Almost everyone wants to sound salesy when it comes to making a call. However, we have to accept how doing sales is an important part of the business. To avoid falling into the trap of doing too much and scaring people off, we teach you how to do sales correctly. The sales call clinic continues as we give you our favorite strategies for having sales calls that are deep, fun, and sell in such a soulful way that people can’t wait to say YES! In the first part, we laid out effective strategies that get your ideal clients in the right frame of mind to have an amazing experience with you on your call. In this episode, you’ll find out exactly what to do on the call so that both you and your client feel aligned, open, heard, seen, and empowered to say YES to working with each other.
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Sales Calls That Are So Good, They Have To Say YES! (Part II)
This is a fun little series we’re doing. We’re diving deep into all things sales, especially for those of you that have service-based businesses. In one of the previous episodes, we gave you a lot of insight into the prequalification process that happens before you ever get on the call. It led you up to the point where the person has applied, they are reaching out and you are getting ready to have that conversation with them. To feel if this person is a good fit for you. Some of the best feedback I’ve received, even when somebody wasn’t able to invest in the program, how much they were excited, fired up and awe-inspired by the lightheartedness. How fun, how loving and how they felt that they could not wait for the opportunity to enroll in the next round. That’s the experience we want to teach you to be able to create for your clients and your potential clients when they get ready to hop on this call with you. Where they’re in love with who you are and how you show up that either they’re going to invest in this round. If they absolutely cannot, for whatever that reason is, they are excited and ready to invest in the future round.
We’re going to zoom in. If you did not hear the last episode, please go back and check this out because sales calls begin way before the actual call. We’re going to pick it up here. We’re going to say the call has already begun. One of the things I get quite a bit from people who are learning sales, especially people who are mindset coaches, healers or a little bit more into the spiritual world is the resistance to feeling sales-y. I had this too. I hate sales. It feels manipulative. I don’t want to capitalize on someone else’s pain. I don’t want to have an economy of spirituality. We can come up with all sorts of reasons why we don’t want to feel sales-y. Let’s get that out of the way first. First of all, when we’re talking about I-don’t-want-to-feel-sales-y is I don’t want to feel manipulative.
No one wants to feel like a used car salesman. However, there are a couple of things that are important to know. First of all, people don’t value free things. They don’t to the point of a lot of times, they don’t even respect it. If you were to give a program away for free, you would help no one and I believe that. You would do nobody any favors whatsoever. The more someone puts in, the more they get out. The more skin in the game they put in, the more they get out. Let’s say if you got a free gym membership, would you go every day? Would it be easy for you to slack off? Wake up one day tired, “Forget it.” You go to the gym and you’re like, “I don’t feel like putting 100% in. Forget it.”
A lot of times, you probably forget you even have a membership. Let’s say you went to a gym that costs you $200 a month. You would go. When you went, you would work. You would use everything they offered. You’re paying for it. You want to get all of the value that you paid for and even more. You’re going to try to get as much as possible. Your clients are going to do the same thing. Having a price tag associated with your services is doing them a service in and of itself. It is doing them a favor. That’s also why for example giving people discounts, giving people special deals or negotiating down so they can get into your program is doing both of you a disservice. It is harming both of you.
[bctt tweet=”When you do sales correctly, there is no real close and manipulation because they already see who you are.” via=”no”]
When we think about that, the energetic exchange is important. Know that as well. Money is energy. Them putting money towards their results is them saying, “I’m willing to put energy towards getting the best results I can get.” You can think of that being a form of saying yes to themselves, not to you. It’s an important step. The other thing there is that when you do sales correctly, there is no real close. It’s an offer. That’s all. There’s no manipulation because they already see who you are. They wouldn’t be on the call if they didn’t resonate with you, if they didn’t like you. Go to the previous episode because it will show you in that episode how to set this up correctly. By the time they get to the call, they know it’s a sales call. It’s not like you’re going to surprise them with it. They already know they want to be a part of it because otherwise they wouldn’t be on a sales call if they had no interest in what you’re offering. The pressure gets so low. When it comes time to the offer, it’s putting it out on the table saying, “Do you want this?” If no, no. If yes, awesome. We’ll talk about what to do when they give objections, they’re saying no. You can do that also from a space of connecting, helping them, caring for them, letting them feel seen and heard.
