HOME  

You’re selling a dream along with your executive coaching - to help customers become a better version of themselves. To be successful, you want to make use of your prospects' emotions' influence on decision making. Emotional selling marks the difference between average executive coaching businesses and the top, profitable ones.

Every Decision is Emotional

When you’re facing a decision, feelings from past experiences will create bias in your choice. As taught in the Behavioral Coaching Institute’s Emotion Focused Master Coach Course -this is because our brain’s limbic system constantly looks for positive feelings. Hence, if we associate positive or negative feelings with a certain event, our brain will either lead us to make the same decision again, or refrain from it.

For Example: Emotional selling means arousing emotions in prospects to persuade them into buying your executive coaching services.

Achievement/Status: People like the feeling of accomplishment. Personal status and success is a primary motivator in executive coaching.

To further evoke feelings of achievement you could ask why your client (say; an in-house executive who has been nominated to be coached) is interested in coaching (e.g. make good impression on their boss or is it the productivity/monetary return for company). Does coaching save your client’s company/boss time or money? Use that value as an add-on selling point to reinforce the value of their coaching journey with you.

Fear: Fear can be a strong impulse towards action. In executive coaching, fear refers to missing out on a good opportunity. Communicating the cost of inaction is the best way to point out the client’s potential disadvantage in their professional market place/future.

Focus on selling the experiences and feelings that will arise from their coaching journey of self-discovery and fulfilment of their potential.

For example; Happiness: Using happiness to sell your coaching services. Clients love buying easy-to-follow services that create pleasure in their lives. Emphasize the wonderful coaching journey -the experience, along with the resulting benefits.

Highlight the Value.
How executive coaching will provide value to your clients’ lives while helping avoiding pitfalls and missed opportunities. How can coaching change your client’s life?

Use passion to communicate value to prospective clients. Show them why you believe in your executive coaching services and that you stand by it 110%. If you trust your coaching process, your coaching credentials, executive coach training and coaching toolkit, your clients will do the same.

Reassure a prospect that your track record and specialist, elite executive coach training provides them the best option in the market because of the value it brings into their lives. Help them discover what sets you apart and above from other “coaches” and that this feels the right path for them.


The Certified Master Coach Course - learning how to use the latest Behavior Change Models to effect measurable, sustainable individual behavior change and learning: The Behavioral Coaching Institute's fast-tracked, internationally recognized Master Coach Course (Self-Study, Campus and Distance Learning Format) meets the critical needs for executive coaches, behavioral change agents and other professional people developers to be trained and mentored in the use of validated, reliable behavioral change tools and techniques.  
Read More >....