This is a real life sales training once a one the I did with a brand new team member on her very first day starting out as a new sales girl here at impact school. So the position that we're talking about here is closing people on the phone and rolling people on sale school. So anyone listening right now who has a high ticket offer you need to be selling. On the phone just selling through dams is not good enough you use the DMS as a vehicle to get people onto the phone call because the phone call is where you can sell these high ticket enrollments and I don't like to think of it as a sale. I like to Simply think about it as you are enrolling someone into solving that problem, but we're going to be getting into that hair today. This really is just a conversation with myself and my new team member. I'll probably get her on the podcast in the future to talk about how everything is going. But with that said, I really think everything here is going to be some absolute golden nuggets for you. And yes, I record every single meeting because guess what when you record something then it becomes a system which you can teach to anyone who you then bring onto your team in the future. And even if right now you don't have any team members it still makes sense to do so because it speeds up the process massively moving forward and if you want to grow your business fast then well you really need to get on it. So everything that we're talking about here is for the enrollment of people who want to start the eight-week program to start your online coaching business. So anyway, let's dive into it. And if you want to start an online coaching business, then what you need to do is just go over to new online coach.com and maybe you'll be the one who gets to speak to my new team member and go through this process and this system and yeah new online coach and ew onl i and e Co ACH Dot-com and yeah, both your cool and let's have a chat from seeing the sales page from seeing workshop and everything. What would you say like, your understanding of the program is little to no experience. So under the 10K a month, they're really getting yeah and structured approach to them to essentially take on those five new big clients. Yeah in lesson 8 with allows them to understand how to sell so gives them the scripts and it gives them the support that they need that they might not already have because you know, you always need that one person. You need someone to help you you don't do things alone. Yes it take you over to you, you know, it allows them to focus their content understanding me one thing which allowed on that is like so the new sort of Is really helping them cell based on transformation. Yeah. So right now you'll find that a lot of people like this isn't necessarily something that you're going to need to know to actually like enroll people on the phone, right but it's just good for your own awareness is like so many coaches when they're trying to start online like they'll sell you probably seen on into stories like, oh you can get weekly check-ins you can get your workouts. Like it's a hundred percent personalized and tailored like no one cares about that. They just want the outcome. So it's basically we help them sell. It's upon the outcome and we helped them create the transformation that allows them to achieve that outcome in that clients lives. And so yeah, I mean, that's great. I mean it really it's the key thing is it's like all online. Yeah, you know, everything is like creating an online business. So a lot of people that come to us will be people who are you know, for example personal trainers. Yeah or people who maybe they've been working in marketing that whole life and they're like really good at marketing. Yeah. And now let's take of working in corporate so they want to build a business of their own. Yeah, or maybe they've been managerial positions that whole life, you know, and they know that they could help other small businesses, you know, create good company structure and Company culture. So the company can increase their profits. It's kind of going to be people like that made me. Okay. Um, so like you just watched the workshop people are going to be coming to you from the workshop mainly because now that you've seen it like you understand really like that car - and what they understand the program to be and then obviously it was great that you didn't mention like, you know that they get for calls a week and that they get like this isn't this because like often when people are trying to like sell stuff they'll sort of cell Like I mentioned before the check-ins and all that and they don't need to know that they need to know that they're going to get so much accountability and that would there for them every step of the way so that they don't feel it. Yeah. So like it when almost don't put a number on that it's you know, you're going to get support but you're not going to tell you what your support is because it depends right exactly because it's much as they want. They get is unlimited is it legit legged pose like a bajillion things and in the community every day if they own it and they get help on him. So it's sometimes I can be a bit overwhelming but what I was going to say was like when ever you're on a phone call, like one thing that I'll do is we could say it like, you know, you get everything that you do audited. We don't stop that gay you don't because you when you were talking before you kind of start it