It’s like with friends. Do you feel manipulative when you tell a friend, “We’re going to go to this awesome theme park or whatever. It’s going to be this full day we’re doing this, but it’s going to cost $100 a person.” Do you feel manipulative when you offer that to a friend? Of course not. That’s how you want to feel when you’re on these sales calls as well. You’re saying, “Here’s this incredible experience. Here’s a price tag, whatever. Are you in?” It eliminates this idea. When we feel sales-y, we feel we need to convince people of it. When you do the steps we’re going to show you, there is no real convincing. It’s connecting. If you connect in the right way, then it makes it feel incredible for them to say yes.
When you follow the structure and you embody the mindsets we’re going to give you, your client, your prospective client is going to be on pins and needles. They’re going to be on their tiptoes waiting for you to tell them they can say yes. They will want to. I’ve had clients on the phone when I say like, “Do you want to talk about how we could work together?” and them going, “I’ve been waiting for you to tell me how I can work with you. Thank you.” I’m like, “Here’s how we do it. This is what we need to do. This is the price.” They’re like, “Take my credit card. I’m freaking ready. I was ready before we got on the call.” That is the least manipulative you can be. That’s what where we’re going to go with this episode.
Let’s start this with the positioning of the call. It’s important to recognize it in the way I always teach my clients is it’s an educational opportunity. This is the way I look at sales. It’s a way for you to get educated on who this person is and a way for you to educate this person on who you are and how you work with people. Both of you can feel into if it is a good fit. You don’t know until you’re on that conversation. One of the biggest pieces I am highly drawn to is always operating from a place of integrity. I don’t believe in the mindset of like, “I’m going to sell this person,” before you even get on the call. I believe in the mentality of, “Let me feel into if this is going to be in alignment for this person and me. I’ll make sure I stay in integrity.”
That’s the biggest piece is recognizing that. It’s not about closing the person, it’s about feeling out what’s in the highest good of both you and this person on the other line. Being intentional about is this a good fit? Can I genuinely service this person in what it is they’re needing, wanting and being fully transparent and honest with yourself but also with them? If it’s not a good fit, then it’s not going to be fun for anyone. Knowing that’s part of it, that takes off so much of the pressure because you’re not hopping on trying to close this person. You’re learning about them. You’re teaching them about you. You’re feeling if it is a good fit. If both of you are in alignment with what it is you’re doing, and then from that moving into what that potentially looks like.
When you’re having the actual sales conversation, the first piece and I’m sure a lot of you are familiar with the sales calls frameworks. I don’t believe in scripts. I believe there’s a framework to it. There was a science, but sales is an intuitive art. Each conversation you’d have is going to be a little bit different because some people are going to be more experienced than others. The way I always encourage is getting to know where this person’s at with everything and what’s present for them. That’s the language I use because they work with a more conscious audience is, “Tell me a little bit more about you, where you’re at with everything,” and let them unfold.
What I teach my clients is to have your program outline in front of you. What you want to be doing and what you want to be dissecting is somebody’s going to come on the call. They’re going to have so much of their stuff they want to go over. You want to direct this and you want to start to get inquisitive about the specific aspects of their life in relation to your program as you teach. What this looks like is, “Tell me about where you are with you, your life, your business and where you’re feeling you need the most support? Lay it all out for me. Tell me what’s happening so I can start to see that picture.” What I’ll usually do is I’ll ask them, “Tell me a little bit more about where you are with your ideal client. Tell me more about where you are with your program offer. Tell me where you are with your sales process?” I’ll go through every single aspect of my content and what I teach and make sure I get clear on what’s happening for them in every single one of those areas. That I can have a clear idea of where they need the most support and what’s happening.
From there I’m able to reflect them, “This is what I hear you say. Does this all sound correct? Is there anything else that you want to add in here that maybe I didn’t hear, that I missed?” That allows them to know that you’re listening and you get it. This also helps to provide so much structure so you’re not getting stuck in the story, especially for those of you that do a lot more healing, transformative, or mindset work. Getting stuck in stories on sales calls is easy. Sticking with this framework will help to keep you from getting drawn into somebody’s story. From there you can move into the next piece, which is getting clear on, “Share with me a little bit more about what you want to do with all of this. What does this look like for you? Where do you want to go?”
