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Help your customer set their expectations - coaching sales
The coach plays a fundamental role as a guide for the client, as he or she can influence the perspective and vision of the person seeking his or her services. When we speak of influence, we are not referring to manipulation, since the latter is more focused on satisfying the needs of the one who exercises it, rather than benefiting the one who suffers from it.
Influencing the client, in this context, implies guiding him or her toward the realization of actions that favor his or her personal and spiritual development. This includes helping them to set clear goals that are consistent with their aspirations, so that the expectations they have about the work they will carry out in the following sessions are sufficiently motivating to justify the effort to achieve the objectives set.
In this guide, we will address some of the most relevant aspects related to this topic, so that you can use it as a resource when directing your client's actions, optimizing the results for the benefit of their personal interests.
Expectations are simply the projection we make about the future results we expect to obtain by performing certain actions. There is a debate about whether it is better to keep expectations high and idealistic or to moderate them towards reality, adopting a somewhat negative approach in case things do not turn out as we wish. The key lies in finding the right balance.
While it is not advisable to have overly idealistic and unattainable expectations, neither is it positive to fill them with negativity or leave them at such a low level that they do not motivate us to make an effort. Expectations are crucial because they reflect our desires and aspirations once we have walked the right path. If we don't have expectations worth pursuing, we will lack reasons to strive, as the promised rewards will not be attractive enough to justify our effort. Find a middle ground that allows you to set expectations that are achievable and challenging at the same time.
One of your roles as a coach will be to identify your clients' expectations and redirect them to benefit their interests. During discovery sessions, you will be able to discern what your clients' desires and aspirations are. In this way, you will be able to assess whether they align with the right line of personal and spiritual growth for their progress.
If you observe that your clients have consistent and motivating expectations, it is best to respect them as they are. However, if you notice that they are meaningless or do not align with the client's true benefit, help them redirect their focus to expectations that better align with meeting their interests. It is important to remember that your expertise and the authoritative role you play in your relationship with your customers gives you certain responsibilities. One of these is to look out for the best interests of those who seek your services.
Changing expectations is not something you can do without the client's active participation, it requires that the client understands the need to set motivating goals and objectives that will keep him or her on track. Your job as a coach will be to help the client recognize this need and guide them through the process.
