The Value-Based Conversation – Session 3 – Discovery That Reveals Value

Selling still feels like a dirty word to many coaches, yet every practice depends on it. In 2027 we’re launching a new Coach Café series, The Value-Based Conversation, four sessions of ninety minutes each, rethinking the commercial conversation as a coaching relationship, not a pitch. The series is drawn from the ICF-accredited program Value-Based Sales for Coaches and is led by Kim Budolph Johansen, PCC, ACTC.

Session 3 – Discovery That Reveals Value
Use Conversational Intelligence (C-IQ) plus FAB and SPACED to ask inspirational questions that surface real value instead of features. Practice with the case study The HR Director.

Each session stands on its own, so you’re welcome to join just one, or all four to follow the thread running through the whole series. Expect a short instructor demonstration and plenty of time for live practice in breakout pairs, not a lecture.