[bctt tweet=”Sales is an intuitive art because each conversation that you’d have is going to be a little bit different.” via=”no”]
You’re helping them understand the direction they’re moving in and what they believe needs to happen for them to get there. You’re asking those questions. It’s like, “Tell me more about what this looks like. What does that feel like for you?” Once you have that picture, you’re reflecting to them. Make sure it’s crystal clear for both of you. The final piece you’ll dive into is like, “This all makes good sense.” During this entire process, you’re also educating yourself on is this person a good fit? If all of that feels yummy for you energetically, you feel confident, competent, being able to fully support this person in where they are and where they want to be. You can dive into the next question of, “Share with me a little bit more about your experience. Have you worked with anyone in this capacity previously? What did that look like for you? What did you enjoy? What did you not enjoy?”
What you’re doing is you’re understanding their experience. When you get into sharing more about your service and your offer, you know how to position it in a way they understand how it can best support them. The reason why is when I do sales calls for my mastermind or my group programs, a lot of people have a lot of resistance to group programs because they have a lot of contamination from past experiences that didn’t go well. Their understanding of group programs is usually something that’s low intimacy, low touch, not great. I need to know that and I need to be aware of that if they have had that experience so I can help them understand what I do is very different, which is why you’re asking that question. From there, once you get clear on that piece, that’s where you dive into asking about trying with them how it’s a good fit.
The way I teach my clients how to do this is fairly simple. You’re going to have your program outline in front of you. You ask permission. You let them know how you’re feeling about them. I always let people know whether or not it’s like, “I love your energy. I love who you are. I feel confident in supporting you. This makes great sense. I’d love to share with you what that would look like.” They’ll say, “Sounds great.” The way I present offers or I present my program is I always start with a structure. The way that it works is I break down the structure first. After I break down the structure, I go into the actual content. This helps them to fully understand the way the program experience is so they can see themselves in it.
We’ll go over this timeframe. These are the main components of it for me. There’s the community, there’s the content, and then there’s the coaching. What that specifically looks like. I’m addressing and answering questions I know they’re going to have when I’m presenting it to them. Once I get through that, then I’ll dive into the actual content. Here’s the key when it comes to positioning the content of your program and how it ties back to that previous piece. When you start talking about the different modules and the different aspects of what it is you do because you should have a methodology or at least some framework for how you work with people. You’re going to position every single component back in relation to what they were saying was present for them. When I was speaking to module one, the first thing we go over is your ideal client, your messaging, and your positioning. This is where we’re going to address these specific things you were mentioning you’re struggling with.
I’m tying back everything we were previously talking about and bringing it into the way I present the program so they can see the direct correlation of how it’s working for them. If we’re only always talking about a program from the perspective of, “Here’s all the information you’re going to learn,” it’s not going to be relevant to them until you show them how it connects to what it is they’re dealing with and where it is they want to go. You go through the modules and you’ll present each module, each content from that perspective of where they are and where they want to be. Ask if any of that makes sense. Ask them if they have any questions, if it feels yummy. If it does, then you can dive into the piece around sharing about the investment, enrollment and what that looks like and then go from there.
I’m going to add in a little component that is important for my sales calls at least. You can do this no matter what service you’re offering. When your clients get on the call, they’re going to have an idea of what their problems are, but they are wrong. I’m not going to say 100% of the time. I’m going to say close to it. They don’t know what the real issue is. That’s why they haven’t solved it yet on their own. What I like to do is right after they tell me what their goals are, I ask them what they are doing to overcome the challenges they’ve told me and achieve the goals they’ve told me. What are they doing because that also is not working? We want them to know that what they are doing is not working.
