Of course you know selling is the lifeblood of business — but you’d rather be coaching! Well, maybe you just haven’t found a sales process that fits you. David Newman is with us to dive into this topic and help you find your way to successful selling.

David Newman is an author, speaker, coach, and the founder and CEO of Do It! Marketing.

Melinda and David explore:

• Reframing discovery calls
• The top reasons coaches resist sales conversations
• The fear of hearing “no” 
• Seeing sales as an invitation
• A confidence mindset for new coaches
• Thinking of yourself as an investigative journalist
• The steps for a powerful discovery call
• Advanced discovery call techniques

“When you’re an entrepreneurial coach, it’s not about doing the work — it’s about getting the work.”

David Newman

David Newman is a Certified Speaking Professional and member of the National Speakers Association “Million-Dollar Speakers” Group. He is also the author of three business bestsellers: Do It! Marketing, Do It! Speaking, and Do It! Selling.

Through his company — Do It! Marketing — David helps solo consultants and business coaches grow their revenues by 50 to 500 percent in less than 15 months. Nothing makes him happier than client results. 

Resources or websites mentioned in this episode:
Mirasee
Coaches Console
David’s website: DoItSelling.com
David’s Linkedin
David’s Manifesto
David’s podcast – The Selling Show
David’s book – Do It Marketing; 77 Instant-Action Ideas to Boost Sales, Maximize Profits and Crush Your Competition

Credits:
Host: Melinda Cohan
Producer: Michi Lantz
Supervising Producer: Cynthia Lamb
Executive Producer: Danny Iny
Audio Post Supervisors: Evan Miles and Christopher Martin
Audio Post Production: Post Office Sound
Music Soundscape: Chad Michael Snavely
Making our hosts sound great: Home Brew Audio

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Music credits:
Track Title: Clouds
Artist Name: Acreage
Writer Name: Marshall Usinger
Publisher Name: BOSS SOUNDSTRIPE PRODUCTIONS

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

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

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

Special effects credits:
24990513_birds-chirping_by_promission used with permission of the author and under license by AudioJungle/Envato Market.