WW 235: 5 Key Questions To Ask During a Money Coaching Sales Call - Solo Show

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A Quick Recap from this episode

My mission and this podcast has always been to help you bring more financial literacy to the world, and one act of service that helps us do that is the sales call. That is what we’re talking about in this episode, and I’m going to share 5 questions you have to ask on your next sales call. I want you to take this and actually try it, and then report back and tell me how it goes!

This follows a process that I have that I take my clients through. There’s a process when it comes to selling where there are different ways to think about the sales call. You aren’t just trying to get someone’s money. You’re trying to get to know that person, what their goals are, their pain points and what’s keeping them stuck, and then if they’re willing to do what it takes to get over their hurdles.

They may even get a lot out of this call just from you asking these questions, but it also gives you as the coach the clarity on whether the goals and pain points that they have are things that you can actually help them with. You can take these questions and choose to dig a little deeper into each, and I’ve left off some key questions surrounding if they’re ready to make the investment or on asking them permission to ask these questions (which you should definitely include) but these are the questions I see a lot of my clients missing out on.

So let’s dive in to these questions you should be asking:

1. What’s going on right now with your finances? (OR) What prompted you to sign up for a call with me today?

It’s important for you to know first and foremost WHERE they’re at. How are they feeling, what have they already tried, and what was the primary reason they decided to seek out your help? This is going to give you a lot of insight into their pain points and the motivation behind why they’re talking to you.

2. Where do you want to be 6/12 months from now?

If I were you I would ask this question based on the length of your program and as you know your ideal client’s typical situation and goals are. If you’ve done the market research work you’re going to already know a lot of these answers, but you’re getting a more personalized answer from this specific person.

3. What’s keeping you from taking action towards those goals? (OR) What’s getting in the way of you being able to achieve those goals?

This is going to give you an idea of what’s going on for them, what’s stopping them, and what’s tripping them up, and if you’re willing or even equipped to help them solve those problems. When you ask these “what” questions, it takes the focus away from them feeling any blame and instead focuses on the tangible things that are actually keeping them stuck.

4. What are these obstacles costing you?

This one is going to help you really wrap this up and showcase the value of coaching. You can reiterate the obstacles that they’ve mentioned to really put them in perspective, but this is where you’ll get to frame for them just how much these problems are actually costing them and how your coaching will help with those problems (assuming you’ve decided it’s a good fit).

5. Why is now the right time to make a big change?

You’ve gone through where they are, what they want, what’s getting in the way, and the cost of that, but in this question, you’re reminding them why they signed up for this call in the first place and cementing in their commitment on why now is the right time. From there you’ll share more about the program, cost, process, etc. and how this is going to apply to their life.

There’s a lot more information to running a great sales call in the Wealthy Coach Blueprint, but I also have a SIMPLE Sales Masterclass that takes you through how to crush your sales in a simple way. In that masterclass, I walk you through so much about the sales call. If you want it, you can get it at a super discounted rate when you sign up for the Pricing Formula. Together these are going to transform your business with the way you approach sales and your pricing.

Don’t forget that if you’re ready to keep your pricing simple and get some help making more sales, then it’s time for you to grab the Online Coach’s Pricing Workbook below!