Why You Need to Ditch Your Sales Script

In this episode, Mariel interviews Gillian Dunn Tucker who is a career transition coach for corporate women. Gillian teaches her clients how to overcome burnout and connect their passions to their careers.  Mariel and Gillian discuss the mindset of success and how to grow your coaching practice in record time.   If you are a corporate woman who would like support to overcome burnout and connect your passions to your career book a discovery call with Gillian here: https://calendly.com/bookgillian  If you’re a high ticket coach who is ready to enroll more perfect fit clients into your coaching program book your free breakthrough call with Mariel here: marieldiaz.com/connect 

In this episode, Mariel interviews Sarah Waldbuesser, Attorney & Founder of Destination Legal, about how to legally protect your high-ticket coaching business. Mariel and Sarah discuss 5 tips that will help you ease your mind so you can focus your energy on serving your clients.   Tip 1: Use contracts  Tip 2: Use terms of purchase for online courses, membership sites, and groups Tip 3: Protect your website - privacy policy Tip 4: Protect your website - terms of service and disclaimers  Tip 5: How to know when to apply for a Trademark   "Legal can be a mindset issue. If it feels scary to you, you need to change your mindset and view it as part of growing a business because it is just what business owners do. If you start that way and show the universe that you are taking your business seriously, the universe will respond."  - Sarah Waldbuesser  About Sarah: Sarah Waldbuesser, Esq., is an attorney for coaches and online business owners. After several years at a law firm and a few career jumps, she ended up falling in love with online business and loves helping entrepreneurs achieve their dreams in a smart and protected way. She is also a wife and mama, traveler, and food and wine lover.  When not at her computer, she loves hanging with her kiddos, having wine with friends, flying around the globe, and connecting with other online business owners.   Link to Sarah's legal checklist: www.destinationlegal.com  If you’re ready to enroll more perfect fit clients into your high-ticket coaching program book your free breakthrough call here: marieldiaz.com/connect 

In this episode, Mariel interviews Stephanie Veraghen and Renia Castillo about how to use systems and strategy to scale your coaching business.   Stephanie and Renia have created the “Get Your Shit Together” Intensive to help coaches to turn their mess into magic so they can scale their coaching businesses. To learn more and apply go to: https://realignyourstrategy.com/gyst/  You can also check out their quiz here: https://realignyourstrategy.com/quiz/  “No matter where you’re at in your business, you don’t need to carry any shame about being behind or feeling like you should be someplace else. There’s a tendency to feel like you’ve done something wrong and haven’t put together a magic formula that someone else has and that’s not the case.”  - Stephanie Veraghen  About Stephanie Veraghen: Stephanie’s extensive operations and training background in restaurant management serving as the Assistant General Manager of an upscale steakhouse, paired with an A.S. degree in Graphic Design have allowed her to become a multifaceted business coach with a thorough understanding of how all parts of an organization operate. While working in the hospitality industry, she obtained a bachelor’s degree in Advertising/Public Relations from the University of Central Florida. After completing her program she went to work with New York Times Best-Selling Author, Sally Hogshead where she served as the Director of Possibilities (operations). There, she fell in love with the coaching, speaking, and personal growth and development field. From there, she struck out on her own and now supports authors, speakers, coaches and entrepreneurs in building their businesses. Through her work with her clients, she realized the importance of soft skills. This led her to pursue her degree from Atlantic University in Transpersonal Psychology, specializing in Leadership and Conflict Transformation, which integrates the spiritual and transcendent aspects of the human experience with the framework of modern psychology. She’s also a certified life coach and HeartMath® Resilience Trainer, teaching workshops where people learn simple techniques for dealing with challenging people and situations using the wisdom of their hearts.   About Renia Carsillo: Renia Carsillo helps values-driven brands align their marketing strategy with their impact strategy. After beginning her career as a bank VP, she decided to leave the suits behind and built her first business with nothing but a 2008-era Facebook page. Since that small beginning, Renia has worked with brands as large as 3M and as small as her neighborhood electrician to bring brand strategies to life online and offline. Through it all, Renia learned that the number one problem most companies face (whether large or small) is a lack of cohesive digital strategy. It is with that understanding that, in early 2018, she turned her focus to sustainability, people-driven strategies to create the Do Better Digital ™ framework. Through impact-minded digital strategy, her team helps founders find sustainability in their brand growth strategies. This unique approach helps early 7-figure companies scale without sacrificing their impact goals or opting into what Renia likes to call “bro marketing” tactics that feel manipulative and give the marketing industry a bad name.  If you’re ready to enroll more perfect fit clients into your high-ticket coaching program book your free breakthrough call here: <a href="marieldiaz.com/connect " rel="noopener...

