How Sales Training Made Me A Better Coach

John: 00:00:00

As a coach, I wonder if you've ever had sales training.

2

: 00:00:03

I didn't think it was something I

ever really wanted or needed, and then

3

: 00:00:07

several years ago I had the opportunity

to take a role that involved sales

4

: 00:00:12

primarily something I had never really

done as a professional role before.

5

: 00:00:17

I.

6

: 00:00:17

And I found that it helped me to

grow and develop as a coach as well.

7

: 00:00:22

And I want to share with you in this

episode how sales training helped me to

8

: 00:00:28

become a better coach and really why I

think probably all coaches could benefit

9

: 00:00:32

from some level of sales training.

10

: 00:00:35

So let's fling open the doors

to the coaching clinic and

11

: 00:00:38

we'll see you after the intro.

12

: 00:01:23

You probably already realized

it's just me today flying solo.

13

: 00:01:27

Angie is recovering at the moment

and hopefully she'll have her

14

: 00:01:30

voice fully back soon, and she

will be back to join us once again.

15

: 00:01:35

But just before we get into what

we're gonna be covering today, here's

16

: 00:01:39

what we're planning for the show.

17

: 00:01:40

We've been finding that some of the

shorter episodes that we've done recently

18

: 00:01:44

have been quite popular and we think

that maybe it's nice to have a bit of a

19

: 00:01:49

selection of shows that you can listen to.

20

: 00:01:52

So we'll still have an episode each month

where it's me and Angie talking for maybe

21

: 00:01:58

30, 40 minutes about a particular topic.

22

: 00:02:01

We're going to also plan to bring you an

interview episode each month at the moment

23

: 00:02:06

we're setting those up and we're gonna

bring you a couple of shorter episodes,

24

: 00:02:10

which will just be one with myself and

one with Angie, where you get to hear a

25

: 00:02:14

bit of our individual expertise instead of

both of us nattering on for however long.

26

: 00:02:21

So we are gonna try that out.

27

: 00:02:23

You can let us know what you think, and

we hope that you'll enjoy this format

28

: 00:02:26

and that you'll enjoy the selection

of some shorter episodes, some longer

29

: 00:02:29

episodes, and some guest coaches coming

on as well to talk about their areas

30

: 00:02:34

of expertise, but today I wanna talk

about sales training for coaches and

31

: 00:02:39

frankly, a lot of coaches suck at sales.

32

: 00:02:42

Let's be honest about it.

33

: 00:02:44

And it's not an easy thing.

34

: 00:02:45

I mean, We come into coaching, we just

want to coach, and so the sales part of

35

: 00:02:50

it can really let a lot of coaches down.

36

: 00:02:53

That's certainly been true

for me in my past as well.

37

: 00:02:56

When those prospecting calls get to

that point where you have to start

38

: 00:03:00

discussing pricing and payment,

it's easy to go to pieces and

39

: 00:03:04

start to feel unsure of yourself,

40

: 00:03:06

if you don't really

know what you're doing.

41

: 00:03:09

Also, just getting yourself onto those

calls and into some prospecting where

42

: 00:03:13

you are reaching out to people can fill a

lot of coaches with fear, and that alone

43

: 00:03:20

can stop you from taking the action that

you need to take to grow your client

44

: 00:03:24

list and to have a successful business.

45

: 00:03:28

I will say this, I was lucky enough

in the role that I had with a podcast

46

: 00:03:33

training company a few years ago, to

be trained up pretty much every day

47

: 00:03:37

there was training every day, which

is, it was intense, but I liked it.

48

: 00:03:42

And a lot of that training

was with sales professionals.

49

: 00:03:46

People called setters and closers.

50

: 00:03:49

Setters are the people who set

sales calls, and ideally they're

51

: 00:03:53

setting them for the closers

who are gonna close the sale.

52

: 00:03:56

Both roles will often work on

a sole commission basis or on

53

: 00:04:00

a primarily commission basis.

54

: 00:04:02

And so making the sales becomes critical

to your success in those kinds of roles.

