I had to tell her "no"...

No, she couldn't sign up for my small group sales mentorship, even though she was so eager...

Because she wasn't currently in the right frame of mind to gain any benefit from it. Her head wasn't in it.

Not right now. She had some other self-work to do first. She needed to build confidence and self-belief or she'd always second guess every sales move she made and likely stop implementing before the program was completed.

She wouldn't succeed the way her hope today led her to hope she would later.

How did I know that?

Simple human conversation, that included asking questions that would tell me if she was ready to do the work... or not.

Not scripted qualifying questions.

Naturally flowing conversation that brings out the information you each need, to make an informed decision to work together.

Selling more doesn't mean selling to everyone.

Not everyone is ready to succeed and it's your job, as an integrity-led seller in the coaching and consulting space, to be able to recognise when someone isn't ready... and say no.

Just as much as it is theirs to say no, if they feel it's not right for them.

That's integrity-led selling.

Sometimes we have to say no.

Not as a tactic, like the "old boys club" would do...

As an act of service to the person in front of you.

Instead of taking her on as a client now, I recommended 2 people who, I believe, could help her build that confidence that will prepare her to succeed in my training group... next round. She was both happy and relieved. And still eager to join my program when she is better equipped to succeed.

That's selling with integrity.

And that's you will learn and practice when you join me.

If selling with integrity, while still closing 75%+ of your sales conversations sounds exactly like what you're craving, let's connect in DM and chat about my January small group integrity selling program.

There are 4 spaces left.

Your investment is $3k, with a $500 deposit this month.

We will meet weekly for 8 weeks. You will have weekly "homework" that will be done in the regular course of your business' sales activities each week, practicing the skills and using the tools I will share with you.

This is an opportunity for a coach, consultant or professional service provider who has an existing lead system that's working for you (though it may not be "perfect" yet), and is now ready to improve their sales process, so they can sell more to people who are ready to succeed.

"Working for you" means that even though you've made sales, you haven't always felt comfortable in the conversations, and/or have ended up with a few people in your program who turned out not to be a good fit.

Whether there were awkward moments, or you felt like you said the wrong thing, or you shut down when someone asked a question you weren't sure how to answer... or froze and stumbled when someone shared an "objection"...

We may do a bit of tweaking to your understanding of your ideal client and how you call them forward in your messaging... but we will not be re-inventing these systems! You should already feel like you've got that part pretty well handled.

What we will do is

create a simple, personalised process for qualifying the leads you have,

develop your non-scripted, well-practiced discovery and pitch conversational approach, that prevents objections so you have less of them to address,

while also creating a toolbox of methods to talk through any lingering objections with your prospect that lead to closing more, with less guilt and no manipulation.

If you know you're ready to join us, starting the second week in January, send me a DM and say READY.

If you have questions, before you join, share them below and I'll reply, with a full answer, today!