Have you ever found yourself struggling to stay positive when you’re facing a life or business problem? Whenever you’re faced with a challenge it is tempting to focus on the problem in an attempt to solve it. Believe it or not, this is the worst way to solve a problem because what you focus on expands.   When you focus on a problem the problem, it actually grows. Instead, you want to train yourself to focus most of your energy on the solution. In this episode, Mariel walks you through a process to train your mind to focus less on problems and more on solutions.    Call to mind a life or business problem:   Replay the past 24 hours – look at your thoughts, feelings, actions, energy, conversations with others – how much of your energy has been focused on the problem, and how much has been focused on the solution? Try to give each one a percentage.  Approach this with self-love, curiosity, and compassion. You can’t change what you’re not aware of. When you become aware of your habitual mental patterns you are empowered to create change.  Remember what you focus on expands.  Ask yourself: What am I feeding my energy to? Is this the most helpful way to direct my energy? Brainstorm solutions.  Highlight 1-3 solutions you can focus your energy on. Identify concrete actions for each solution. Repeat inventory from step 1 throughout the day – look at your thoughts, feelings, actions, energy and ask yourself “right now, am I more focused on the problem or the solution?” Interrupt the pattern of mental looping by saying “STOP” to yourself. Then give your mind something else to focus on. Celebrate your wins – look for the micro-wins – every time you catch yourself in a pattern it is cause for celebration because you cannot change what you are not aware of.   “If you want to create rapid change in your business and in your life learn how to focus 90% or more of your energy on the solution and just 10% or less of your energy on the problem.”  - Mariel Diaz  If you’d like to learn how to enroll more perfect clients into your high-ticket coaching program, book your free breakthrough call here: marieldiaz.com/connect 

Have you ever felt frustrated as another month goes by and you still haven’t reached your monthly revenue goal in your high-ticket coaching business? This is common for high-ticket coaches. Well-meaning mentors encourage you to stretch your financial vision of what is possible. This enthusiasm can be contagious and cause you to set goals that are past your financial set point. When you repeatedly set goals like this and don’t reach them, your core beliefs get activated and a sense of failure can ensue. This sets off a cycle of negative thoughts, feelings, and actions that end up pushing you even further away from your goal.  In this episode, Mariel discusses making the switch to setting impact-based goals. Setting impact-based goals will reduce resistance, elevate your energy and make it easier to perform well on your sales calls so you can enroll more clients. It is important to remember that there is nothing wrong with making money. Money is energy and it is a magnifier of the energy of the person who is making it. It is very possible to make a big difference in this world with your work and make a lot of money. However, when you focus on impact-based goals, you’ll experience less resistance because impact-based goals keep you rooted in your intuition and connection to Source/Spirit/God/The Universe which then collaborates with you to draw in the clients you are uniquely designed to serve.   “When you are focused on impact-based goals you will be more connected to your intuition, your potential clients will feel it on your sales calls and will be much more likely to enroll if they are a good fit for your program.”  - Mariel Diaz   If you’d like to learn how to enroll more perfect clients into your high-ticket coaching program, book your free breakthrough call here: marieldiaz.com/connect 

