discipline yourself to be successful, then you re in trouble, because as human beings, we generally tend to only have a little bit of discipline in us. If we have to keep disciplining and disciplining all the time it can be very difficult. For me, one of the things that I do in my house is I ll just look around and see what s going on in the kitchen. Can I clean out all the ice cream, chocolate chip cookies, and chocolate? Imagine this: a big plate of warm chocolate chip cookies (or whatever dessert that you would love) was sitting right in front of you, somebody offered it to you, and you re hungry. How tough would it be to turn that down? Maybe you could do it. Maybe you ve got some willpower. But what if that tray of cookies (or whatever your favorite dessert is) was just sitting in front of you every day and you had to walk right by it? You d have to discipline yourself to not eat that dessert every time. It would be easier if it wasn t sitting out, right? You could put it in the refrigerator or you could put it in the cupboard, and it s kind of out of the way. Out of sight, out of mind. But then those cravings might kick in and you think, I know I ve got this thing. It s still in the environment.

4 For me, what I did was I cleaned all the stuff out of the house. Now if I want to get one of those treats, I have to leave the house. I have to make a conscious effort. I m using the environment to my advantage. I found that with dark chocolate- covered anything, I m not stronger than the chocolate, but I m smarter than the chocolate. So I get it out of the house and instead I replace all that stuff with fresh fruits and veggies that are clean, fresh, and ready to eat. I create friction in the environment to keep me from doing the things I don t want to do and eliminate friction from my environment to make it easy for me to do the things I do want to do. These are things that we re going to want to do together; optimize your environment. It might not be your physical environment, although it could be. For me, many years ago, I got rid of television because I found myself at home I used to work from home and I was distracting myself with TV a little too much. I ended up just eliminating television completely. Same thing in my office. I used to be really cluttered and I had a very uninspiring space and I shifted that around. There are really three main environments that I help clients to optimize. One is their physical environment, the other is their people environment, and the third is their mental environment. Are you feeding your mind good powerful, positive stuff or junkie stuff? Are you surrounded by people who are successful and going places maybe even surrounded by people who are more successful than you or are you surrounded by people who aren t as successful as you are? Do you have a spouse who s fighting against your success? Those kinds of environmental issues can be a problem, so we want to optimize those things so there s nothing standing in the way so success is smooth sailing. Does that make sense? Does that sound like that would be valuable to you? Great. The fifth, and final thing I help clients do is to master their psychology. The truth is, most of us know what to do but we just aren t doing it. Now, sometimes we don t know what to do. Absolutely. We want to learn more strategies, skills, or techniques and that s very powerful, too. But, if we have a fear of going up and talking to a perspective client, that s going to hold us back. Maybe you need to hire somebody to grow your team. Or maybe you have people on your team and you have a hard time holding them accountable because you want them to like you and you re afraid that they re going to cause some conflict. That fear of conflict is one of those things that could be holding you back. If you look at your list of challenges, there might already be something on your list of what s holding you back that could be one of these things that we need to master your psychology on. And if you don t know what s holding you back when it comes to

5 mastering your psychology maybe you feel totally clean on that, you don t need any of that stuff, then that s not a problem and we won t go there but if something comes up where you think, I know I need to do this and I m not doing it. I talked about optimizing environment and that s great if there s something to change your behavior. Use the environment to help change your behavior. But you re feeling like you have to discipline yourself over and over, either just find another way, or let s see what s really going on underneath the surface. Why is it that you re dreading this and why do you feel like you have to do it that way? Mastering your psychology is one of the most powerful aspects of coaching. I have some very powerful tools for helping people release those fears, doubts, limiting beliefs, and limiting thinking so that we can blast through all that and keep you moving forward to getting the results that you want. How does that sound? Does that make sense? Great. That s how I help clients get the results that they want. Would you like to hear a little bit about the structure of how I work with clients over the course of a year? Great. I work with clients for a year at a time and I meet with clients on average about three times a month, for 45 minutes. During those sessions, that s where we re going to do those five things. We re not going to do all five every session. One session we might focus on one thing, another session we might focus on another thing. And because I have the big picture about where you want to go in your business, I have a plan for our coaching and what we should be focusing on from one session to the next to get you where you want to go. From one week to the next week, you might have something specific that you want to work on. Based on what I know, I might say, Okay, great. Let s work on that. That s absolutely essential. We need to do that, or I might say, That s good. We can work on that but I also know that we need to work on this big piece, too. Which of those do you think feels most important for you? And I ll let you pick. I just want to make sure that I know where you want to go long- term and those things that need to get addressed absolutely will get addressed over time. Those are the five things I help clients do and that s how I work with clients. Three 45- minute sessions a month, on average. Any questions about that? At this point, usually the only question people have is, What s the investment? Is that something you d like to know? The investment to work with me is you can either pay monthly or you can pay for the whole year up front in full. If you want to pay monthly, the investment to work with me

6 is $24,995 a month. Or you can full- pay for the year, and it is only $235,000 total for the year. I also have special pricing for people who decide to go for it right during this session. Would you like to hear about the special pricing? The special pricing, instead of it being $24,995 a month, is just $19,997 a month. If you want to full- pay for the year, it s $175,000, full paid up front. Which of these feels like the best fit for you, the full pay or the payment plan? Great. Let me get you entered into the system. This is where I would take your information. Let s get your name, your e- mail, your address, and your phone number. Which card would you like to use? Great, American Express. No problem. Let s get our first session scheduled. I like to get them scheduled as soon as I can, maybe the following week if possible. If I have the session really early in the week, then maybe I d schedule it for later in the week. Let s get you scheduled. Congratulations! I can t wait to work with you. I m going to send you some paperwork. Please fill it out and send it to me at least a day before our first session, and then every session we have I d like you to send me the answers to these three questions. Basically, it s just three categories: wins, challenges, and focus. Wins are what awesome things have happened since the last time we spoke. You could have a lot of wins between now and our first scheduled session. I want to hear about those. The second thing is your challenges, any challenges that have come up between now and when we speak next. And third, what you specifically want to focus on in each session. Before every session we have, I want you to send me that e- mail with those three things. Does that make sense? You can send it to me as early as a day before or as late as an hour before our session. It s better, usually, if it s the same day of our session but maybe an hour before. This way I have a chance to look at it, review it, and in some cases I might even reply to you before we have our session, but at least I kind of have a great picture of where you re at and we can hit the ground running right at the beginning of our session. Sound good? Okay! Congrats, again! I can t wait to get started working with you. Call me on this same number and I ll talk to you next week. You can do this in person, you can do it over the phone, and you can do it over Skype, etc. But that is Free Sessions That Sell. Now I assumed you signed up, even at my

7 $20,000 a month rate, there were no objections. You didn t object, which was great. Good job on you! But, we re going to cover each of the objections that people might have and how to overcome those objections. I m also going to come back through the whole program and explain why we re asking what we re asking, the intended impact that it should have on your prospective client, and the value that it creates for your prospective client. We re going to go back through it and then we re going to handle all the major objections. Plus, I m going to teach you that really powerful technique that I mentioned for helping people overcome objections and helping anybody overcome fear, including yourself. Then, of course, we re going to cover the different specialty niche markets and just some slight refinements that we would have based on the kind of coaching that you do.

Module 5: How To Explain Your Coaching

Module 5: How To Explain Your Coaching This is where you explain your coaching, consulting, healing or whatever it is that you re going to do to help them. You want to explain it in a way that makes sense,