They can get into a mode of thinking, “I’m talking about my challenges. I’m talking to a coach. I get the dopamine hit of doing something, but then that’s all I need.” It’s like buying a cookbook but not learning how to cook with it or to get a gym membership but not going. We want them to see what is going on. Get a clear view of where they are so that we can help them. That will also lead into, “This is what you think the issue is. That’s why you’re doing these things. This is how you’re trying to solve the problem but that’s not the problem. This is the problem.” You want to educate them. I call this giving them a breakthrough on the call. Saying, “This is the target,” that they may never have thought of before. A lot of times a client will come on a call with me and think, “My problem is I’m not making enough money. I need to learn more sales in order to make more money.” The problem is, for example, they aren’t honoring themselves in their sales calls. They don’t believe they’re good enough to be successful. When they’re on their sales calls, they come off as needy and that’s why they’re not making the sales they want. Getting even more clients or more sales calls is not going to help them make more money. The problem is not the number of sales calls. The problem is how they see themselves on those sales calls. I can tell them, “Here’s what is going on,” and then I offer them my services as the solution to what they need.
To do that, you’ve got to listen. There is a correct way to listen. You can’t take in information and thinking about what you’re going to say or how you’re going to twist things. Clear your mind. Take notes on everything they say. Use the words they use. When you’re writing your notes, make no substitutions, no shortcuts. You write every word they say phrase-by-phrase. When you pick out important things they’re saying in the words they’re using as they constructed them. While you’re listening, create a movie in your mind of what they’re saying. A visual movie in your mind so that you can see if there are black spots, maybe there’s something they haven’t gone deep enough in. You’ll be able to pick and go through what they’re saying so you can find the implications. A lot of times they’ll jump on a sales call and they’ll give you what they see or they’ll give you surface stuff. You’ve got to ask, they say, “I’m working a lot.” You’re like, “How much are you working? What does that mean for the rest of your life? How do you feel about that?” They’re like, “I’m stressed out.” You’re like, “How stressed out? On a scale of zero to ten, where are you normally? How do you cope with that stress?”
[bctt tweet=”When making a sales call, hold a space from a place of love and not pressure.” via=”no”]
I’m looking for all the repercussions because for me, I’m a life coach. I want to see what’s going on so I can get a full picture, a full movie in my mind. In that way I know by the time it comes to saying, “This is what you think the issue is but this is what it is.” I’m confident. I know what their issue is. I can also determine whether my services are going to be the best solution for them. There is no manipulation here. If I’m not the guy and my services are not the thing, I will tell them, “I’m not your guy, but I have a good idea of who might be. Here you go.” I can refer them to the person who’s going to help them, but we’ve got to listen. We’ve got to give them space. We’ve got to be inquisitive and ask them. It’s because they’re on a sales call, it does not necessarily mean they won’t be hiding from you. They might want to talk about the easy things to talk about. It’s going to be your job to dig even further, your job to make them feel comfortable, heard and seen so they can open up to you, be vulnerable and let you see who they are so you can help them.
By giving them that breakthrough on the call, you’re already helping them. That call may change their entire lives. I have many people who say, “I felt good off of that sales call. I thought you gave me so much clarity.” Even the people who don’t work with me say, “Thank you so much. The clarity you’ve given to me is already changing everything. I can feel like I’m shifting already because of this.” That’s what I want to do on every call. I want to give someone a breakthrough every single time they speak with me, whether or not they work with me. Maybe down the road, they will and they will remember that call forever. That free call changed their whole game. They changed their lives with that. If they are in a position to work with you, that’s going to open up the door because they’re going to think, “This is how much I’m getting. I’m benefiting from speaking with this person for free. I can’t imagine what is going to happen when I give them some cash, when I enroll in a full program.” When you help them through this process, they feel taken care of and they will be much more open to the idea of working with you. They will feel excited about it.
Let’s say we get to the end of this piece where they’re like “This is all amazing,” and we get to the part where they’re like, “This all sounds incredible. What’s the investment?” The moment of truth. This is always the fun part for me. The way it works is it’s either you pay in full or it’s going to be a split pay. Here are the two options you have, which one feels best for you? They have that reflection where it’s like, “Let’s do it.” You usually encounter one of these responses, silence or they’re sticker shock because usually when that’ll happen the, “I need to think about it. Not having the ability to invest and are needing to speak to their partner.” Those are usually the main ones that come up. Time isn’t usually one I have because I do such a fantastic job of positioning the offer that it’s not a matter of them not having time to invest. It’s more a matter of them being willing to invest. The first thing is breaking that silence after you share the investment. It’s usually an awkward piece for some people because I’m sure a lot of you’ve been taught to stay quiet.
