I received an email from a coach that said:
"We were in the final part of closing the deal and she hesitated ... and then said yes. I felt the hesitation, and wasn't sure what to do about it. Then she said she wanted to proceed.
I received an email from her this morning saying now she's not sure, wants more time to think about it, and she's in the middle of making some other significant investments.
Oh - and now I'm completely frustrated!!!
HESITATION = TIME to SLOW DOWN
Many coaches instinctively speed UP when a deal is almost closed. We get excited (about the money), the opportunity, what it's going to mean for us, our business, our bank account ...
And we don't pay attention to the person in front of us. We essentially forget about them, and we are focused on what WE want.
This is how we miss the cues, and we race forward.
And there's no rush.
In fact, it's WAY better to slow down and acknowledge the hesitation, and make the impending deal a non issue. Slowing down, with:
"I'm noticing hesitation yes?"
Let's slow down - because there's no rush. I am going to recommend we talk more before we proceed. This may not be the best time for you."
FORGET about the MONEY
Which means, forget about the money. Forget your bank account, your mortgage, and your car.
In the CFJ Coaching Success School we are going to play the "Forget about the Money" game.
This is a game is where everyone in the room discovers what's behind the money, what's behind the bank account, and what's behind our ideas of thinking money will handle things.
FORGET about the Money Game changes a Coach's WHOLE LIFE.
"To give real service you must add something which cannot be bought or measured with money, and that is sincerity and integrity."
Try it next time - try slowing down when you instinctively want to speed up and GET THE CLIENT.
Experiment with not rushing - and give the client a lot of time to say yes.
Forget about the money - even temporarily. As Steve Chandler, my Coach says, "Stop confusing money with oxygen."