you said like you guys support because it's really hard you said formula. Yeah, but basically you you will you say something like you get everything audited wherever and then use the phrase like so that okay and then link it into an outcome that they need help with right? Yes, so that will change the game. So it's like let's say because we have a we have a system right is that you'll get access to this. They click a button is they enter their name and email that goes in after that they do a mini survey and then after the mini survey then we get them like after. But they could basically they fill out an application. So you'll get all the information you'll get what their goals are. You'll get what this is holding them back and we've even just created a PDF for them to complete before they get on the cup. Okay, so they have all this information right? It's just going to be a case of like making sure that the things that you say to them are tailored to them personally. Yeah, because some people don't care about money right those people care about maybe they care about Freedom. Yeah. So every time you're talking you don't even really need to mention the money so much like everyone goes want money through a degree, but you'll focus it more. I'm like, oh you'll be able to travel. Yeah. Oh you'll be able to afford like more expensive hotels and that's a good thing all you'll be able to see more cultures in the in the question survey. Say what what motivates them what they want. Yeah their goals. Yeah, we get them to do all that. I'll show you that in a minute. I just kind of wanted to like free frame all this just leave a few things. But anyways, obviously it really is just a system like with our cool. We have a very specific cell School structure, which really works. I'm going to send this to you and everything but pretty much like, of course you're going to get access to this and because I like, you know, we can we can also roll place on as well. Yeah, but I'm going to give you a more because Kristina has like edited this and Tons of like her and personal ways of doing things. Everyone does things a bit differently. Yeah. I'll give you a more stripped-down one. Okay. Basically we just look we just do some small develop beginning then we tell them what's coming on the call firstly we these are the things that we're going to join the call. Mmm, then they say cool that's fine. And then we tell them the structure of the group. Okay? Okay, because we tell them what's coming. We literally say I want to get clear where you are aiming for. Yeah after that. I want to know what's what's happening right now and once I I know where you are now and where I know where you want to be. I'll be able to identify the bridging between okay, and if and only if the way in order that we can get you from there to where you want to be is this program then we'll invite you to join. Okay, it's just so simple. I like the invite you to join because it just makes you feel like yes, I'm accepted. But at the same time we don't invite everyone maybe this is the important thing if you're on the call with them and they aren't good and they don't and they don't there's a This thing is Right close. We teach High ticket sales. Yeah, we teach High ticket programs. Like we call it like an impact or fur if they are not good enough at what they do. Yeah to be able to command a high price and there's no they're not good for the program. Then we down sell them in put your Niche. Yep. So your yoga the link is just like impact your Niche.com. Yeah, I'll send it to you. Yeah, we literally tell them do this fast. Yeah get understanding of what your Niche is gonna be. And then maybe in the future. Yeah, and then on the cool you booked another phone call with that. Okay. So let's just say because in my only true they can do it in like a couple days, but the good things you usually do is like maybe maybe then while you're if you have to downsize someone Book a cool with them while you're still on the call with them. Yes. It's a week after so they've had some time. Okay, right get you say something. Like I don't know tell me about why you're not already and only goes something's up. Tell me why you're not already and only good you can make they'll basically say, I don't know. I've just don't know where to start. I don't know how to start. I just I've tried a few things. Names of tried making ebooks. I'm not good at technology. It's just so overwhelming to me right what you then you don't say. Oh, yeah. It's really hard. You don't say something like that. You'll say yeah, it's really overwhelming because they said they said overwhelming right? That's the word that using it. So you repeat that you'll sell it. Oh, yeah. It's really overwhelming to so online coaching business when you don't have the right strategy. There are so many options out there right now, and it can get a bit confusing. Using some people are saying do ebooks some people are saying build a website. Some people are saying build a funnel. Some people are saying due back in Automation. And then like at that point, it's help just is really well. They say it's like helping them really understand what is stopping them, you know aggravating those pain points. I used to think I was really manipulative, but it's not because they are stuck on that overwhelmed and the only way to get them out of that over one is to have them and roll because then they have the structure. I feel like when it comes