55

: 00:04:08

In that role, I would get the privilege

to have one-on-one sales training from

56

: 00:04:12

some experts, as well as being able

to attend group coaching and training

57

: 00:04:17

that would go along with that, and

the whole online program of sales

58

: 00:04:20

training that I could work through.

59

: 00:04:22

And this was with Cole Gordon.

60

: 00:04:23

Have you ever come across

Cole Gordon before?

61

: 00:04:26

It was really good stuff, and

his team were amazing people.

62

: 00:04:29

I got to learn some fantastic stuff from

them, just amazing at what they do.

63

: 00:04:34

Is because they put in the

time to become amazing.

64

: 00:04:38

Now, I think some people do

have some more natural talent

65

: 00:04:40

to particular areas of sales.

66

: 00:04:42

I was probably much better working as a

setter than I might ever have been as a

67

: 00:04:46

closer, and some of the reason for that is

you, in closing situations, you do have to

68

: 00:04:52

be a little more confrontational to some

degree, obviously, in a respectful way,

69

: 00:04:57

and that is something that I didn't feel

as comfortable doing, but could do it.

70

: 00:05:03

And again, it would take more

training and commitment to get there.

71

: 00:05:07

But the reality is the reason why we

needed to have all that coaching and

72

: 00:05:13

training is because sales is hard.

73

: 00:05:15

It can be a bit demotivating.

74

: 00:05:17

In fact, so much of it is about mindset

that is essential to set things up,

75

: 00:05:22

that put you in the right kind of

mindset, to be able to do a good job in

76

: 00:05:27

sales, and especially as a lot of that

work is on like phone or zoom calls.

77

: 00:05:32

So you need to be able to be mentally

prepared for potentially a lot of

78

: 00:05:36

rejection to start training yourself

after taking that personally and

79

: 00:05:42

to start to train yourself into.

80

: 00:05:45

Helping people move forward who do have

a want and have the ability to move

81

: 00:05:50

forward with the program, making sure

that something is the right fit for them.

82

: 00:05:54

And I think there is still this

association that a lot of people carry

83

: 00:05:58

around sales that this is just about

getting people to buy your stuff,

84

: 00:06:03

and that's all it is, but it's not.

85

: 00:06:05

Sales is about creating a relationship,

a trust that says, Hey you have

86

: 00:06:10

a need and you have a problem.

87

: 00:06:11

I think we can help you with that.

88

: 00:06:13

We have this that is designed to

help you with the problem that you

89

: 00:06:16

have, and let's see if this could

be a good fit for you, and if it is,

90

: 00:06:21

we're gonna deliver that for you.

91

: 00:06:23

That's not the end of the journey.

92

: 00:06:25

Now, sure.

93

: 00:06:26

If they sign up for the program, great.

94

: 00:06:28

They've, they're on their path, but

you are still a part of that business.

95

: 00:06:32

You're still connected

to that organization.

96

: 00:06:34

Your trust is part of what's helped

get them through the door into that

97

: 00:06:39

relationship with that business.

98

: 00:06:41

And so it's essential that

you care about the people that

99

: 00:06:44

you're helping through to that.

100

: 00:06:46

Otherwise you can end up.

101

: 00:06:47

And I've seen this happen, I've even been

accused of it one time of trying to push

102

: 00:06:53

people to do something that they don't

really want to do, which even with the

103

: 00:06:58

best ethical will in the world can still

happen because some people change their

104

: 00:07:02

mind and they want to back out and they

will look for every way possible to back

105

: 00:07:07

out and everyone possible to blame for

them having made a decision that they

106

: 00:07:11

think they didn't actually want

to make in the first place.

107

: 00:07:14

So a lot of stuff can happen and no

matter how good or ethical you are, you

108

: 00:07:18

can still end up being accused of stuff

because of these kinds of situations.

109

: 00:07:23

Whenever money is involved,

things can turn unpleasant quite

110

: 00:07:28

quickly in certain situations,

and we just have to accept that.

111

: 00:07:31

But I think a lot of this stuff

puts coaches off the whole

112

: 00:07:34

sales side of their business.

113

: 00:07:37

Ultimately that's not serving you

and it's not serving your potential

114

: 00:07:40

clients who you could be helping.