When I have this conversation it’s like, “I’ll share it with them,” and then I’ll wait a few seconds, see what they have to say. I’ll ask them, “How does that feel for you? What sounds better for you? What’s present for you? Do you have any questions about that?” We can start to get the wheels turning. Most times people are going to hear whatever your investment is, especially if you have a higher ticket and that’s okay, that’s normal. The real strategy and it’s less of a strategy, it’s more of a space holding process, are you present with them and I don’t believe in pushy or aggressive tactics. It’s not my style. It’s not my jam. I know some people teach it but it’s not what I do. It’s holding space for them and allowing them to be fully transparent. You holding space for them to say, “I don’t know if I can swing them.” “Tell me a little bit more about your actual financial situation. What’s going on for you?” Getting clear with them and allowing them to share with you, “This is where I’m at financially. This is what’s happening for me. This is what’s going on.”
There is the reality for some people and this is my belief when it comes to it. There is a reality for some people where legitimately they have used a lot of their financial resources in the present moment. Presently, they have tapped all of their resources and they can’t quite do it. They want to do it in the future. When you’re holding space from a place of love versus pressure, you’re working with them and you’re helping them understand, “I see where you’re at. Let’s look at different opportunities, different resources, different possibilities.” You fully see this is the reality there. There’s nothing they can do. You have the conversation about future rounds, what that would look like, and coming up with a game plan with them on how they can invest in the future and what that would look like. The last thing you want to do is try to pressure somebody into finding the money, coming back and feeling, “How can I do this?” Coming from that place of feeling they have to make this work. It doesn’t feel as yummy. It’s honoring your client in this process. Dan, I’d love to hear your perspective on this too because I’m sure you’ve got different angles.
To start, throughout the whole sales call but especially during the objections, you’re going to come face to face with your own limiting beliefs. You’re going to have to clear yourself out quite a bit. You need to get to a place where you understand your true value. How worthy you are. Know you are the expert. Know you’re good enough. Know you’re powerful and people need you. Get to that place because then you can feel safe. When you don’t have the inner game and feel successful with it, objections will make you nervous, make you feel unsafe and off-balance, which will make your client feel unsafe and off-balance, which will push them further away. Make sure you have the correct inner game so that when you’re on the call, you’re feeling non-needy, perfectly confident, powerful, out of your head, into your heart.
That’s also important when you drop your investment rates, especially if they are the higher ticket. You can confidently tell them how much your investments are and have the actual genuine feeling they are getting the deal of the century, when I drop what it costs to work with me, especially one on one. It’s a lot. It’s probably going to be more than most of them have ever spent on themselves in this way. In my mind, I know they’re going to get at least ten times the value that they’re paying for. When I tell them that, in my mind it’s like giving them a deal. This is a steal. It’s a no brainer for me. When I throw it down like that, it feels good and it feels awesome. When they give you objections, for example the, “I can’t afford it.” Sometimes it is legit. Sometimes it means you didn’t let them see and feel the value of working with you. When the value is high enough, it doesn’t matter what they have to do to get that money, they’ll do it. They’ll see, “I need to work with this person,” and it is worth being uncomfortable to do it.
What it could be are their patterns. When people give you objections, a lot of the time what it will be is an expression of a pattern that has not only allowed for the objection to rise but has made this whole sales call happen. I had this conversation with someone who is going to become a coach himself. He had a number of objections. Each time in a loving way, I let him see that. It’s not in these words but this is the message that I delivered for him, “This objection is you trying to stay in your comfort zone, trying to avoid deciding to play where it’s safe. I know it’s a lot of money but how many times have you said no because of that same reason on things that would have helped you make a hell of a lot more money? This pattern is the reason you’re in this situation in the first place. Saying yes or no, this is an even bigger thing. This is you saying, ‘Yes, I’m willing to stay in these old patterns, stay stuck and frustrated or feeling the challenges they told you,’ or saying, ‘Yes, I will break out of this pattern.’”
