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Three Selling Strategies For Growing Your Coaching Practice
 

Three Selling Strategies For Growing Your Coaching Practice

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http://www.sohosalescoaching.com - Tom Abbott speaking on ’Three Selling Strategies For Growing Your Coaching Practice’ at Asia Pacific Coaching Conference, 3 September 2012. If you like these ...

http://www.sohosalescoaching.com - Tom Abbott speaking on ’Three Selling Strategies For Growing Your Coaching Practice’ at Asia Pacific Coaching Conference, 3 September 2012. If you like these sales strategies, techniques and tips, you can download a FREE self assessment of your selling strategy or order a copy of ’The SOHO Solution: 21 Selling Strategies For Growing Your Small Business’ at http://www.sohosalescoaching.com

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    Three Selling Strategies For Growing Your Coaching Practice Three Selling Strategies For Growing Your Coaching Practice Presentation Transcript

    • Three sales strategies forgrowingyour coaching practice!
    • tom abbottKeynote Speaker, Sales Trainer and CoachTom Abbott is a Singapore-based Canadian keynote speaker, sales trainer, coachand author of the highly acclaimed book The SOHO Solution: 21 SellingStrategies For Growing Your Small Business. For more than ten years, he hasbeen working with companies worldwide to help them increase sales. He isalso a member of the Canadian Professional Sales Association, InternationalCoach Federation, Marketing Institute of Singapore and a Professional Memberof Asia Professional Speakers - Singapore.Tom has appeared as a guest on 938LIVE (Singapore), BFM 89.9 (Malaysia),BITR (Chicago) and in Make it Business magazine, Human Resources magazineand Berita Harian newspaper. He is a regular contributor of sales articlespublished in The Business Times newspaper, The Straits Times newspaper andThe Singapore Marketer magazine. @sohosalescoach #apcc2012
    • telecommunications infocomm and tech media personal care associations financial services manufacturing hospitality real estate recruitment retail education
    • The SOHO Solution is the success manual that small business owners and sales professionals have been looking for. Jim Cathcart, author of Relationship Selling This is an easy-to-read, highly practical book, where in 21 short weekly lessons, you can transform your sales from good to great. Dr. Tony Alessandra, author of Collaborative Selling If youre looking to increase your income and happiness as a successful small business owner or sales professional, this book is a must read. Dr. Peter Legge, author of Make Your Life a Masterpiece www.TheSohoSolution.com
    • Three sales strategies forgrowingyour coaching practice!
    • “What are the top 3 reasons yourideal client should choose you?”
    • >>I’m writing this book because as a fellow SOHO(small office home office) entrepreneur, it’s exactlythe book I needed when I started my businessmore than ten years ago.<< Tom Abbott the soho solution: 21 selling strategies for growing your small business (2011)
    • the soho solution customer product presentation relationshipfundamentals fundamentals fundamentals fundamentalsDiscovering your niche Becoming familiar Creating scripts for Focusing on the future Qualifying prospects with your products appointments Having a positive Conversations with Studying competitors Creating a needs attitude prospects Discovering what sets assessment Developing your Understanding you apart Engaging prospects “expert power” decision-making Identifying reasons to Making compelling Improving your Reaching customers choose your business demonstrations communication style Organising Compiling a list of Choosing your top Establishing strong prospecting frequently asked three closing relationships information questions techniques
    • Discovering ways to reach customers Discovering what sets you apartMaking compelling demonstrations
    • COLD
    • Becurious
    • “I am neither especiallyclever nor especiallygifted. I am only very,very curious.”
    • 2012 ICF Global Coaching Study - Executive Summary
    • 2012 ICF Global Coaching Study - Executive Summary
    • What are your income and volumetargets?
    • Untrained individuals (43%)Marketplace confusion (30%) Market saturation (9%) 2012 ICF Global Coaching Study - Executive Summary
    • 1,000,0001: 2012 ICF Global Coaching Study - Executive Summary
    • 1Discovering ways to reachcustomers
    • OFFLINE ONLINECold calling Cold emailingLocal radio Internet radioNetworking events Social media networkingNewspaper articles Website articlesReferrals Online reviews and recommendationsPrint advertising Search engine marketing (SEM)Print directories Online directoriesPrinted newsletter Email marketing programsSpeaking BloggingTelevision Video sharing websitesTrade shows Search engine optimisation (SEO)
    • 2Discovering what sets youapart
    • >>When customers think of your business,what exactly are they thinking? If they’re notthinking anything, you are in big trouble.<< Tom Abbott the soho solution: 21 selling strategies for growing your small business (2011)
    • Established and New CoachesMass and Niche Market Coaches Low-Priced Coaches Service-Oriented Coaches Innovative Coaches
    • One way to discover what sets youapart is to ask your customers why they picked you.
    • What do you want to be known for?
    • 3 Making compellingdemonstrations
    • Benefits planned for the presentation/demonstration Anticipated primary objection.Demonstration and presentation materials to be used. Similar situation stories to be used. Physical involvement to be created.
    • HOT
    • Becourageous
    • one
    • Discovering ways to reach customers Discovering what sets you apartMaking compelling demonstrations
    • Three sales strategies forgrowingyour coaching practice!
    • Thank you. sohosalescoaching www.sohosalescoaching.com prosper@sohosalescoaching.com