There is one question that coaches never ask people when they’re standing in front of a prospective client. Normally, when you’re standing in front of a prospective client, you might ask the question, “How’s things in your world,” or “How are things for you” in general conversation, and you’ll find that a prospective client will maybe start off positive, but then they’ll start telling you all of the things that they don’t want.

“I don’t have enough money.”

“I don’t have enough clients.”

“I don’t have enough time.”

If you’re a great coach, you’ll hear the things that they don’t want. The question that great coaches never ask is this great question, and it goes like this, “What would you like instead?”

The prospective client does a little bit of an eyeball toggle and goes, “What do you mean?” You just told me, all the things that you don’t want. What are the things that you want instead? “I’d love to have loads of money in the bank.” “I’d love to have more time to go fishing, play golf, have a massage,” whatever it is.

It’s a really great thing to get that person thinking about all the things they do want, because then they start heading in the direction that they should be heading in, and that’s a great gift to give someone, even if you’re not coaching with them, because they will go away and think about all the things that they do want, because they may not have thought about it at all and may not even know what they want. 

When they say that, the easiest and simple response to that is,

“I can help you with that.”

“I can help you achieve those things, and then you can flow on with the conversation.”

The question is “WHAT WOULD YOU LIKE INSTEAD?” 

Make sure you incorporate that question into the conversations that you’re having with people, and you will really see a different outcome of that conversation.

  • You don’t have to sell.
  • You don’t have to be pushy.
  • You don’t have to talk for hours on end about what you do.

Just asking great questions will allow people to say,

  • Yes, I need some help.
  • I’d love to talk to you more about this.
  • Yes, I’d love to work with you.

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