to selling a program like this, it kind of sells itself. Yeah, because here's the thing. We don't have to do high-pressure sales because we have that zeusian to that problem. So like if they don't want to join then they're going to stay start exactly and overwhelmed and confused and all that. So I mean really The script does the talk. Yeah, simple I think like just a few I think I'll get Christine has to do a go with you as well. But like the thing is right. You basically need to just make sure that you're sticking to this. Yeah, because it's very easy to go off the script. Yeah, this works. Yeah. It's like when you give someone macros, yeah, and they just go off and do their own thing and they're just like, oh no, I'm just gonna swap around like my macros and then it will get sick. Use magnets like drawn out and it's confusing and you have to fix it and spend energy fixing it. Yeah. Well as if you stick to it it works. Yeah. Okay and whilst I was going to say was like, sometimes they'll keep rambling on and on and on and on and on and I was going to say what is so when someone goes off on a tangent and they just completely yeah have to pull them back. The thing is right people will do that all the time because they're hurting right like They hate where they're at right now other work, like if they want uncomfortable they wouldn't be on the cool. Yeah, and so people will start telling you they're sort of like whole life stories. Yeah, and sometimes it's really sad like, you know, it's actually really but then that shows how much they need to join ya as and that's just more fuel for you to get them into the program exactly because they need help. So when it comes to like tell me about your goals when they tell you about their goals, they always thought talking about their problems. Because everyone is doubting themselves so much. This is especially true with English people. It's much less about you talking. Yeah, it's much more about you repeating what they say and then it's about just making them feel confident that we can help them. They should already be by now. I really like this school is really just a transaction. Yeah, basically enrolling them. So let's talk about the end because that's sort of like the important part. The first part is like the easy bit Yeah, the end is when it gets hot because like at the end you start because it goes It goes that to talk about their goals. Then it goes talking about their current reality. Yeah Okay and like as I told you about that current reality like the people on the phone will start to realize like oh my gosh, I need to get out of this current reality. Yeah. Now sometimes you get people who you know, they don't have a burning desire to change. Yeah, and those people are actually the hardest, you know, they might already be doing well in their job, but they might just You know that those people though is because they're just had to have a barrier up. They would have beyond the call of didn't have a real reason why they wanted to change. Yeah, so it's down to you to figure out well that is because I probably haven't already put it in the fall. Yeah. So once you find out what that real problem is, you can say, okay, so I understand right now that you I don't know maybe it's you've just been through a divorce. Yeah, and your job isn't giving you the Fulfillment that you want. Yeah, so you want to have fulfillment through helping people through online coaching. Yeah, right. That's where they are right now and that's what they want to be and then you can say but you just that they may have said previously but you just don't know where to get started when it comes to online coaching. Yeah, so and then because they're obviously going to be a good fit for the program. So then at that point that's when you invite them to join so then you just sort of say so John I feel confident that because you want this and because you also want to maybe they have some other goal as well. They've mentioned. Yeah. I know you want to be able to provide. Of your family. I'm confident that this program is going to help you not at the moment. We're thinking about changing the name from Impact your online business to something like the impact school something right on over. I'm not sure. Yeah, I'll let you know on that. I feel confident that button it. Let's just say impact on my business will help you with that. Ya all stay off that is when you sort of would just say like so I just want to flip the conversation on its head saying that works really nicely. It's all in the script, so don't stress out too much but So let's flip the conversation on his head. I want to invite you to ask me any questions about the program. Yeah, and that's when you can sort of going to more features rather than benefits. Right? Right. So that's when you can sort of break down like they might ask, you know, okay, so you know, what if I'm asleep while the cool is going on because I don't live in England or America. Maybe you can say that you'd be like, oh don't worry like we made sure that we had time availability so that for at least half the Fools, it's available for Australian people and like that side of the world. So just basically like you need an answer for everything. Yeah, I think we're going to make a document which literally creates alongside and how do you have anything to you? So I didn't often times. I mean, that's a good idea. I should create that. That's a really great idea. See these