Just Between Coaches

Sales expert Matthew Kimberley turns the ABCs of traditional sales training upside down with a tough-love approach that is remarkably comfortable. If you have a hard time selling and a tendency to give away or undervalue your services, don’t miss today’s show!

Show Notes

It’s no secret that, as a group, coaches tend to be much more service-oriented than sales-oriented. We tend to think that effective selling requires characteristics that we just don’t have. Sales and marketing expert Matthew Kimberley disagrees. He says selling just requires skills that can be learned by anyone as long as they have confidence in what they are selling.

In this episode, Melinda and Matthew discuss in detail how to get and retain clients and the steps to develop a sales cycle that’s easy to work with. The two coaches get real about ditching sleazy sales tactics and earning trust to earn the sale.

In this episode we discuss:
  • Are there certain traits or characteristics that make a good salesperson?
  • Why do coaches tend to resist sales and marketing?
  • What should coaches be doing instead of traditional sales methods?
  • The importance of clarity and expectations with potential clients.
  • How can coaches stop undervaluing and underselling their services?
  • The importance of separating yourself from your services.
  • Creating a systematic process to increase scalability.
  • How to frame and conduct a discovery call to increase sales—the four-part, super-simple sales conversation.
  • The difference between scripting sales conversations and structuring them for maximum return.

“So if you're knocking people over the head with promises that they are not sold on, or aren't interested in, then you're going to have natural resistance there. And that resistance is unpleasant.”
– Matthew Kimberley



With two decades of international sales and advisory experience, and multiple millions of dollars, euros and pounds generated for his own companies and the companies of his clients, Matthew Kimberley now hides out in the Mediterranean and works behind the scenes with a handful of select clients, ranging from one-person service business start-ups to bigger and more mature operations. 
     

Resources or websites mentioned in this episode:
  1. Mirasee
  2. Coaches Console
  3. Matthew’s website
  4. Matthew’s LinkedIn


Credits:
  • Guest: Matthew Kimberley
  • Host: Melinda Cohan
  • Producer: Cynthia Lamb 
  • Executive producer: Danny Iny
  • Scripted and assembled  by: Michi Lantz 
  • Audio Post Supervisor: Evan Miles, Christopher Martin
  • Audio Post Production: Post Office Sound
  • Music soundscape: Chad Michael Snavely
  • Making our hosts sound great: Home Brew Audio

If you don't want to miss future episodes of Just Between Coaches, please subscribe to Apple podcasts or Spotify or wherever you're listening right now. And if you liked the show, please leave us a starred review. It's the best way to help us get these ideas to more people.


• Music and SFX credits:
 
•Track Title: Clouds
Artist Name(s): Acreage
Writer Name: Marshall Usinger
Publisher Name: BOSS SOUNDSTRIPE PRODUCTIONS

•Track Title: Coastline Dream
Artist Name(s): Wild Sky
Writer Name: Adam Simons
Publisher Name: BOSS SOUNDSTRIPE PRODUCTIONS

•Track Title: Coo Coos
Artist Name(s): Dresden, The Flamingo
Writer Name: Matthew Wigton
Publisher Name: A SOUNDSTRIPE PRODUCTION

•Track Title: Stars & Trees
Artist Name(s): Outside The Sky
Writer Name: Dustin Ransom
Publisher Name: A SOUNDSTRIPE PRODUCTION


  • Episode transcript: Always Be Opening (Matthew Kimberley)  Coming soon.

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Creators & Guests

Host
Melinda Cohan
Producer
Cynthia Lamb
Guest
Matthew Kimberley

What is Just Between Coaches?

Where do coaches turn when they face a difficult situation with a client? Quite often, when coaching challenges arise, they reach out to a coach more senior than themselves. That’s the aim of Just Between Coaches — to be that trusted source of guidance for the coaching community.

Hosted by Melinda Cohan, coach and creator of The Coaches Console business management system, Just Between Coaches will answer the tough questions that coaches face every day. For example, what can I do if my client is lying? How do I deal with price resistance from prospects and clients? What if I want to fire a coaching client? And what the heck is a feeder course and why should I care?

This tactical podcast will provide a deep dive into one coaching topic per episode, which means searching for answers will be a breeze. It will also offer a simple way for listeners to refer other coaches who are grappling with those tough coaching questions. To submit a tough question you’re facing as a coach, put “JBC” in the subject line and send it to podcasts@mirasee.com.