Focused Coach Workshop
Negotiation Workshop for Focused Coaches
01
PRICING | THE ROI
Negotiation Workshop
for Focused Coaches
Move from ROI creation to a confident pricing recommendation — without discounting away the value.
VALUE
QUESTIONS
PRICING
DECISION
The assessment can show the money. The coach still has to lead the decision.
Build the value case. Ask better questions. Recommend with conviction.
Focused Coach Workshop
Negotiation Workshop for Focused Coaches
02
THE REAL GAP
Coaches create ROI, then price like they sell time.
The shift is from “weekly calls” to “profit implementation.”
A client does not buy coaching hours. They buy a safer path to a better business result.
Price after pain
Do not defend your fee before the client understands the business cost.
Sell the change
Explain transformation, implementation, cadence, and accountability.
Test commitment
Use questions to see whether the buyer is ready to act.
The offer should sound like business improvement, not time for hire.
Focused Coach Workshop
QUESTIONS CREATE CONVICTION
Use the Socratic method
to turn insight into commitment
Curiosity helps the client connect the business gap to the investment decision.
Ask better questions. Explore deeply. Create clearer value.
Focused Coach Workshop
Negotiation Workshop for Focused Coaches
SOCRATIC PRICING FLYWHEEL
Use curiosity to move from business gap to investment decision.
A visual tool to guide the conversation.
Focused Coach Workshop
Negotiation Workshop for Focused Coaches
10
SOCRATIC SELLING QUESTIONS
The questions that belong in the conversation.
These prompts make value, urgency, and decision criteria visible.
Objective
What do you want to accomplish?
What result are you trying to create?
Approach
How are you going about it today?
What have you already tried?
Result
How is that approach working?
Where is it falling short?
Ideal
How should it work?
What would better look like?
Impact
What would that do for the business?
Where would the impact show up first?
Investment
What is doing nothing costing?
What would make this a yes?
Coach move: after the answer, pause and ask “How big is that?”
Focused Coach Workshop
Negotiation Workshop for Focused Coaches
04
ASSESSMENT OUTPUT
Use the ROI screen as the anchor, not the close.
First, coach the client to say the value out loud.
CURRENT REVENUE
$999,992
EXPECTED INCREASE
$329,000
NEW ANNUAL REVENUE
$1,328,992
CURRENT PROFIT
$199,998
NEW ANNUAL PROFIT
$400,498
5-YEAR PROFIT IMPACT
$1,002,500
Y1 ROI FROM COACHING
1,114% profit ROI | 1,828% revenue ROI
COACH BRIDGE
“The opportunity is not theoretical. Do you want help turning this into operating discipline?”
Focused Coach Workshop
Negotiation Workshop for Focused Coaches
05
PRICING MATH
Make the math feel simple.
The fee should feel small compared with the problem you just quantified.
$1,500/mo
= $18,000/year
vs
$188,500
identified annual profit impact
≈ 9% of the identified profit opportunity
Profit ROI
Profit impact ÷ coaching cost
Revenue movement
Revenue lift ÷ coaching cost
Risk reduction
Cost of staying stuck
“This is not an expense line. It is an implementation decision.”
Focused Coach Workshop
Negotiation Workshop for Focused Coaches
06
STRATEGY MENU
The tool surfaces levers. The coach prices implementation.
These are business outcomes that require ownership, cadence, and change.
Margin
Cut costs
Increase prices
Financials
Valuation
Expansion
Upsell
Cross-sell
Bundling
Alliances / JVs
Demand
Compelling offer
Market position
Leads
Digital marketing
Nurture
Downsell
Workshops
E-learning
Drip campaign
Price the support required to turn each lever into measurable movement. Use the Success Gauge as FOMO.
Focused Coach Workshop
Negotiation Workshop for Focused Coaches
03
WORKSHOP FLOW
A pricing conversation coaches can use immediately.
A clean sequence beats a complicated menu of options.
