Question Based Selling: Mastering Excellence Series
With Josh Coats
Let’s say a group of people tell you a story of their problem.
It’s not the same story each time, but the story’s theme starts to become familiar. What you find is that most people will mention different forms of very similar issues and barriers. In sales, you must uncover the repeated answers of your audience’s problem to present your offer effectively. You can only get answers if you ask questions. This is where question based selling comes in to play.
Your very own Sales Maven, Nikki Rausch, is here to offer tips, techniques, and strategies to master your sales conversations. Discover methods to place yourself in the position to thrive in business and produce true value for your audience.
Today, learn to apply question based selling in your offers in this Mastering Excellence Series conversation on this episode of the Sales Maven Show.
Josh Coats is a two time #1 Best Selling Author, Top 50 podcast host, and founder of Push Coach Certification School for life coaches. Josh has trained over 40k in his online trainings and specializes in mindset, leadership, and strategy. As a student of mindset and founder of a life coach school, Josh will help you to dig into the beliefs that are holding you back in your sales and leadership.
Josh built a multi-six-figure business with less than 2k followers on Instagram; and that was earlier in his journey. His story of how he built income first and then the following offers important clues on creating a solid sales structure before scaling. Josh developed his natural curiosity into a process of creating space for his ideal clients to uncover all the reasons his offer is a chance at a solution. He poses questions that allow his audience to understand their deeper motives without making them feel forced into an answer.
In today’s episode, Nikki and Josh discuss question based selling. Josh says that life coaching does not have an agenda or ulterior motive. Otherwise, it just turns into manipulative mentoring. Questions allow people to sift through the limiting beliefs they have around accepting your offer. Listen to Nikki and Josh talk about the four levels of competency, global listening, and the questions that unveil deeper levels behind what’s going on in a client’s life.
Nikki invites you to join the Sales Maven Society, don't miss this opportunity for you and Nikki to work together. Bring your questions, concerns, sales challenges, and she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click add to cart, and then checkout and use coupon code: 47trial to get your first month for $47.00!
In This Episode:
[00:42] – Welcome, and thank you for listening!
[01:28] – Josh Coats organizes a coaching program that allows entrepreneurs to get life coaching certification and business coaching together.
[03:40] – Why does Josh call himself a “network tapper”?
[06:10] – Josh talks about how he built a multi-six-figure business with LESS than 2k followers on Instagram.
[09:01] – True coaching is the art of using questions to bring things out of other people.
[11:32] – Life coaching does not have an agenda or ulterior motive.
[13:57] – What should life coaches really seek to do for their potential clients?
[15:47] – Josh talks about bridging your content with the way your ideal audience talks.
[18:21] – What is global listening?
[20:51] – You can be paid to do market research.
[22:36] – Josh describes why understanding repeat answers and underlying issues gives your coaching an advantage.
[24:31] – Listen to Josh’s chiropractor story that highlights a major method to getting clients more inspired to accept your offer.
[26:11] – Combine expertise and curiosity to bring new solutions to the forefront.
[29:02] – Nikki reviews the four levels of competency.
[31:57] – Nikki and Josh discuss the importance of knowing what you do and do not know.
[34:51] – “Can you tell me more?”
[37:40] – When you know the internal reasons of the issue, you can choose the approach to present your offer.
[40:34] – As a life coach, you are the guide, not the solution.
[42:24] – This movie genre is Josh’s guilty pleasure.
[45:22] – Which music instruments can Josh play?
[48:11] – Josh shares what’s coming up in his business.
[50:50] – Thank you for listening. Nikki is so grateful you are here!
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