[bctt tweet=”When sales calls fail, it’s either people don’t believe in you or they don’t believe in themselves.” via=”no”]
It is your job on that sales call to let them grow out of these limiting patterns whether it’s, “No, I don’t believe in myself enough. This is a ton of money and I don’t believe I’m going to get the value out of it.” It’s either they don’t believe in you or they don’t believe in themselves. If they don’t believe in you then you haven’t shown them the value yet. If they don’t believe in themselves, then help them see that first of all it’s not only on them but also this lowered belief in themselves is the reason they are in this situation in the first place. It’s time to break out. It’s time to set new patterns. Help them in a loving, open, caring way and you’ll be able to do that if you had been taking notes and listening properly. Help them through this pattern to see that they can get even more value than they thought earlier. They can break out of this comfort zone. They can move out of this old, limited way of thinking. This old, dysfunctional, broken, negative view of themselves or whatever it is the pattern they’re in. Help them grow out of it. This is adding even more value as well.
This is letting them already see what it’s like to work with you. This is showing them that you care. This isn’t manipulation. This is straight up coaching. This is giving them a breakthrough that’ll carry forward well past that phone call. With each objection, there is an opportunity to see, “Is this a legit objection?” They do have to think about it because the expense is huge, they’ve over committed themselves, or they have a partner. A lot of times with this size or expanse at least with me, my potential client has a partner. They’ve agreed that over a certain amount of money they’re going to speak with each other so they can be on top of their finances. I support that. That’s responsible. If I feel that’s what it is, awesome. There are some tactics you can do as well to make sure they had that conversation in an awesome way that makes everybody feel incredible and empowered.
Sometimes that’s a tactic so that they can avoid deciding at all. They’re scapegoating. They’re saying, “I can’t make the decision. I’m going to put it on someone else so I can lift off the pressure of having to invest in myself or even think about it and making a decision.” It’s your job in a loving way, in a spacious way to let them see, “This is you running away from yourself. This is you running away from a responsibility to yourself, from committing to yourself. This is you running away from honoring yourself. These old patterns have created the situation you’re in. It’s time to break them and move forward.” That’s how I view objections and how I handle them.
There’s so much more that we can dive into when it comes to all things sales. This is a big part of what Dan and I teach and what we do. As you can start to see, there’s a lot of strategy to it and there’s a lot of internal work. It’s getting clear for yourself and where do you need the most support. Is it more so the internal piece of you not feeling secure and confident and ready to take on the sales conversations? A lot of resistance and fear that’s present for you or is it more so needing more that strategy and that structure? You do need both. It’s which one is more present for you and where you need to start. With that being said, thank you guys so much. We’ve enjoyed diving deep. There’s so much content when it comes to sales. Fitting everything into a few episodes would be hard. If you did enjoy this episode, leave us a review. Let us know. Share with us. Give us some feedback. DM us. We love hearing from you. Dan, any final words you want to share?
As we’re talking about sharing things out, reviews, testimonials, things like that is always awesome. You could take a screenshot of your phone as you’re reading this. Put it on your Instagram or Facebook Stories and tag us. That’s also awesome. That’s a little shout out letting us know you’re digging the content and we should give you even more of it. Let us know if you have any questions. We want you to let us know where your challenges are. We’ll do an entire episode on how to overcome those challenges. Ask us these questions. We will help you solve it for free but also help us to make sure that all of our content applies to you and is helping you out. As always, we do have a task at the end of every episode to make sure you have something that is truly practical, something that will get you one step closer to achieving your goals. What I would do is go through the sales structure that we laid out for you in this episode. I want you to write it down for you so you have a little bit of a cheat sheet.
The next time you get into a sales call, instead of being in your head remembering everything that Dan and Sophie said. You can have this out there for you and you can see. First, we’re going to talk about the challenges. I’m going to take notes on everything they say, words that they use, and this is how I’m going to listen. We’re going to talk about their goals. This is how I’m going to do it. Step-by-step through it so you can already start improving the quality of your sales calls. If you hit a hiccup, let us know where it’s at. Doing this as well will allow you to zero-in on which phase of the sales call you have any challenges with and then you’ll have a bulls-eye. You’ll be able to solve these even easier. It will propel your sales call to a different level of quality.
Tune in to that. Have fun with that exercise. If you need to reread this episode, go back and reread it, even if it’s a couple of hundred times. It will be potent for you. On that note, we cannot wait to see you in the next episode.
Lots of love.
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