SELLING USING THE AXES OF CHANGE

You already know a great model for selling—the Axes of Change. Yes, I know that we use it for facilitating conscious change for those who are wanting, or needing, to make a change. Yet it is simultaneously a great sales model. Did you know that?

If you think about a person coming to a coach or therapist and either asking to make a change or asking to be able to achieve a goal—that person is wanting to buy something—something which the coach or therapist can sell them—a desired outcome. In that perspective, the coach or therapist is selling something. The question now becomes: How can I use the Axes of Change as a sales model?