conversations are so helpful FAQ page. Yeah, I think you yeah, I remember so y'all I will do that but It's basically about having lots of everything literally I've had people on cause when I used to do this as Kazan myself tell me like while we aren't you really do have an answer for everything. So like for example, someone will be say someone will say I know if they start doubting themselves, right? You can literally say this is amazing Lucy. I'm so glad that you're being open and vulnerable for me. But everything is like positive everything everything they say even when it's sucked. It's like this is amazing. We can help you. Yeah, we Of a certified NLP coat on this program. Do you know an LPS and then they'll say no maybe some of them say, yes, and it's like when your linguistic programming so then because there is the exact systems that Tony Robbins is used to build this business, right? Okay, and then it's nice you say like now here's the thing she is trained and she has been coaching people on mindset for years. That is why we hired the best of the best coaches. So then you stop doubting yourself or so the parabola. Like there really isn't much of everything because this like this program gentler this one. I'm so cold it in like selling it and because they genuinely you had everything and you're like, oh she needs. Yeah. And do you have some to people asking numbers? Like how many people already on the program and how many like, you know, what is the what are your stats? And yeah, I do that's a good one so we can get will make a will make us - it another great one for me there. That's today. I'll tell you about. Yeah, that's true. You are like is the opposite of me? I'm like numbers that she it's just so so true. Yeah. So everyone we have a client satisfaction program. Yeah. And so what we do in that is every we say every three months we can sort of whenever we go in and we have a just a questionnaire that we sit on the go through with the client. And so and we get a score from each one and like everyone, you know, if it's below eight nine ten. We then have to go. No, it goes up to the top. We have some they have good standards. Yeah, really good, but it means that we can go into client meetings and we can say our client satisfaction is not young like, you know in our on our ratings going I gotta tell ya and that is for the whole of the UK, you know unit and you know our delivery, it's 95% know on tinier. Yeah, that kind of stuff. That's great. Yeah. I know that's corporate. So like yeah. I even though I hate corporate like there's still so much that you could get from it's just being able to say, you know, I know you can trust us. Yeah night, you know 95% of all of our pliers achieve exactly what they wanted to achieve. I'm going to lose you get on that today. That's a bit sad note will definitely Implement that so yeah, we will have that obviously will take some time to gather that but yeah, that's perfect. Now we have like a boatload of testimonials. That's good Hans. So so what we do is one more on the calls something that I'll do sort of I don't know. Let's say after they talked about their current reality. It's like just kind of like laugh a bit and just like like but a sort of like thinking like forward-thinking. Yeah, you're just like my client Emily. Yeah. It's gonna know you'll say like, this is crazy. Emily used to be a teacher as well. She was a teacher and she was actually living in a for she's listening to this right now. She was living in a foreign country and she was you know, struggling to pay her bills. She was living paycheck to paycheck. And now let me just go into the whole story right now. She's been on the podcast or anyone listening. He's right now go good unit. But yeah, so that's like one thing we will again create an entire. We're in the process right now of creating literally like case studies based upon Niche and based upon goals, but it's a bomb problems based on reality. So that it sort of like you can just pick and choose what you're going to have because we have so many that sometimes it's hard to like pick one. That's going to be a good fit big allied with regards to that. I'll give you some key people stories and how much money they've made and like what they're doing with their lives now so that you can use that. Yeah, because like obviously that proof is really important. They would have already seen it from the workshop because remember you're only doing the workshop ones. But yeah, I think that that makes a lot of sense. So yeah anyways getting back to the The cool so you are you answer the questions and then you can basically sort of like at the end. It's like do you have any more questions sort of and let them sort of get their final questions out there and they'll be like no, I think that's everything. So then again you say right. So let's get you started. Then we went through a whole entire training on how to take payment on the phone how to handle objections how to do a payment plan upfront investment when to do it what to do. About how to do it why to do it where what blah blah blah blah or anything. You can possibly need to know about all of that and really when it's a good ones actually give up on trying to get the sale. So we went through all of that, but then we go on to a really funny topic. And by the way, if you do want to get started and start your own online coaching business learn how to master sales like we are talking about here then make