Today we are talking about sales calls formula and how you can get better conversion rates from your sales calls. We’re going to dig into a couple different areas that I think most service pros and coaches struggle with.
If you’re listening to this and you’re like, “I don’t do a lot of sales calls”, there’s a lot here that you can take away because I do a lot of “sales calls” via DM on Instagram or even Voxer. I use a lot of these same principles when I’m having sales conversations, whether it’s on a traditional phone call, or in some other way. So lean in and listen, I think you will learn something new today.
Lead the call
I think there’s a lot of awkwardness that happens on sales calls. People get nos when they should get yeses because they get into their head. They experience impostor syndrome, fear of about talking about money, and fear about what questions could be asked. So they bring this awkward energy to the call – and we don’t want that.
You need to show up to this call with authority, confidence and be ready to help this person with whatever they are struggling with.
You need to lead the call. From the client’s perspective, if you can’t lead a sales call, how are you going to lead any aspect of my business? How am I going to feel confident that you can do that?
Confidence Level
The person that has booked the sales call with you, has booked it because they view you as a solution to their problem. And sometimes we bring this convincing energy to sales calls when we don’t need to. We’re not there to convince them. They already view us as the solution. And you know what? They probably wouldn’t have booked this call if they weren’t ready to pay me.
They just need a clear understanding of exactly how it’s going to work. How you’re going to be able to help them specifically. But they already have this very healthy level of trust in you or they wouldn’t have booked the call.
Going into the call like this should automatically boost our confidence level.
Detach from the outcome
You’re going into the call assuming that the answer is going to be yes. But you still can detach from the outcome because of this: you understand that the outcome of this call will not make or break your business.
Frame the call
Now it’s time to ask you for the sale. We are going to frame the call from the get go and we are going to warn them that we are selling to them at the end. We want to make sure that they understand what’s happening. And we also want them to understand that this is not a coaching call.
Don’t try to coach them. We are not going to create an atmosphere where we’re coaching and we’re giving a ton of advice. No, we are letting them know from the beginning how the call is going to go.
Side note: This is an episode that you really want to listen to! I provide a lot of specific language and advice that’s too lengthy for this summary, so make sure you plug in and listen this week!
We ask questions, but ultimately what we are doing is digging into the desires and the pain points that brought them to us in the first place. Bring them back to the reason why they’re on this call to begin with. We really want them to agree that what we are offering could help them.
Closing the sale
So at the end of the call, we are saying “I can help you!” and we’re saying it confidently.
If at the end they express that we’re not exactly what they are looking for, or that the investment is a little bit too high for them, etc. , that’s ok. Then we have an opportunity to offer some different options to them. I really want you to lean into your authority and what you feel like could actually be the best option for them.
And if they say “yes!”, then it’s important to let them know what to expect next, and a timeframe of when to expect your contract or whatever your system is for onboarding.
If we can, if they say yes on the call, I want you to get them on your calendar because that is another micro commitment because it’s not done till it’s done. They’re not, a yes until they’ve actually signed the contract and paid the first invoice.
If they say “I need to think about it”, which happens, and there’s nothing wrong with that. We are going to make sure they don’t have any unanswered questions. Then we are going to immediately send them a follow-up email. We don’t want to give them an opportunity to ghost us. Don’t be afraid of sales calls! Lead the call with confidence. Detach from the outcome, and frame the call in a way that allows you to close the sale with ease!
There’s a whole lesson in GROW on how to conduct a sales call. You can find that inside of Grow Business and Marketing Academy along with so many other lessons just like this.
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