Table of Contents

• Step #1 Know Your Audience
• Step #2 Have a Great Offer
• Step #3 Ask the Right Question
• Step #4 Maintain Possession of the Conversation
• Step #5 Own Your Authority
• Step #6 Master Your Pitch

Becoming confident in sales is of high importance for coaches and consultants to be successful in their business. This is especially true for coaches and consultants who want to master the art of selling ultra high-ticket services and then scale those services to 7-figures. I have successfully taken my clients from billing by the hour or selling their services for a few thousand dollars to learning my strategies and confidently charging 75K, 150K, or more for their time. If you are looking for ways to become more confident in your ability to sell high-ticket offers, then learn from an expert who has helped clients collectively sell millions and millions of dollars of services.

Here are the six steps to becoming more confident in your ability to sell ultra high-ticket offers

Step #1 Know Your Audience

The first step to becoming more confident in sales for your coaching or consulting business is to know your audience. This is also called your ideal client. The number one reason coaches and consultants come to me is because of a lack of leads. This is usually because there is a disconnect between their offers and the types of clients they want to be serving. They don’t fully understand the pains, struggles, and the desires of their potential clients. If they don’t know who they are talking to then the chances of success are going to be quite small. Whether my clients come to me making two hundred thousand or two million, I take them all through the same process. The first thing we do is

make sure that their genius is aligned with the market they are serving and then from there with the service they provide.

If you have ever found yourself on the phone and then realized that person is not your ideal client, trust your intuition. This is a sign to dive deeper and do the work to ensure you are marketing to the right people and that you fully understand what those people are going through. Knowing your audience is going to set you up for successfully closing more deals.

Step #2 Have a Great Offer

The next step to becoming more confident in sales and to increase your likelihood of closing a deal is to have a great coaching or consulting high-ticket offer. There is a lot that goes into a great offer. As mentioned in step #1, you need to understand who your ideal client is, what their pains and struggles are, and what they desire. You then need to be able to articulate your solution. I call this taking them from the valley of pain to the mountain of possibility. This is the “how” of what you have to offer.

Your solution to their problem needs to be bundled into an irresistible high ticket package that meets their needs and ensures maximum success in your program. It also has to be one that is so value packed that even if you attach a high five or six-figure price tag, like I teach my clients to do, the price seems reasonable. There is an art and science to creating a great offer. If you miss even one part of creating a great offer, you will struggle to sell it.

Step #3 Ask the Right Questions

The third step to becoming more confident in sales is to ask the right questions. There is a journey that people are going on when they get on the phone with you. If they’ve raised their hand and are taking the time to have a conversation with you, they are usually very interested in solving their problems.

It is up to you to structure the conversation in the right way to ensure maximum success for closing the deal and a big part of that is asking the right questions.

This means you need to know how to probe to uncover their pain, to understand what they tried in the past, and to understand what they truly desire. If you don’t do a thorough job in the inquiry phase of your sales conversation then they are not going to buy. You need to make sure you ask the right questions to uncover their motivations, their fears, and anything that may prevent them from saying yes. In fact, there are many sales programs that teach how to overcome objections, but if you ask the right questions you can overcome objections before they ever happen.

Step #4 Maintain Possession of the Conversation

The fourth step to becoming more confident in sales is to maintain possession of the sales conversation. Many coaches and consultants get this step wrong. Have you ever gotten on a call and suddenly you’re sidetracked talking about something else? Maybe you’ve gone so deep into the rapport-building phase and you lost focus on bringing them to a close? Or have you ever been on the phone with someone who was pushy and derailed your entire sales process by asking you a question that threw you off guard? When this happens, they become in control of the conversation. I’m sharing this one because this is one of the most powerful tools that you can learn. I’m sharing this as someone who works with high performers and has been on the phone with very high-level and sophisticated buyers. These people are used to being in charge and pushing their way through a conversation. I had to learn to stand in my power, maintain my authority, and keep possession of the conversation.

Here are a few tips to help keep you in possession of the conversation. First, keep in mind that they raised their hand to work with you. They booked a call with you. They are the ones coming to you for help, not the other way around. If you go into any sales call with that mindset you’re going to be more empowered during that conversation.

Next, if someone pushes back and immediately wants to know the bottom line then you need to push right back.

You will need to let them know you have a process to make sure that you completely understand their challenges and determine if your services are the best fit for them. You can make it clear that you are vetting them to determine if you want them as a client and if they are a good fit for your program. If they honor your process, they are a fit. If they don’t, then you know they are not your ideal client and you just saved yourself a lot of time and grief. The most important thing to remember is to not let anyone push you around in a sales conversation. Hold true to your boundaries and do not let them take charge of the conversation

Step #5 Own Your Authority

Another powerful step to becoming more confident in sales is to own your authority. I teach a concept in my high-ticket sales mastery system known as The Authority Bridge. This concept has generated millions and millions of dollars for my clients. This concept allows you to successfully move a prospect from the first stage of inquiry into pitching them your services. Many coaches and consultants bring a lot of assumptions about their prospect into their sales conversation. Don’t make this mistake. You need to be able to own your authority and present your authority during that sales conversation. This is essential for creating trust and educating the person on who you are and what you bring to the table before you ask them for money.

I teach a concept called the Ladder of Influence. It talks about how to grow your authority to scale a 7-figure coaching or consulting business. Click here to download a copy of this free guide. 

Step #6 Master Your Pitch

And finally to become more confident in sales and be more successful, you need to know how to master your pitch. This goes right back to first knowing your ideal audience and having an irresistible offer. If you have both of these in place, you are going to be in a better position to master your pitch.

You do not want to rush through this. You need to take your time and make sure they understand the value that they will get by working with you. You need to make sure that you are presenting what you have to offer both clearly and concisely and articulating your value so that a transference of confidence creates certainty in the buyer. Remember, that is what people are buying.

They are buying certainty that you are the best person with the best solution to help them solve their problems.

This is one of the most critical parts of the sales conversation. Be mindful that you aren’t explaining or defending why they should buy. Watch out for any words that may create doubt. Make sure you confidently reveal the price. There is an art and science to a sales conversation. Get this piece right because when you master sales it will pay you for a lifetime. This is one of the most highly valuable skill sets you can develop as a coach or consultant.

If you want to step into selling ultra high-ticket services, master your sales conversation, build your systems and team to scale to 7-figures, click to book a call with me.