Talk about one of those “Aha!” moments! My coach knew exactly what she was doing. Rather than deliver the same presentation or a revised presentation to every prospect, she opened up a new possibility for me to find out what value looked like from the eyes of every prospect, rather than from my own. What evolved was a process of inquiry and a defined set of questions that I used when meeting with each of my prospects.

The gem that I discovered very quickly when it came to selling my training and coaching services was totally counterintuitive. That is, you can’t sell coaching. Or at least not in the traditional sense of selling.

In other words, because coaching is about the investment in yourself and in your own personal or professional development, the client has to be ready and willing to be coached.

Either you are ready to generate substantial and unprecedented results both in your life and your career, willing to be accountable, honest, and proactive to achieve your goals, or you're not. Discovering this inspired me to develop an entirely different model - one that countered traditional selling.