"I'm listening..."

Welcome to another edition of REAL TALK WITH SUSAN. Today, let's dive into a crucial aspect of our work: The Psychology of Selling. Many coaches struggle with the idea of selling their services. It can feel uncomfortable, even contrary to our core mission of helping others. However, understanding the psychology behind selling can transform your practice.

At its heart, selling is about building relationships and trust. Clients need to feel seen, heard, and understood before they can commit to working with you.

The first step is mastering your listening skills and genuinely engaging with potential clients' needs and concerns.

Remember, you're not just selling a service; you're offering a solution to their problems. When you frame your services in terms of the benefits they provide, rather than just the features, you make it easier for clients to see the value in what you offer.

Let's say you have a client prospect who is struggling with caring for their elderly parent. You will want to be asking lots of questions about what the responsibilities are and how much it is draining them emotionally and financially. Once you have determined that you can help them move through this challenging time of their life, you can share some of your ideas on how they can get some relief. If you do this really well, they'll be asking you for your support to implement some of these ideas. Your client prospect has just signed themselves up.

Don't shy away from discussing your fees. Transparency fosters trust. Be clear about what clients can expect to receive for their investment in themselves through your services.

By embracing these principles, you can turn the discomfort of selling into an opportunity to deepen your impact, effectively help others while also growing your own business.

Love and light,

Susan