115

: 00:07:42

Angie and I have talked on the show

before about triage calls or discovery

116

: 00:07:46

calls and helping to make sure, as

best you can, that you bring the right

117

: 00:07:49

people into your coaching, whether

it's one-on-one group programs, online

118

: 00:07:53

programs, whatever else you're doing.

119

: 00:07:54

I.

120

: 00:07:55

That you try and bring in the right people

who are a fit for working with you and

121

: 00:07:59

with your community, who you feel that

you can help them get good results and

122

: 00:08:03

they're gonna do well in your program.

123

: 00:08:04

You ideally don't want to be bringing

people in just for the dollars.

124

: 00:08:08

It's not like some gym memberships

where they will just let

125

: 00:08:11

you keep paying and paying.

126

: 00:08:12

I'm happy that the gym that I go to

they will check in and they wanna

127

: 00:08:17

make sure that you want to renew

your membership with them before they

128

: 00:08:21

just go ahead and try and take money.

129

: 00:08:23

In fact they set it up so that.

130

: 00:08:25

Your period of membership

does not auto run.

131

: 00:08:28

You have to go and renew your membership

because they actually don't want

132

: 00:08:33

people who are making payments to

the gym and not using the service.

133

: 00:08:37

They want their members to feel

like they're being cared for.

134

: 00:08:41

And I think that is a level of care and

it's one that we should have as coaches.

135

: 00:08:46

So I said in the intro that sales

training made me a better coach

136

: 00:08:50

and I think I need to explain why.

137

: 00:08:52

I believe that's the case.

138

: 00:08:55

One of the things you have to get to very

quickly in sales calls, especially the

139

: 00:09:01

setting calls that I was doing, where

was really qualifying people for whether

140

: 00:09:06

they were a good fit or not, was to

try and get very quickly to where their

141

: 00:09:11

biggest challenges and problems were.

142

: 00:09:14

Because when I could identify

that, I would know whether the

143

: 00:09:18

program we had was gonna be

potentially a fit for them or not.

144

: 00:09:23

Regardless of whether they would

actually have the finances or anything

145

: 00:09:27

else like that to proceed that's

the first thing we had to get to.

146

: 00:09:30

And so sometimes you had to get very

quickly from a little bit of rapport

147

: 00:09:37

into getting to those sales questions,

ASAP, so that you can understand the

148

: 00:09:42

pain and the problem that they have.

149

: 00:09:44

That can require a little bit of digging.

150

: 00:09:47

Now you do need to have a little

bit of rapport, but one thing I

151

: 00:09:50

got from sales training is that

you don't want too much rapport.

152

: 00:09:54

And I think that is true with

coaching situations as well.

153

: 00:09:58

And potentially what I got taught

with things like NLP trainings, like

154

: 00:10:01

you may have had similar experiences,

whereas that's all that you want.

155

: 00:10:05

Lots and lots of rapport.

156

: 00:10:06

I don't think that's the

case so much in coaching.

157

: 00:10:09

You want enough rapport that you feel

a connection and that you can have a

158

: 00:10:14

good conversation, but you don't want

lots and lots of rapport because you're

159

: 00:10:18

not trying to create a friendship here.

160

: 00:10:20

And we just had Chris Mar on the show

talking about being an authoritative

161

: 00:10:25

coach and there is importance of

having that bit of distance and

162

: 00:10:30

authority with your clients that you

are not trying to be their friend,

163

: 00:10:35

you're not trying to please them.

164

: 00:10:37

People pleasing is actually gonna

be damaging to you as a coach.

165

: 00:10:40

So we need to have a little bit

of professional distance, but we

166

: 00:10:43

want to keep the relationship good.

167

: 00:10:46

We wanna have some good rapport

there, but not too much of it.

168

: 00:10:50

So too much rapport is damaging

in sales situations as well.

169

: 00:10:54

You then want to get as quickly

as possible into talking about

170

: 00:10:58

what the problems are that they

have, where are your challenges?

171

: 00:11:00

One of the questions I was probably

asked the most, and which I ask in

172

: 00:11:03

coaching discovery calls as well.

