Coaching Questions: The Unexpected Key to Selling Your Services
Coaching Questions: The Unexpected Key to Selling Your Services
As a coach, you're no stranger to the power of a well-placed question. It's the tool you wield to unlock insights, foster growth, and guide your clients toward their goals. But have you ever considered that the same questions you use in coaching can be your secret weapon in selling your services? Let's dive into the universe of questions that sell, and trust me, it's as intriguing as the latest science fiction novel I've been engrossed in!
The Art of Questioning in Coaching
In coaching, questions are the bridge to understanding. They help clients articulate their desires, confront their fears, and chart a path forward. But what if we took those same principles and applied them to the sales process? Paul Cherry, in his enlightening book "Questions That Sell," describes effective sales questions as "truth-seeking missiles." And just like in a gripping sci-fi plot, when aimed correctly, these missiles can have a transformative impact.
Educational Questions: The Icebreakers
Think about the initial stages of a coaching session. You're trying to understand your client, their background, and their challenges. Similarly, in sales, you're trying to understand a potential client's needs. Cherry suggests using educational questions to engage prospects. For instance, "I recently read that many professionals feel overwhelmed by work-life balance. How does that resonate with your experience?" This not only shows you've done your homework but also prompts a deeper conversation.
Lock-On Questions: The Deep Divers
In our coaching sessions, we often pick up on specific words or phrases our clients use, diving deeper to uncover the underlying emotions or beliefs. Cherry's lock-on questions serve a similar purpose in sales. If a potential client says, "I've tried coaching before," you might respond with, "You mentioned 'tried' – what was your experience like?"
Impact Questions: The Reality Checks
Just as we help our clients understand the implications of their actions (or inactions), impact questions in sales help potential clients grasp the gravity of their challenges. "How do you feel this challenge is affecting your team's morale?" can lead to a realization of the need for your coaching services.
Expansion Questions: Broadening Horizons
As coaches, we often encourage clients to explore their thoughts further. Similarly, expansion questions in sales can provide a clearer picture of a prospect's needs. Instead of asking, "What are your goals?", you might say, "Describe the vision you have for your team's future."
Comparison Questions: The Clarifiers
Drawing parallels is a powerful tool. In coaching, it might be comparing a client's past and present states. In sales, it's about understanding priorities. "How does your current team dynamic compare to a year ago?" can shed light on areas they're looking to improve.
Vision Questions: Painting the Future
The most exciting part of any sci-fi story is envisioning the future. Similarly, vision questions help potential clients imagine a brighter future with your coaching. "If we could address these challenges, how would that transform your daily work life?" can be a powerful motivator.
The Universe of Selling Through Coaching
As coaches, we have a unique skill set that can revolutionize the way we approach sales. By leveraging the power of coaching questions, we can connect more deeply with potential clients, understand their needs, and position our services as the solution they've been searching for. So, the next time you're in a sales conversation, channel your inner coach (and maybe a bit of your inner sci-fi enthusiast) and watch the magic unfold.
Ferrymaster Jackie
