Mastering the People and the Process
To build a highly profitable coaching practice, you must master two critical elements: understanding human behavior and executing a repeatable sales process. Day 3 of the CPBC Bootcamp bridges the gap between coaching skills and business development. We leave behind the manipulative, “hard sell” tactics of the past, and instead focus on a strategic approach that builds confidence and trust.
What We Cover: Day 3 Curriculum
- Extended DISC® Profiles: Learn a universal, nonjudgmental language for understanding observable human behavior to predict how prospects and clients naturally prefer to do things.
- The Platinum Rule: Move beyond the traditional Golden Rule by learning Dr. Tony Alessandra’s principle: “Treat Others As THEY Wish To Be Treated”.
- Client Builder Selling: Master the 12 Principles of Selling developed by Larry Lewis, including the concepts that “Pain drives buying decisions” and “People buy with emotion, justify with logic”.
- The 7-Step Sales Process: Stop “winging it” and navigate a proven, repeatable system: Preparation, Diagnosis, Investment, Decision Process, Commitment, Presentation, and Confirmation.
- Advance Agreements: Learn to use the “mortar that holds the process together” by establishing clear timeframes, agendas, and acceptable outcomes at the start of every meeting.
- Live Sales Roleplay: Apply your new sales framework in real-time by roleplaying the “Regent Lumber” case study, navigating a business owner’s cash flow and operational struggles to confidently secure a commitment.
Investment & Logistics
- Date: Thursday, April 23, 2026 (Part 3 of the 4-Day Split Cohort)
- Time: 8:30 AM – 5:00 PM PST
- Location: PBCA Virtual Classroom (Zoom)
- Prerequisite: Completion of Days 1 & 2
- Total Program Cost: $7,500.00 CDN (+ GST)
(Note: Enrollment for the CPBC Certification is by application only. Click below to connect with a PBCA Advisor and begin the vetting process.)