01
Translate ROI
Turn the assessment into a client-ready value story.
→
02
Select model
Choose monthly, fixed-term, hybrid, or performance-linked.
→
03
Use flywheel
Make value, urgency, risk, and commitment visible.
→
04
Handle objections
Exchange scope, term, timing, or access instead of discounting.
Practice blocks: ROI reframe | objection drill | close plan
Focused Coach Workshop
Negotiation Workshop for Focused Coaches
07
PRICING ARCHITECTURE
Options are useful. Presenting every option is not.
Diagnose first. Recommend one structure with one fallback.
Month-to-month
$1.5K to $2.5K/mo
Best when trust is early or resistance is high.
6-month engagement
$12K to $18K+
Best default for diagnosis, cadence, and implementation.
Annual advisory
$18K to $30K+
Use for leadership rhythm and complex change.
Hybrid upside
Base + % of profit
Only with baseline, tracking, and shared ownership.
Recommend one path. Keep one fallback in reserve.
Focused Coach Workshop
Negotiation Workshop for Focused Coaches
14
WHAT TO RECOMMEND
A simple pricing decision tree.
Use this when coaches ask, “What should I charge?”
PATH 1
ROI is clear + urgent
Recommend 6 months or annual
Target: $2K to $2.5K/mo or fixed term
PATH 2
Trust is early
Start month-to-month
Target: $1.5K/mo with a 30-day review
PATH 3
Outcome is measurable
Use hybrid base + upside
Only with baseline, tracking, and ownership
The price should follow the diagnosis, not the coach’s insecurity.
Focused Coach Workshop
Negotiation Workshop for Focused Coaches
11
OBJECTION HANDLING
Use questions before answers.
Do not answer too fast. Diagnose what the objection really means.
“That feels expensive.”
Compared to what — budget, expected return, or confidence level?
“We need to think about it.”
What specifically needs to be true for this to become a yes?
“We do not have budget.”
Is there budget for the problem continuing?
“We can do this ourselves.”
What has kept it from happening already?
Then answer based on what you learn.
Focused Coach Workshop
Negotiation Workshop for Focused Coaches
12
WHEN THEY ASK TO START SMALLER
Do not lose the opportunity. Downsell with intention.
A smaller step should still protect a real business outcome.
“Can you do less?” → Yes, but a smaller step still has to protect an actual outcome.
Workshop
Live working session to create urgency, alignment, and a baseline action plan.
E-learning
Self-paced training when budget or timing is not ready for 1:1 support.
Drip campaign
Keep educating with ROI stories, objection handling, and next-step CTAs.
A downsell is not a discount. It is a designed path to the next decision.
Focused Coach Workshop
Negotiation Workshop for Focused Coaches
13
COMMERCIAL DISCIPLINE
Negotiate without training the client to discount you.
A concession is not a gift. It is an exchange.
Scope
Fewer deliverables or a narrower focus
Term
Longer commitment for better monthly economics
Timing
Adjusted start date, payment timing, or onboarding sequence
Access
Group sessions instead of 1:1 executive coaching
“Happy to adjust the structure. Which part should we change: scope, timing, term, or access?”
Focused Coach Workshop
Negotiation Workshop for Focused Coaches
15
COACH EXERCISE
12-minute role play.
One coach plays the client, one leads the pricing conversation, one observes.
1
Restate the ROI
2
Ask 3 Socratic questions
3
Recommend one option
4
Exchange instead of discount
5
Land the next step
Debrief: Where did the coach lose control of the conversation?
Focused Coach Workshop
Negotiation Workshop for Focused Coaches
16
ROI → QUESTIONS →
RECOMMENDATION → DECISION
The coaching fee should feel small compared with the problem.
That only happens when the coach helps the client see the problem clearly, asks the better question, and recommends the right path.
Show the value
Use the Socratic sequence
Recommend with conviction
Protect the price by protecting the value
Workshop close: “What would you charge if you fully believed in the value you just created?”