In this episode of The Successful Nurse Coach Podcast, Laura discusses the importance of mastering sales techniques without feeling salesy. She introduces the CLOSER method, a structured approach to closing sales that emphasizes ethical selling and client engagement.

The conversation covers the significance of understanding client needs, navigating resistance, and the importance of commitment through payment. Laura shares personal anecdotes and practical tips to help nurse coaches improve their sales skills and ultimately serve their clients better.

Takeaways

• Sales is a skillset that can be learned through practice.
• The CLOSER method provides a structured approach to closing sales.
• Clarifying client needs is essential for effective selling.
• Overcoming client resistance requires understanding and empathy.
• Commitment is demonstrated through payment, which signifies readiness to invest in change.
• Sales should be approached ethically, focusing on client transformation.
• Building certainty in clients reduces their perceived risk.
• Effective communication is key to navigating client conversations.
• Sales training is crucial for professional growth as a coach.
• Creating a supportive environment enhances client outcomes.

00:00 Introduction to Sales Without Feeling Salesy

03:17 Understanding the Fear of Sales

08:07 The CLOSER Method Explained

08:35 Step-by-Step Breakdown of the CLOSER Method

16:40 Selling the Outcome and Vision

21:04 The Importance of Guidance in Healing

22:50 Explaining Terms and Risk Reversal

24:15 Calling Clients Forward: The Power of Intention

25:18 Navigating Resistance: Understanding Client Hesitations

30:04 The Commitment: Asking for Payment and Client Buy-In

35:23 The Role of Belief in Coaching Success

40:27 Facilitating Transformation: The Coach's Role

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