Have you ever had a bad sales call that threw you off for the rest of the day? It is very common for coaches to carry energy with them from one sales call to the next. This can be great when you get an enrollment and you’re taking high-frequency energy with you into the next call. However, it can create problems when you are taking low-frequency energy from a bad call into your next sales call.  In this episode, Mariel walks you through a few steps you can follow to reset your mindset after a difficult sales call. Although the focus of this episode is using this practice after a sales call, you can use this practice to reset your mindset with pretty much anything whether it is life or business-related.   Step 1: Vent – spend 5-10 minutes dumping the mental/emotional trash Step 2: Identify key themes to explore – in your journal or with a coach Step 3: Shake the energy off – move your body Step 4: Condition a positive state by:  A) Remind yourself how amazing you are  B) Gratitude list – be specific and FEEL it  C) Write down your wins – look for the micro-wins  D) Work with affirmations – positive statements to yourself about yourself Step 5: Trust in Source/Spirit/Universe/God  Try this practice the next time you need to reset your mindset. You can expand or contract it to fit the amount of time you have available.   “If you don’t take the time to shake off the energy from a bad sales call, you will take this energy with you into your next call and sabotage your sales.” - Mariel Diaz  If you’d like to learn how to master your mindset so you can make more sales, book your free breakthrough call here: marieldiaz.com/connect 

Do you ever find that you have a tough time saying what you are thinking on your sales calls? If so, you are not alone. Many coaches struggle with a fear of being rude on their sales calls and end up keeping quiet instead. This is one of the quickest ways to sabotage your sales calls. In this episode, Mariel helps you understand why it is essential to boldly speak the truth to prospective clients and gives you some tips for how to make this easier.  It is important to remember that when people hire a coach, they are looking for someone who will be honest with them. As a coach, you are helping your prospective clients to see the subconscious pattern of sabotage that is keeping them stuck and this can only be done if you have the courage to speak the truth to people. Doing this will help your potential clients have amazing breakthroughs on your sales calls and it will significantly increase your enrollment rates as well.   “When you don’t say what you are thinking on your sales calls you are doing yourself and your potential client a massive disservice.” - Mariel Diaz  If you would like to learn how to boldly speak the truth on your sales calls so you can make more sales, book your free breakthrough call here: marieldiaz.com/connect 

Have you ever stopped to wonder who is the narrator in your mind? You have multiple aspects of self, each with its own story and interpretation of your experiences. In this episode, Mariel will help you understand four of the core aspects of self: your ego, your inner child, your adult self, and your higher self.   You will learn how to identify the voice of each of these aspects of self, both for yourself, as well as for your clients and potential clients on your sales calls. When you can accurately identify the aspect of self a potential client is in, you can skillfully coach them into their higher self where they can make empowered decisions.   This week ask yourself: Who is leading me?   To create better outcomes in your life and in your business, learn how to coach yourself into thinking, feeling, and acting from your higher self.   “Your inner dialog is creating your results in your life and in your business.”  - Mariel Diaz   If you’d like to learn how to master your inner dialog so you can make more sales, book your free breakthrough call here: marieldiaz.com/connect 

Do you ever feel frustrated with your sales script? If so, you’re not alone. In this episode, Mariel helps you understand how your sales script might be working against you and what you can do instead.  If you are using other people’s language in your sales script it won’t come across as authentic and your potential clients will feel it. This will result in lower enrollment rates.  Although having structure for the sales conversation is important, too much structure in the wrong voice and energy can repel potential clients.  When you learn how to follow your intuition and find your own authentic voice with your sales process, you will be able to enroll clients with ease.   “When you feel good about the process you are using for your sales calls you will increase your sales.”  - Mariel Diaz   If you’d like help reworking your sales process so it feels more authentic, book your free breakthrough call here: marieldiaz.com/connect 

Have you ever felt disappointed when you made an offer to a potential client on a sales call and they said no to your offer? If so, you’re not alone. In this episode, Mariel covers 3 tips to help you build your resiliency to being told no on sales calls. It is important to remember the more selective you are about who you make offers to, the less often you are going to hear no.  Here are 3 tips Mariel gives her clients: When people say no to you, they are not rejecting you, they are rejecting themselves.  Don’t place your value and worth outside of yourself. Build yourself up.  Practice coaching people through fear.   “In order to effectively coach others through fear, you must be willing to face your own fears in your life and in your business.”  - Mariel Diaz  Resources mentioned: The Four Agreements by Don Miguel Ruiz The Mastery of Love by Don Miguel Ruiz   Connect with Mariel: Book your free breakthrough call: marieldiaz.com/connect