IF YOU CAN COACH, YOU CAN SELL

If coaching is anything, it is communicating that begins with rapport. Then with a respectful curiosity, you ask questions—questions that engage your client in such a way that he wants to answer you because it is all to his vested interests. That begins the inner journey into your client’s mind as you discover what your client wants, her values, her struggles, her hopes and dreams, etc. You pace, pace, pace, and as you discover your client’s objectives, you begin to lead and to intervene. Then, when it is all over, your client has solved his own problems. She has accessed and applied her own resources, you are paid. Your client has take-aways, and you have completed a success coaching session.

And in case you didn’t notice—that pretty much also describes selling. Real selling and effective selling is not pushing people to buy what they may not need or want. It is not trying to convince someone that what you have is the panacea for their life. Authentic selling is not persuading and using the persuasion language of NLP. That’s the misunderstanding.