Christa Baker, fellow OTM Success Coach and sales expert, breaks down the biggest sales mistakes fitness coaches make and the mindset shifts that transform struggling coaches into confident closers.
From overcoming the "sleazy salesperson" fear to mastering the art of discovery calls, this episode reveals why sales success has nothing to do with convincing and everything to do with caring.
Timestamps:
0:00 - Meet Christa Baker: From OTM student to sales mentor3:15 - The biggest sales mistake fitness coaches make5:45 - Why coaches fear asking hard questions8:30 - Money mindset vs. deeper sales blocks11:00 - The pre-call routine that changes everything14:00 - Reframing "sales calls" as enrollment conversations17:00 - The discovery phase: Ask questions and zip your lip20:10 - Why difficult conversations equal more money23:40 - How proper discovery makes clients feel heard27:20 - Setting expectations vs. pitching features33:50 - Fear of rejection and handling "no"36:30 - Objection handling: Coaching past limiting beliefs42:30 - The 80/20 rule for enrollment calls44:15 - Rapid fire: Sales myths, books, and golden nuggets
Key Takeaways:
✅ Most coaches avoid sales because they fear being "sleazy" - but caring coaches can't be sleazy✅ The objections you get most reveal your own limiting beliefs (money, spouse, time)✅ Discovery is 80% of the call - ask hard questions and let them talk✅ You're not convincing anyone - you're coaching them past their own blocks✅ Sales success comes from caring about their transformation, not needing their money✅ Practice with anyone (even family) to build confidence before real calls✅ When people say it themselves, it's true - when you say it, it's just selling
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