Coaching Discovery Call Example (With Commentary!)
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- เผยแพร่เมื่อ 11 ก.ย. 2021
- Watch This Coaching Discovery Call Example, Including A Full Break-Down Of The Techniques.
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It is frustrating when you are finally on a call with a potential client, and they say NO to you and your coaching.
They already decided to work with you, but you couldn't help them finally say YES to themselves.
You lose a potential client. They miss the chance to make real changes in their life.
Mastering discovery calls means you can help more people and charge higher prices for your program.
This week's video is a demonstration of a discovery call. Sales coach Nicole Cramer sold me a 3-month weight loss program worth $3500.
We recorded how she did it so that you can do it too. I added commentary throughout the video, so you know what she does and why.
Coaching Discovery Call Demo With Commentary
To learn more about gaining total confidence in your coaching skills, check out the FREE Coaching Session Preparation Kit: www.robinbeier.de/en/
Many nutrition coaches struggle with feeling confident despite being highly educated. They have a passion for health and fitness here, the constant voice of doubt telling them, “you’re not good enough.”
Lucky there is a solution: Check out the Coaching Session Preparation Kit.
It helps nutrition coaches gain trust in themselves, allowing them to transform the health and lives of others while building a successful nutrition coaching business.
Get the free kit here: www.robinbeier.de/en/
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Robin Beier has been a nutrition coach for ten years and worked the last four years with the best nutrition coaches in the world at Precision Nutrition. - แนวปฏิบัติและการใช้ชีวิต
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definitely recommend speeding video up at least x 1.25
I gave this specific framework a shot today and it worked really well. Loved the way it flowed and closed the sale with my ideal client. . no objection! Awesome resource!
That's so awesome!!! Thank you for sharing! We have a couple more videos on sales calls. Happy to share the playlist if you like :)
I have to say robin I think you are the best coach I've found on the web . And holy crap you are exactly being a client on this call ... You've done REALLY well with your business robin, THANK you for all of the help that you've given us
Thank you so much, Scott. Your feedback means the world to me. There is even more content and better content coming to this channel very soon ☺️
Loved watching the process play out.
Thank you! :) More of these videos are coming soon. Stay tuned!
The amount of silence at the end...BLOWS MIND!! I have some practicing to do!!
It feels unbearable just watching it, now imagine how the client on the receiving end felt …
Wow, this was amazing. Thank you so much for showing us this. Love the Content.
Thank you so much, Virgie! :)
I'm curious, what was most helpful for you in this video?
Thank you both so much for this. It is very helpful. Also seeing Nicole quote her price straight up with confidence and just pausing was powerful. That's where I would feel the need to justify myself. Silence it is. Thanks again.
You're most welcome. You will see a lot more of Nicole in the future. Anything you would like to learn more about?
I would love to know about what to do when they say they need to think about it or ‘I need to talk to my husband about pricing’. My discovery sessions are quite literally like this. So i dont understand what I am doing wrong, i am even getting several AHA! Moments that the clients really appreciate. Also follow up messages once they think about it. Would also love to hear about contracts! Thank you
Wow this is beautiful- I love this coaching style Nicole.
This was absolutely wonderful! My discovery call sales skills are not great. Wish I could download her brain into mine, but I’ll be sure to watch this before each call I have! Thank you
Cally, thank you so much for your comment and for taking the time to watch our conversation. If you want to download more of Nicole's knowledge, we have created a lot more videos together on my channel. Let me know if you want to dive deeper :)
Strong Push and Pull between pain and desire, while staying really patient with building up the Yes's.
Thanks for the powerful demonstration of motivational interviewing, this conversation is really helpful 👍
Yes!!! Nicole's approach feels in many ways a lot like motivational interviewing (and I think it's wonderful for coaches). It makes adopting her approach a lot easier.
So happy you like it :)
so glad it was helpful for you Jay! Has it made a difference for you in your sales conversations?
Thank you so much, I have been wanting this kind of face to face...
Sincerely grateful that we were able to help you feel more confident with discovery calls. Have any questions come up while watching this conversation?
Great video thanks Robin!
That’s exactly what I was looking for! Thanks Robin, that was a very good example discovery call.
Thanks, I was really looking for this
So glad you liked it, Jane! What was it you were looking for specifically? A full conversation example?
Powerful learnings !!
Thank you so much for sharing this. I am on my journey to being a coach. This was just what I was looking for.
You're most welcome, Sunita! We have tons more videos on overcoming objections and guiding sales conversations. Happy to share some direct links, if you are interested :)
@@RobinBeier1 I have subscribed to your channel. Will be watching all the video in the coming days. Thank you
@@pagepalstories , just checking in :) how are you doing with catching up on some of my other videos. Anything that would be particularly interesting for you?
Great interaction and deeper insight into Nicole's script. Thanks Robin.😃
You're most welcome! Nicole now has her own TH-cam channel. Happy to share the link if you want to dive deeper in all things discovery calls :)
@@RobinBeier1 Yes that would be helpful - thank you.
@@mandyhildred7400, here you go: th-cam.com/channels/QCAa9pAS5AFvMGyRRcDChA.html
You might also want to check out her video: how to improve your discovery calls in 12 minuntes
th-cam.com/video/xLllgoYWpYs/w-d-xo.html
Thank you for this So helpful :D
You're most welcome!! What stood out for you from our conversation?
Thanks Robin for sharing this video. It was super helpful. I hope you enjoyed your friends wedding too ! The biggest take away were two things, the frame work Nicole used and her pauses !