173

: 00:11:05

What's your biggest challenge right now?

174

: 00:11:07

What's your biggest challenge right now

in relation to what we are talking about?

175

: 00:11:10

What you're looking for,

coaching or help with?

176

: 00:11:13

With that, we can start to dig into it.

177

: 00:11:16

Tell me a bit more about that.

178

: 00:11:17

So I don't just want to get

the surface level problem now.

179

: 00:11:20

Tell me a bit more about that.

180

: 00:11:21

I want to know what the pain is for them.

181

: 00:11:22

I want to know how it's

been affecting them.

182

: 00:11:25

I want them to know that I'm

interested in hearing more about it.

183

: 00:11:29

So I'm asking to go to

a bit of a deeper level.

184

: 00:11:32

Can you provide me with

some more information?

185

: 00:11:33

Give me an example of what's

been going on for you?

186

: 00:11:36

How has that left you feeling?

187

: 00:11:39

Or what is it you really want here?

188

: 00:11:40

What were you hoping would

happen that didn't happen?

189

: 00:11:43

These are the kinds of questions

that can help you dig into

190

: 00:11:46

what somebody's issue are.

191

: 00:11:47

Even just in asking these questions,

you are starting to get into a

192

: 00:11:50

sort of coaching relationship.

193

: 00:11:52

You are not really coaching them yet,

but you are taking them down that journey

194

: 00:11:56

of, alright, here's where the problem is.

195

: 00:11:58

Here's where the pain is, and maybe

even here's what I would like to

196

: 00:12:01

happen, here's what I'm going for.

197

: 00:12:04

And then we know whether we can

actually help in terms of making a sale.

198

: 00:12:09

Is this program gonna be the right fit

for you now in that particular situation

199

: 00:12:13

under the company I worked for not

long after that where it was speaker

200

: 00:12:15

training, it's very easy to figure out.

201

: 00:12:18

All right, the problem is you

want to be a full-time podcaster,

202

: 00:12:20

that you're not making any money.

203

: 00:12:21

The problem is you wanna be a full-time

speaker, but you dunno how to do that.

204

: 00:12:24

Great.

205

: 00:12:25

What is it, we can go into what

is it you wanna speak about?

206

: 00:12:27

Who is it you want to help?

207

: 00:12:28

What have you been doing so far?

208

: 00:12:31

Where have been your biggest

challenges in finding paid gigs?

209

: 00:12:35

That's the sort of stuff we can look

to get into, to find out more about

210

: 00:12:40

these issues we want to ask, probably

similar probing questions in coaching,

211

: 00:12:46

but I think in coaching we don't always

go quite deep enough with people.

212

: 00:12:51

And so asking those questions

like, tell me more about that.

213

: 00:12:55

And, getting to, okay,

how did that feel for you?

214

: 00:12:58

What really happened here?

215

: 00:12:59

What have you done before?

216

: 00:13:00

What didn't work previously?

217

: 00:13:03

Great stuff to get into with people

because you want them to understand

218

: 00:13:07

where the pain and the problem is and

where the solution is they're heading.

219

: 00:13:10

And you want that in your coaching

calls as well as in sales calls.

220

: 00:13:13

I think also, just in terms of being a

better coach professionally, being able

221

: 00:13:18

to make sales calls is really important.

222

: 00:13:21

I'm not necessarily suggesting that

you have to go and take sales training.

223

: 00:13:24

It wouldn't hurt you, but it's probably

not the most pressing thing on your mind,

224

: 00:13:29

understanding some basic principles of

sales, maybe even see if you can find

225

: 00:13:34

a short program or a good book about

sales, especially for coaching services

226

: 00:13:40

that could help you to be able to

have these conversations more easily.

227

: 00:13:43

There are some great mentors out

there, and I'm not talking about the

228

: 00:13:46

people who are talking about loud.

229

: 00:13:47

Take your coaching business to $1

million in six weeks kind of thing.

230

: 00:13:51

I never liked those offers.

231

: 00:13:53

It's very fly by night.

232

: 00:13:55

Sometimes it's stolen IP of other

people's content, great courses that

233

: 00:13:59

other people have taken said, all

right, I've learned this from them.

