Showing value through outcomes in discovery meetings
The Importance of Highlighting the Outcomes of Your Work
Quote
“Don’t sell the drill, sell the improvement.” – Unknown
Observation
Selling mental skills vs. Outcomes
Early-career consultants often feel pressure to prove their value by listing skills, degrees, or certifications. The irony is that most coaches don’t care about any of that. They care about whether you make their athletes better.
Value isn’t shown in credentials. It’s shown in outcomes. A consultant who can say, “After this process, athletes retain plays faster and make fewer errors on the field,” immediately speaks the coach’s language.
Actionable Idea
Review your Approach
Audit your current pitch: Does it highlight your service or their result? Rewrite one line of your intro to focus on outcomes.
Example: Football
❌ “I provide mental skills coaching.”
✅ “I help athletes cut down pre-snap mental errors and compete with more confidence.”
That’s how you shift from selling services to showing outcomes coaches can relate to.
What types of outcomes have you considered discussing that you feel confident in highlighting?
LOOKING FOR MORE SUPPORT
The Mental Performance Institute offers on-going support options via membership, provides tools and frameworks, and CMPC mentorship. Flexible, and focused on developing real-world skillsets to consult with confidence.
Thank you for continuing to enjoy The CMPC Playbook blog!
Russ