What do you do if your clients in Sales Coaching are resistant to change?

Nobody is resistant to change! People are resistant to being changed... Forced change is what we resist... We will only ever willingly change if the fear of staying as we are is greater than the fear of changing! In your discovery call process you must establish the COI (c.onsequences O.f I.naction)... Or the price your prospects will pay if they do nothing and stay as they are... Versus the rewards of action, of changing and being guided to their desired future state by you!

It is much easier to implant an idea into someone's head than it is to change it. People you are coaching have likely been in sales for a long time; nobody wants to admit that they're a bad salesperson. Your task is to figure out their sales process before actually coaching them. Ask them their reasoning behind it and how well that method has worked out for them. Find the flaws in their process, but before you explain them, find out why their process is the way it is. Do they lack confidence? Or do they simply not believe that what they're being taught is better? Tell them in a story about how this newer sales process has worked for others, acknowledge their flaws and concerns, and work together to tackle those issues.

Listening and understanding without judgment and predictions the real necessities of clients are vital to offering the best options and opportunities that are truly meaningful and solve their problems. The only way to do that is by asking the right questions. The more you know from your client the more you can break its resistance.

One of the best ways to build trust is by being congruent between your words and your behavior which will be reflected in your results. Once your client acknowledges it, it tends to be more open to trust in what and who you are.

I start by acknowledging the need for change, whether it's frustration over missed quotas or a desire for deeper customer engagement. I use these dissatisfactions as the fuel to drive us forward and build a compelling case for change. Change is about understanding your "why." By connecting with your core motivation, I help you see change as a bridge to success, not a burden. We then craft a vivid vision of your future success, imagining the days when you'll exceed your sales goals and earn rave reviews from clients. Recognizing that change doesn't happen overnight, we break it down into small, manageable steps. As we progress, I'll encourage you to embrace a growth mindset, viewing setbacks as opportunities to learn and improve.

Making yourself clear about showing the importance of respecting the processes by your own example, showing results that the combination of patience plus procedures plus action may give, will definitely leave your client aware that you do not sell either products or services with short-term results but yes long-term and reliable ones.

As a sales coach, I understand the challenges that come with clients resisting change. It's crucial to reinforce the benefits of change to maintain momentum. Here are some strategies to help: Consistently reinforce the benefits of change: Remind your clients of the positive outcomes they have experienced since implementing new strategies. Keep the benefits at the forefront: By focusing on the positive aspects of change, you help your clients associate change with positive results, making them more likely to continue embracing new approaches in the future. By consistently reinforcing the benefits of change, you can help your clients overcome resistance and maintain progress in their sales coaching journey