234

: 00:14:02

Now I'm gonna go and teach it to other

people and charge a ridiculous amount

235

: 00:14:06

of money for it and not really have the

expertise or the backing to be able to

236

: 00:14:10

help people as well as the people who

they borrowed or stole the IP from.

237

: 00:14:16

There's a lot of that out there.

238

: 00:14:17

Or people calling themselves

experts who aren't really, you

239

: 00:14:20

still must do your due diligence.

240

: 00:14:22

But a bit of sales training could

help you be better as a coach, both

241

: 00:14:27

with your business, being able to make

the calls, push yourself to do that.

242

: 00:14:31

One, a great recommendation I got during a

sales training and I think it was Mattaius

243

: 00:14:37

was to read Seth Godin's book, the Dip.

244

: 00:14:40

Short book.

245

: 00:14:41

Really good.

246

: 00:14:41

But it's about striving to become the

best at what you do, even if you're never

247

: 00:14:44

gonna become the best at what you do.

248

: 00:14:46

That having that striving to do that

is gonna help you to keep growing and

249

: 00:14:50

pushing yourself when things may get

a bit challenging for you as well.

250

: 00:14:55

Great attitude and a great thing to do.

251

: 00:14:58

But I would say, one of the most valuable

pieces , I learned during that whole

252

: 00:15:02

process was about how to get on with

doing the calls, doing the stuff that you

253

: 00:15:07

don't really want to do, or that sometimes

it's hard to motivate yourself to do.

254

: 00:15:12

And the reality came to be

that the hardest thing to do

255

: 00:15:17

sometimes is to get started.

256

: 00:15:19

Our brains are sometimes creating

friction, sometimes feel like

257

: 00:15:23

working against ourselves.

258

: 00:15:25

We could call it self-sabotage

if you like, but that's,

259

: 00:15:27

it's our stuff coming up.

260

: 00:15:29

Or sometimes it's a lack of motivation

or it's insecurity or fear of rejection

261

: 00:15:34

or fear of the unknown, which is,

it's all very real things that can

262

: 00:15:38

happen on sales calls for sure.

263

: 00:15:40

We don't know what we're gonna get or

what we're gonna have to deal with,

264

: 00:15:44

and our brains tend to like certainty,

so it's very natural for those

265

: 00:15:47

sorts of feelings to come up for us.

266

: 00:15:50

But it doesn't have to be the case

that we let those things stop us.

267

: 00:15:54

And what we tend to find is if we just

get ourselves started and get things

268

: 00:15:59

rolling, we do start to build momentum

and we get better and better at doing the

269

: 00:16:06

thing that we have a bit of resistance to.

270

: 00:16:09

With time, with practice and

enough repetition, you'll

271

: 00:16:13

have no fear about that.

272

: 00:16:14

You'll just be able to start

doing the numbers, making

273

: 00:16:17

the calls following through.

274

: 00:16:19

There are so many things

in life we can do that.

275

: 00:16:20

With that, we just have to

get started, build momentum.

276

: 00:16:24

And not spend too much time listening

to our self-talk that is trying

277

: 00:16:29

to talk us out of it or thinking

about how we don't feel like it.

278

: 00:16:34

How many times in life with yourself

or with your clients, have you come

279

: 00:16:38

across, I don't feel like it as being

the reason for not taking action.

280

: 00:16:43

Very common.

281

: 00:16:43

Very common.

282

: 00:16:44

And one of the main things that

stops people doing things, is because

283

: 00:16:47

they don't feel like doing it.

284

: 00:16:49

They don't, alright.

285

: 00:16:50

I don't feel happy, so

I don't wanna do that.

286

: 00:16:51

I don't feel salesy today.

287

: 00:16:52

I don't feel like doing my marketing.

288

: 00:16:54

I don't feel like creating content

today, so I'm not gonna do it.

289

: 00:16:57

There are times when it's actually

not a bad thing to push ourselves to

290

: 00:17:02

do some of those things that we don't

really want to do because otherwise

291

: 00:17:06

we will end up only ever doing the

things that we feel like doing, we are

292

: 00:17:10

limiting our ability to get stuff done.

