Lesson 14: Perfecting The Sales Call
The goal for this lesson is to create a script for how you will conduct your sales calls!
A good sales call is more of a helpful conversation rather than a big uncomfortable pitch. Your prospect is already interested in your offer, all you need to do now is listen, answer their questions and be ready to answer any of their objections or concerns.
Before we dig into your script, let’s first talk about pre-qualifying your potential client through a brief questionnaire. This is something you should have set up for them to complete as they are scheduling the sales call with you. This questionnaire will help you to prep for the sales call and make sure that the prospect will be a good fit. In this questionnaire you can ask: their name of course, website if needed, what they are currently needing help with, any questions they have for you and if they decide to move forward, are they ready to make the required investment. Yes, I like to ask this before the sales call is even scheduled.
You will find it often that people will try to turn these sales calls into mini coaching sessions. I’ve spent hours running into this so I now make sure that there is an option for them to check yes or no if they are ready to make the investment if they decide to move forward. If they are not, I kindly ask that they reschedule the call for when they are ready to invest. Sales calls can be time consuming, so you want to make sure that you weed out those who you know are not ready upfront.
Let’s talk about the length of these calls. They should be no more than 30 minutes long. Anything beyond that is an actual client session and you want to steer clear from that. I tend to find the sweet spot to be around 20 – 25 minutes long but you definitely don’t want to go beyond 30 minutes.
Ok, the actual sales calls. How should they be structured? I mentioned before that they should be more of a natural conversation than a hard, super structured pitch, but that doesn’t mean that you don’t go into them without a plan. The number one reason why sales calls go bad or end up off topic, is because you’re unsure of what to say next. So, you of course need to prepare based on the answers from the questionnaire, so already have those written down or in a document that you can easily glance at. You also need to have a good understanding of your offer! The last thing you want to do is get to the pitch and be stumbling trying to figure out what to say next. Study your offer often and make sure you have the messaging down.
So, You want to start off the call by introducing yourself. Don’t assume that your prospect knows everything about you because they signed up for the call. Plus, it just helps to break the ice! Then, ask them about themselves. What do they do and why are they now looking for help? Now, their answer to this question is something that you should take note of. Whatever that has now pushed them into getting the help they need is a good point to bring up in your pitch later! You also want to show them that you understand. Briefly mention your own personal story or someone that you have helped through a previous situation.
Then, you’ll want to ask for any questions, concerns or hesitations about joining your program. Once they’ve let you know what’s stopping them from joining, follow up those objections with the benefits of your offer. For example, most people’s biggest objections are time and money. If they say that they are unsure if the investment would be worth it, you could follow up with something like, “I understand that the rate can be intimidating, but how would you feel if you never acted on this goal? Through my program, while I can not guarantee any specific results, I have laid out the exact proven process that will help you to do xyz.” Or if you have testimonials, share those and let them know what others have been able to achieve after investing in you.
Make sure that you are listening so that you can effectively turn those objections into benefits of working with you. So once all questions have been answered, here is where you will pitch. You can simply say, “Thank you Ashley for taking the time out to chat with me today! From chatting with you today I know that your biggest struggle right now is Creating your offer and getting it ready to launch But I think you would be a perfect fit for my Perfect product mastermind. Through this program we will walk through my 4 step framework for creating and launching your signature product. I truly believe this will help you to get unstuck (so mention what was holding them back before) and provide you with a clear process for putting your offer out into the world.”
And then, you want to ask for the sale! You would say, “Would you like to go ahead and reserve your spot in the program? I’m going to send you the link now in the chat for you to sign up.” If they say yes! Then great, allow them to use the provided link, I also send the link via email as well.
Now if they say that they are still unsure, if you have a few more moments, you can try to address any more objections they may have. If they still need time to think about it, once you’re off the call, send them an email recapping your session and letting them know again how your offer will help them through their pain points and provide a link for them to sign up. Also, schedule in some time to follow up if you haven’t heard from them within 1-2 weeks.
If they say that they don’t think that your program would be a good fit for them, then definitely ask why they feel this way and then try to share with them any benefits of working with you if possible. If it’s still not a great fit, simply thank them for their time. Them deciding that it may not be a good fit is OK! Remember that!
So yes, the ball is in their court as this point and they have the option to tell you yes or no. But you also have the option to let them know if this program will be a good fit for them or not even if they think it would be. If you’re on a sales call and you don’t feel like your prospect is ready for your program, then instead of pitching, let them know that because of whatever, that you don’t feel like your program would be able to best help them at the moment. If you have suggestions on what they can be doing instead, definitely give those or if you have another offer that you think would be best for them, pitch that!
Yes, we want a high closing rate and we want the money. But you don’t want to take someone’s money who will not be able to get the best results possible from your program or who may end up being a nightmare client. Yes money is great but integrity is more important.
A few things to keep in mind.
- You have to stay in control of the conversation. Again, if a prospect starts to get off topic, you need to be able to shift the conversation back to talking about their concerns and your offer. Even if you have to say something like, “that’s a really good question, those are topics that I go into detail with inside of my program.”
- You have to listen. The majority of selling on your sales call is to take your prospects hesitations and show them the benefits of your offer.
- You have to be willing to walk away if it isn’t a good fit! Integrity and peace of mind over money.
- Don’t be a jerk! Most people shy away from these types of calls because they feel like they are going to be sold to like a bad car salesman or they are going to be guilted into purchasing something that they may not even need. Word travels fast so don’t be a jerk!
- Ask for the sale! The Number one reason why you’re not closing on your sales calls is because you’ve done a lot of talking and never actually asked for the sale!
- Be yourself. People are buying into you. 100% of the people who have decided to work with me after my sales calls, is because they loved my personality. Be yourself and don’t be afraid to show your personality!
Ok, your action step for this lesson is to think about how you want to structure your sales calls, write a list of possible objections that you can anticipate your potential client having and practice your pitch!