A few years ago I was doing an endurance training program with other entrepreneurs and I was sharing that I realized I was letting myself off the hook with my training and I was doing the same with my clients.

The person leading the call immediately responded with “why are you being such a bad coach.”

It was a real eye opener for me. I didn’t want to be a bad coach! But in order to do that I realized I needed to not let people off the hook.

I still have a little voice that will come up telling me to let my clients or potential clients off the hook and I acknowledge it, then I recommit to

D: Don’t Let Them Off the Hook

Stand for the person’s vision. Don’t be attached! It’s not about the outcome, it’s about serving them to get to their vision however you can.

Most of the time the person on the other side of the line will present their objection.

Anytime you ask a question, be quiet after you ask the question until they respond.

They will give you valuable information about where they are right now. There may be a lack of trust, a fear, a scarcity.

To respond, I always start with compassion and understanding. I say “I understand” then I go into a PSR (problem, solution, result) story that relates to where they are at.

This is where tone of voice is so important. Care enough about the person to go there. Take yourself back to that vulnerable moment and relate to where they are now.

After I share my story, I say “when I shared that story, what came up for you?”

U: Deeply Understand Your Prospect

This last step is all about deeply understanding the person on the other side of the line for you.

Lead with compassion, connect through story.

You make the world a better place through understanding and through standing for another person’s vision.

Far too often people make decisions based on their fear and not their vision. Let’s stand for vision!