293

: 00:17:14

This is definitely harder for

people who work for themselves than

294

: 00:17:17

when you work for other companies.

295

: 00:17:18

Sometimes just that thing of I don't feel

like doing this today, but I have to do

296

: 00:17:22

it because I'm gonna get fired if I don't.

297

: 00:17:25

If you have a job working for a company

can be enough of an incentive to get

298

: 00:17:29

you to take the action and do that.

299

: 00:17:31

We don't always have that if

we're working for ourselves.

300

: 00:17:33

So we have to be the person who

pushes ourself forward and say,

301

: 00:17:36

no, this is gonna be worth it.

302

: 00:17:38

Oh, I don't feel like getting up

and going to the gym this morning.

303

: 00:17:41

Well, You're gonna feel better afterwards.

304

: 00:17:42

You're gonna, see and feel

long-term results if you take

305

: 00:17:45

that action and go and do it.

306

: 00:17:47

But you're gonna have to push

yourself into becoming a little bit

307

: 00:17:50

uncomfortable to get that to happen.

308

: 00:17:52

And that means pushing yourself up against

what you feel like doing rather than

309

: 00:17:57

what you perhaps know you should do.

310

: 00:18:00

And you feel some resistance to.

311

: 00:18:02

Now this isn't me saying we should

always do stuff we don't want

312

: 00:18:05

to do or don't feel like doing.

313

: 00:18:07

No, we do have to, I think sometimes

acknowledge what's going on for us.

314

: 00:18:11

But more than anything, we have to

be aware of where we are limiting

315

: 00:18:16

ourselves from taking action or

maybe just not taking enough action.

316

: 00:18:20

I've had friends who never

really cleaned at home and the

317

: 00:18:24

houses would get messy and dirty.

318

: 00:18:27

Several people I've known in life like

this, and I'm the kind of person that

319

: 00:18:30

would go stay there or be there with

them and clean for them because I can't,

320

: 00:18:35

I just can't live in a dirty house.

321

: 00:18:37

I'm not, I am by no means a

clean freak, but I absolutely

322

: 00:18:42

cannot live in dirt and mess.

323

: 00:18:45

And also, I liked doing that for

them as well 'cause they were

324

: 00:18:48

friends and I didn't want them

to be living in dirt mess either.

325

: 00:18:53

But the thing of that is that they weren't

cleaning because they didn't feel like

326

: 00:18:56

it or they do the bits they did or were

just had to be done because you can't

327

: 00:19:00

function without them, but leave the rest

of it and just cope with it or ignore it.

328

: 00:19:05

Shut it out.

329

: 00:19:06

I think, the mind's ability to delete

the distort or generalize is amazing.

330

: 00:19:10

And this is incredible, what people

can ignore in their own personal

331

: 00:19:15

environment or what you get used

to and can close your eyes to.

332

: 00:19:19

And that's the kind of thing that can

happen with the coaching business as well,

333

: 00:19:22

that we ignore or avoid the things that

probably do need to be happening that

334

: 00:19:27

we don't really enjoy or don't feel like

doing in favor of the stuff that we do.

335

: 00:19:34

And often the case then that happens

is the stuff we do enjoy doing isn't

336

: 00:19:37

income generating activity isn't

getting us new clients or new work.

337

: 00:19:42

It's just busy work.

338

: 00:19:44

Or it's creative work that

isn't getting you paid.

339

: 00:19:47

And then you are operating on hope.

340

: 00:19:49

Hope is not a great strategy.

341

: 00:19:50

Now, hope is a good thing to have,

but it's not a great strategy for

342

: 00:19:54

business success in the long run.

343

: 00:19:55

So I encourage you with your own coaching

business to take a good, honest look

344

: 00:20:01

at some of the things that you might

be avoiding because you don't enjoy

345

: 00:20:06

them or don't feel like doing them or

just think you're not good at them,

346

: 00:20:11

and so they may not be happening.