sure to go to new online coach.com. It's in the show notes as well and also tell a friend about this. This episode if you've been finding it useful so far but there's still a lot of golden nuggets to come. So be sure to stick around if they want it bad enough. They'll get a credit card. They'll get a loan they'll do something you're like people think right it causes so evil because of personal credit cards and it's so different to a business debacle a business credit card. Like it's, you know, people that forgiving people that start businesses and get again funding. Yeah. Oh my God, like they're going into so much that people don't think about it that way like its Different than buying a TV with a credit card on a Payday Loans, you know, I mean, it's just people aren't educated enough. Yeah. It just don't think I just don't and they don't do villain research either. Oh my God. Don't even tell me tell me about it. My friend yesterday is over this thing and what's up, it was like a link and I clicked the link and it took me to this like fake Google. No. No, it was like funny because I asked a question, right? It was like the first question that I asked her and it's basically like implying like you can just Google it looks like Still it was so wait. Let me turn to find it now. Okay, right. No, but it's just so funny L mg TF y step on visit Google step to type your question it step 3 connect the pots. Oh my God, and then you can just click the button and then it opens give basic lmg T FY.com. I don't know. This isn't a bomb explain that That question when you ask a stupid question, but anyways, yeah, exactly. So pretty much like I don't know you're smart. You can think on your feet. You'll be fine. It's just like a stick to the script. Yeah. Yeah stick to the script. And by the way, we give this script to all of our clients. So when they get to the end of the pool if they're like really thinking about it and they say that I don't have enough money. Yeah, you know people that don't have enough money to join they need it more than Anyone because we're teaching them how to make more this is an investment, you know? Yeah, but it just it literally makes no sense. Yeah for them. Not to it makes no sense. I don't get it. Like I usually don't get it. But the thing is I do get it because even me who last just those week. I joined a program for like 8 K. Yeah, when he said the investment at the end, I was like, oh my God, I was like freaking out. I was like I was like, I need to go and check with someone. Yeah, literally I was like, oh my God, Lauren, you're being one of those annoying people who's making up bullshit excuses right now. Yeah now I did genuinely to go and check with someone. So I put a deposit down because I don't want to put the whole thing down. I just put a deposit of 1K down because I was serious, you know, it was I didn't even want to do that though because I like feel scary as like you're scared of the commitment, but it has to be done, you know, so when people are on the phone and when they're when they're scared to do that just say look, you know reassure them. You're in good hands with us and it's like wait. No, I do want to pay because I'm just thinking about me. I'm being like I'm thinking about my ego in the moment. Yeah, and that was when everything changed me only one because they I every time in the past that I've joined like a program or I've hired a consultant. I've paid personally myself here like I've gone and click the link and paid like actively yeah on the phone it was different and I've never had a buying experience in the phone for high ticket before and now I have you know, so now I know how it feels to be on the other line. Grip and so this is y then we started taking the payment on the phone by them breathing like our number out. Yeah, because it was effortless for me. Yeah, if you have sent me a link I probably would have got down. Yeah, so if you have to say you have a customer on the phone or prospects on the phone and they know they have a 6,000 pounds and they're just so I need to check. I need to check my bank account. I need to do this I need to do that. Do you do for your foot? Okay. The lines down the line. Yeah. Yeah. Yeah, but we tell them to check that they you don't even let them know because they've already checked that finances beforehand. Yeah, it's one of the questions in the hole. Okay. Okay, we pray handle as much as possible. So that for you on the phone is simply just taking the payment and finding out what their real because it didn't only if they're a good fit because like again if they're not a good fit. We don't we don't want them in the program. Yeah, because we're not going to help be able to help them all that. Not going to be willing and expecting a while help at the very beginning of the cool. We say look there's three things that we want to get clear on firstly. Can we help you? Secondly, are you willing to take our home? Yeah, because if they're not willing to take our help and then yeah, so I think like do you do find out what they have already done? So, you know what steps have you already taken, too? So you only goes yeah, so you on my coaching what we do so as a business analyst because that is my basic Trader at work. We always our job is to look at processes and the Way businesses do things. Yeah. So I follow up so you have a number of different phones and but you know or a business does things in a certain way or person does things