Summary of the article
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When you are in a coaching and training space, you need to speak to a prospect. Most of the time, you need to have a one-on-one discussion.
I have used the process myself and have been generating results. This process has helped me convert 4 out of every 10 prospects.
When you are in a coaching and training space, you need to speak to a prospect. Most of the time, you need to have a one-on-one discussion.
To get clients, you need to have a one-on-one discussion if it is your high-ticket product. A high ticket is generally above $1000 if you are selling your coaching and training program.
For your one-on-one discussion to be effective, check the process to have your client enrolled in the program.
Four Different Levels of Awareness
Level number one: He is unaware of his problem.
Level number two: He is problem-aware.
Level number three: He is solution aware.
Level number four: He is aware of the offer.
Let us understand each Level
Level 1 – Problem Unaware
While you are conducting a one-to-one discussion, keep this at the back of your mind. Be aware of the prospect’s exact location when speaking to them.
For someone in debt now and complaining, “I don’t have money, I don’t have money.” These are the symptoms of the problem.
He has bad money management habits.
Level 2 – Moving to Problem Aware
He needs to recognize that his outstanding debt is a result of his money management habits.
In this case, you need to make the person aware of the key points in their life. Highlight specifically what they’re dealing with right now.
He needs to understand that he is in deep trouble. If he doesn’t solve the problem, it will affect his life.
Make him problem-aware now.
One needs to understand the earlier case of Debt trouble. It is not normal to be in debt. He needs to take action to move beyond it; otherwise, the statement and his life will stay unchanged. “I do not have money.”
He has to visualize the problem from all angles. Here, you need to ask probing questions to make him realize.
Once he is problem-aware, it is your personal responsibility as a coach to offer him help.
Once he understands the problem, he is looking for a solution.
Now he would have analyzed during your discussion:
1. What aspects of my life are affected by the problem?
2. How is this problem impacting my relationships?
I need to come out of it.
The full story was published at https://drashishjuneja.com on August 6, 2025.
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