Thank you so much for this. I followed this on the discovery call I had today, it went great and she said yes!! She didn’t even ask the price!! I was floored and I raised my price 75$ a month from my standard price. Yes!!!
Wow, Lisa!!! That's amazing. Did you raise the price by $75 during the call out of a gut decision or after the conversation went so well? Do you mind when I share your comment so I can inspire others to have the same experience as you?
@@RobinBeier1 After listening to the discovery call example, I felt more confident and went through with it to ask for more money since the call went so well!! I am not charging enough and know I have a lot to offer. I thank you for this, and allow you to share my comments.
I'm soooo happy for you, Lisa! :) Now, do you keep the momentum going and increase your price for the next discovery call as well?
This was the BEST discovery call script and flow that I've ever found... have worked in so many places , but this was the BEST.. LOVED the shift at the question of How do you think it would make you feel to have this type of support on these decisions since you said that you like the way I give examples on self love etc
So happy that you like our video, Scott!!! Nicole is my absolute favourite person when it comes to sales, her approach aligns so perfectly with the way coaches naturally are and conduct themselves in coaching sessions
Watching this as I am eating sweet snacks late at night :D
❤️ thank you for this lovely content Robin 😊 very helpful
You're most welcome, Vidya! We are already preparing a follow-up video. Anything in particular that you would like to see?
@@RobinBeier1 I know it would take sometime for clients to open up ..but what if they are the type who don't open up at all..also after my first call I could sense that I want her to tell me everything.. because I felt she is not telling me the entire story, it was very frustrating for me though 😅 is this normal Robin? Will such clients open up later on? 😅😅
@@Vegan.Health, I notice something interesting here … "I want her to"; "I felt she is", "it for frustrating for me" … your focus on yourself and how you feel. Let's switch the focus. What about your client? Have you earned their trust to be more open with you? Do they see a benefit to tell you everything?
Sometimes as coaches, we want the client to do something so WE feel better without considering if that's actually in the client's best interest
@@RobinBeier1 your right Robin 😊 I have to create a welcoming environment also a place for clients to trust in me and my work! I shall keep working on this in further calls 😊 Thank you for the guidance which I could never expect anywhere else! ☺️
@@Vegan.Health , trust is something that builds over time. Many clients won't be able to share their full story in the first meeting, partly because they have never thought about it in any great detail
This was very useful Robin. I observed that she asked you twice about what it was about her that compelled you to want to work with her. I have a couple of questions if I may.
1. I have had experience closing a couple of clients are super enthusiastic and sign up but then after a month have wanted to quit the program and request a refund on the rest. My gut feeling told me that these clients weren't totally in tune with how the program works or didn't know/trust me as a coach but were desperate to sign up to lose weight.
How would you proceed with potential clients like these?
2. What would Nicole's response have been if you had said, "Oh you know what? I'm not ready for that kind of commitment."
These are excellent questions, Charmi!!!
If you cannot wait for the Q&A, you can also join Nicole's free Facebook group and ask her there. Alternatively, you can message her on Facebook or Instagram. All links are in the video description :)
I don’t understand the pricing. What is hear is: The payment plan is 3500 per month and paid in full in 3000, it doesn’t make sense…
I'm getting some ideas here, beyond getting a prospective client to say "yes"! :)
Mind sharing your ideas with us? :)
So happy to hear that Shir! I’d love to hear some of your takeaways!
@@nicolecramer3339 I can see a lot of reflective questions, and the "client" keeps adding details and discovering/revealing his real needs in response to these.
"oh the weather is great in Germany for September..."
It's 42° here today. 🤣😭🤪
This sounds like the typical sort of NLP approach of getting a prospect to agree to a series of micro commitments (i.e. a series of questions designed to elicit a "yes" response).
I think it would be interesting to see this same sales call done with the Black Swan/Chris Voss approach of "getting to no" and looking for the "that's right" to not infringe on a prospects autonomy and avoiding false "yes's".
I think it's a much more genuine and powerful approach, but takes a skill to frame your questions appropriately that I haven't quite grasped yet.
Thank you so much for your thoughts, Ashe!!!
Do you happen to know a coach that teaches or uses the Black Swan/Chris Voss approach?
@@RobinBeier1 not specifically a nutrition coach no, but Black Swan offers regular workshops etc. Mostly geared towards executive clients so it's $$$$, even their online training is pricey. Getting some training from them is on the "to do" list though. Maybe next year...
@@fallingleaveskungfu , can I find them under Black Swan on Instagram or Facebook?
Appreciate the feedback. If you come across someone, let me know. Would be cool to have another demo on my channel :)
@Ashe Higgs I love Chris Voss' work! I read his book years ago and it was fascinating to hear how it works. It's not something I've fully grasped yet, either. I bet Black Swan training would be so much fun!
@@nicolecramer3339 agreed, but SO MUCH $$$!💸💸💸
I tried downloading the preparation toolkit but it redirects to a page which says content is locked, how can I access it? Thanks
Can I just say, thought great work, all of this is too much of a perfect scenario which nearly doesnt happen on these type of calls, especially if we are meeting with C level people....
My opening question is “what are you hoping to get out a conversation with me?”
You are one smart cookie, Robin🙂 $3000 bucks vs. what? heart attack, stroke, diabetes from all that Schokoladenpudding and gas station food! Thanks for making this session - great meeting you, Nicole and i hope you had a blast at......the wedding😉
Where is the link for the 33 places to practice getting clients ?
Here is the link :)
www.healthystepswithnicole.com/33places
Join Nicole’s Sales Superstars FB group to learn how to get more clients and make money as a health and wellness coach: facebook.com/groups/nicolessalessuperstars