here in a certain way. They follow a particular process. They just do the way they do things you call it. The athlete is as hell. Do it right now and then we have the TV and which is what you know, just so impact school is the bit in between and you have the to beat the to be is your outcome. That is really that's the vision was where you want to get to you will have five high-paying clients in eight weeks back until you have the to be we've actually changed it to 10 the 10. Okay. So what's your books? No 10. Okay. So 10 high-paying clients and eight weeks that's with don't be deceived being and then everything in between. Between that is the like that's almost like the Consultants job that yeah, right. Okay, we're going to we're going to implement this system on going to do this. We're going to do that. That's the Gap. Yeah because I am basically a consultant we are basically a consulting company exactly. It's literally a earlier and so to understand, you know the to be where you want to get to you need to understand where you are now. Yeah, exactly and will the bridge over to you. I love it. Oh my God, this is so interesting. So this is why like is Have New Perspectives, you know, I mean, yeah, I feel that honestly. I feel that like it's just going to be pretty easy for you. I think the hardest thing for you is the objection handling. Yeah, and I think but I think that rule. I think of you know, that's something that I will get my head round. You understand people enough to be able to overcome the objections. Exactly. And like the thing is, you know, you know as well that when they do this program there and like great hands. So then after that Fifi and I talked through even more objection handling and we realize that it really does just calm down to confidence and also just knowing psychology really really well and knowing exactly what you're offering and being confident that you can deliver results. So we went through all of that. And then we just go onto another conversation about storytelling and I do actually want to do an entire episode all about storytelling. So I'm going to do that. So make sure that you have hit subscribe on the podcast you want to be able to essentially get the person on the other end of the phone to be able to visualize themselves in that clients story because when they can see themselves being able to like quit that job and no longer being around all those negative people they feel the emotion. Right, they feel the emotion. Yeah, I guess I like a so now that Jack has you know, this this new online business he's able to wake up every day nine o'clock in the morning. Yeah see able to go get his cardio and in the morning because he's on prep at the moment as well, you know, he's about to compete and then he just goes and trains are like three hangs around with his friends house. It did sign. Yes, it's me out. Like, you know, you just be aware was important to that person. Exactly and it just makes them feel like they're not alone. Exactly and they're not the first mover Becomes of the someone else has done it and what they'd seen it's a proven system exactly. So yeah, like it's just it's about those stories. Okay. A lot of it is about the stories like storytelling is so important and with that said that wraps up everything for today's episode of impact school. So hit subscribe and remember make sure to share on your story the thing which has been the most helpful to you. It will be really really cool to see you do that. I would love for you to do that. And if you want to get started new online coach.com. Yeah, it's been a great episode. I like doing the Sabbath day maybe in the future. I will share some more leaked meetings with my team members. So yeah, that's how we do things here. And if you want to do things like us then you know what to do new online coach.com, even if we are not brand-new we can still help you for sure because we do have another opportunity as well. So with that said New online coach.com if you're more advanced. Oh making over 10K per month ready to scale is Lauren Ting the.com for / incubator. See you in the next one. Goodbye.
Here’s a FREE training for anyone who wants to START an online coaching business, and avoid the 3 biggest mistakes that cost virtually every new online coach time and money: https://newonlinecoach.com/workshop  This content has never been shared online before! Find out to how sales calls can be used to sell your coaching or consulting program, what to say and how to say it in order to close a sale. This is an insight you won't be able to find anywhere else! In their sales training Lauren and her team member discuss: (2.05) Clarifying what the Impact Academy is all about (5.25) How to talk about the benefits of your program the right way (8.40) Do all applicants get a place? (12.05) Why it's important to listen to your applicants' stories (13.15) How to conduct the end of the sales call (18.00) How to use client feedback and testimonials on your sales calls (23.45) What happens when a client says they can't afford your program? (29.20) The power of visualisation and storytelling  JOIN the Impact School facebook community: https://www.facebook.com/groups/impactschool/  Follow me, Lauren Tickner, on social media: Instagram: www.instagram.com/laurentickner YouTube: www.youtube.com/c/laurentickner LinkedIn:  https://www.linkedin.com/in/laurentickner/  Follow Impact School on Instagram: Instagram: www.instagram.com/impact_school 