The One Thing You Should Never Do When Selling (And What Works Better)

by | Oct 3, 2021

The market’s changed and the competition’s become harsh. That means the old ways of selling are no longer working. To get more sales for your coaching business, there’s an effective technique that you can adopt right now.

AJ is a nutritional coach and our client. He came to NCI looking for a way to improve his nutrition coaching business and he approached the process with a lot of trust and commitment.

So far, AJ has gotten two NCI certificates and is looking forward to getting the next one. And, he’s already felt the positive effect on his business, much of that owing to how working with NCI helped him change his approach.

What do I mean by this?

Rather than clinging to the old traditional methods, AJ learned to help his clients in a completely new way. In fact, according to the man himself, he’s now able to help people on a level that they don’t even understand straight away.

AJ couldn’t have made such an improvement by doing things the old way. He was fortunate enough to find the right support that allowed him to change his approach.

However, many coaches never make that change.

Instead, they get caught up in the old and less effective ways of doing things. This is especially true when it comes to sales, which can be a massive detriment.

If you want to sell – and, of course, you do – you’ll need to change some things, too. And in this article, we’ll tell you about one old-school tactic you’ve got to avoid, as well as a new one you should start using.

If it worked for AJ, it will also work for you.

What You’ve Got to Stop Doing When You Sell

If you want to sell more, you have to stop making cold calls and stop sending cold DMs.

Cold calling is a technique from the past that used to work great. It just makes no sense whatsoever today.

Now, I recently had dinner with two of the best salespeople in the world. And when I say the best, I mean that they really are that good – so much so that Tony Robbins hired them.

Among the many things we talked about was the cold DM strategy. And, we all agreed that the strategy’s so broken, it’s become ridiculous.

But what’s wrong with it?

Well, today’s market has become extremely competitive. If you want to sell, you need to get into a position where you can explain your services. And if you don’t have that position, you don’t have sales. It’s as simple as that.

That is, you want to explain your intellectual property, handle objections, get to know the person you’re talking to, and, most importantly, get them to know who you really are.

But, none of that can happen in a public setting. It can only happen in intimate settings.

So, if you can’t take engagement and create intimacy, you’ll have nothing in your business. People won’t react to you the way you’d want them to. In fact, I never have a positive reaction to cold calls and DMs – it’s one of the reasons I hate them.

You’ll be better off avoiding cold calls and DMs at all costs.

That stuff doesn’t work. Plain and simple.

But what does?

The New Selling Technique That Works

You might’ve guessed what it is from the previous section – what works is building intimacy.

That is, you warm people up and get into a position where you can start asking crucial questions:

Would you like to know how I can help you?

Would you like to know more about my program?

Would you like to know how we can solve your problem?

In doing so, you’re sending a signal that you’re shifting from a regular to a sales conversation. But you can’t get there unless you’ve built intimacy.

To understand how it works, let me use my own experience as an example.

Whenever I’m talking to people who’ve already been on a webinar with me or visited my live events, I feel free to ask them straight up: Can I make you an offer?

And we won’t proceed until they say ‘Yes’.

That’s the way to make sales with intimacy. You build it up and proceed to the sales conversation only when the other person acknowledges that you’re in an intimate setting.

It’s imperative that you learn about your client and their challenges and you pave the way for your offer. Then, when they explicitly say that they’re comfortable with moving on, you go into sales.

That’s how you make more sales in this day and age.

However, that’s not all. You need to do one more thing …

The Affirmation to Make to Yourself

I want you to make an affirmation to yourself. Do it now, while you’re reading this, but also repeat this affirmation whenever you’re about to have a sales conversation:

I am a closer.

That’s it.

It’s a simple thing, but it’s the critical point of the sales process.

Because if you aren’t closing, you’re not collecting the cash. And if you’re not getting the cash, your business isn’t growing.

Ultimately, you want to make more money. And the only way to do that is to collect it!

So, make this affirmation a part of your daily routine. You must become a closer and bring your sales conversations to fruition. Otherwise, each step you’ve taken along the way won’t amount to much.

Remember, if you want to be a closer and close more sales, you’ll have to get into a position to do so. And the best way to get there is through building intimacy.

A Modern Approach to Sales

Now that you’ve learned about the critical mistake of cold calls and DMs, you know better than to get stuck in the old ways.

So, just like AJ, focus your efforts on creating an intimate setting, find the right time to transition into a sales conversation, and then … close the sale!

Do all of it right and your sales will skyrocket.

If you want NCI to help you establish effective sales methods or boost your business in another way, we can get started right away. Feel free to contact us now.

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