347

: 00:20:13

And then take a look at all the stuff that

you are doing and whether that is actually

348

: 00:20:16

getting you the results that you want to

be getting and maybe have a think about

349

: 00:20:22

could you be in sales conversations

on coaching calls with your clients?

350

: 00:20:26

Going a little bit deeper, not just

taking surface level answers for them,

351

: 00:20:31

asking the questions, the follow up.

352

: 00:20:33

Tell me more about that and

tell me where this started or

353

: 00:20:37

how it's been making you feel.

354

: 00:20:39

Operating at a superficial level

that you're coaching, don't be

355

: 00:20:42

afraid to help identify the problem,

and then help them identify and

356

: 00:20:47

express the pain of that problem.

357

: 00:20:51

More than anything.

358

: 00:20:52

Use the idea of Strive to become

the best, or at least definitely

359

: 00:20:56

strive to become the best.

360

: 00:20:57

Now you may never become the world's best,

but you can definitely become the best you

361

: 00:21:02

could be at that, reaching for excellence

is one of the things that always will

362

: 00:21:06

help us to keep growing and developing,

but more than anything, start taking the

363

: 00:21:12

action, especially with that stuff that

you don't love doing or really want to do.

364

: 00:21:16

If you can't delegate it to someone

else, if you can't take it off your

365

: 00:21:19

own plate and hand it to someone else

who's much better at it, then you are

366

: 00:21:23

gonna have to take some responsibility

for that and get things rolling.

367

: 00:21:27

Use momentum to work with you.

368

: 00:21:29

And don't be afraid of

other people's reactions.

369

: 00:21:32

You may have to deal

with some interesting.

370

: 00:21:35

Challenging, problematic things along

the way, and you will deal with them.

371

: 00:21:39

So there's no real need

to fear the unknown.

372

: 00:21:42

If someone is ever rude or nasty to you,

or angry or sweary, or even threatening

373

: 00:21:48

to you on the phone or on a call, or even

in person, you can take that step back.

374

: 00:21:54

You can say, alright, I

am I, and I've done this.

375

: 00:21:56

You can say, I'm gonna end this call now.

376

: 00:21:59

Alright.

377

: 00:21:59

It is not okay for you

to speak to me like that.

378

: 00:22:01

So I'm gonna end this call or I don't

accept this kind of behavior, so I'm

379

: 00:22:05

gonna step away Now it's okay to do that.

380

: 00:22:08

You have to have your boundaries as well,

and it helps you to remember it's not

381

: 00:22:12

about you and you are not responsible

for how that other person reacts.

382

: 00:22:18

'cause unless you are poking

the bear and provoking them.

383

: 00:22:21

You have not caused that

situation they have.

384

: 00:22:25

So I think these are all

good things to bear in mind.

385

: 00:22:27

I hope this gives you some insight into

some of the ways in which sales training

386

: 00:22:30

has helped me to become a better coach.

387

: 00:22:33

And we'll be back very soon.

388

: 00:22:35

I think we'll be back pretty

soon with an episode with Angie.

389

: 00:22:37

We have some interviews lined up

and if you wanna get in touch with

390

: 00:22:40

us, you can contact myself or Angie

through our LinkedIn profiles.

391

: 00:22:43

Now, if you use the app on

the mobile, you can leave us a

392

: 00:22:46

voicemail or a video message there.

393

: 00:22:47

We'd love to hear from you.

394

: 00:22:48

If you're not using LinkedIn,

you can leave us a voicemail

395

: 00:22:51

for free at speakpipe.com/the

396

: 00:22:54

Coaching Clinic podcast.

397

: 00:22:57

You can leave up to 90 seconds of

voicemail and again, we'll be happy

398

: 00:23:00

to feature you on the show if you did,

but we would love to hear from you.

399

: 00:23:03

We'd love to hear any feedback

you have on this episode.

400

: 00:23:05

Especially we'd love to hear

from you if your coaches had

401

: 00:23:07

sales training and found that's

402

: 00:23:08

benefited you as well, or if you

are a coach who's struggling with

403

: 00:23:13

any of the things we've talked about

in today's episode, get in touch.

404

: 00:23:16

Have an amazing week.

405

: 00:23:17

Take care.