Mastering PAS Sessions: Control, Pace & Client Wins

Key Points:

1. Introductions & Good News (00:00–07:26) – Coaches share recent wins, including using flyers, Alignable trainings, and CRM/social planner tools for visibility.
2. Encore PAS Training Overview (07:26–10:35) – Howard introduces the goal: giving coaches language and control for PAS/simulator sessions.
3. What PAS/Simulator Sessions Are NOT (13:08–16:43) – Clarifies these are not sales pitches, interviews, or free coaching; focus is on curiosity and engagement.
4. What PAS/Simulator Sessions ARE (16:48–19:55) – Emphasizes conversational approach, market-dominating position, and reading the prospect’s readiness.
5. The Seven C’s of Client Acquisition (21:32–25:31) – Outlines steps: confusion, curiosity, clarity, conviction, confidence, commitment, courage.
6. Maintaining Pace & Control (25:32–28:21) – Techniques for strong openings, varying pace, reading cues, and strategic time management.
7. Sample Opening Script (28:35–31:16) – Howard shares a concise, two-minute intro to set expectations and control.
8. Behavioral Sales Techniques (31:24–33:47) – Active listening, mirroring, probing questions, and positive reinforcement.
9. Control Phrases & Key Questions (33:57–40:41) – Practical language for transitions, deferring, and focusing discussions.
10. Objection Handling & Nurture Strategies (40:48–49:47) – How to surface, clarify, and address objections, plus nurturing “not ready” prospects.
11. Breakout Room Feedback (51:14–1:03:36) – Coaches share takeaways on client engagement, using the PAS, social planner, and group coaching fulfillment.

Key Takeaways:

• Control the Conversation: Use scripts and control phrases to guide sessions and keep prospects engaged.

• Practice Builds Confidence: Repeated use of PAS tools and scripts leads to natural, confident delivery.

• Objection Handling: Surface all objections early, clarify, and address them without losing momentum.

• Leverage Focused Tools: Use the CRM, social planner, and membership portal for visibility and follow-up.

• Make It a Conversation: Aim for an 80/20 client-to-coach talk ratio to ensure prospects feel understood.

Notable Quotes:

• “The software simply makes you look better. You are the product.”

• “If you build, if you practice, you build muscle memory—and it’s your confidence that gets clients to trust you.”

• “It’s not important that they understand you. What’s important is that they feel understood by you.”

Action Steps from the Call:

1. Practice the two-minute PAS session opening script shared at 00:28:35.
2. Use control phrases (see 00:33:57) to keep sessions on track and handle tangents.
3. Implement the 80/20 listening rule in your next client conversation.
4. Schedule and sequence your social posts using the Focused CRM social planner.
5. Follow up with “not ready” prospects using nurture campaigns or by sharing targeted resources.

Resources & Tools Mentioned:

• Profit Acceleration Software (PAS): Core tool for business diagnostics and client sessions.

• Simulator: Demonstrates incremental profit impact for prospects.

• Focused CRM & Social Planner: For managing outreach, visibility, and scheduled posts.

• Membership Portal: For building client communities and delivering group coaching.

• Alignable, LinkedIn, Facebook: Platforms for outreach and visibility.