Sales calls, discovery calls, clarity calls, whatever you choose to call them – can be one of the most effective ways in closing sales.
Sales calls are the perfect opportunity for you to:
BUT from my experience working with entrepreneurs, I know that they can be a nerve-wracking experience for many. I know that so many view this call as scary because it may feel like you’re trying to convince someone to work with you, or it feels sticky mentioning your pricing and closing the sale. I get it, because I’ve coached my clients through this and is something that I learned to up-skill in as well, when I started my business.
Something that we forget is that sales is a SKILL that you get to learn and get better at. Just because you decided to run a business doesn’t mean that closing sales may necessarily come naturally to you. So, give yourself some grace here and know that you CAN learn and get better at closing sales, because it’s going to be one of the most important parts of running a successful business.
So, with that said, here are 3 common sales call mistakes that are costing you clients + what you can do about it:
1. You’re doing too much talking – and not enough listening
Remember that the purpose of a discovery call is for you and your potential client to get a feel for what it’s like to work together and whether your program is the right fit for them.
In order for you to explore this, you need to be a Grade-A listener, not spending most of your time talking.
This is going to be SO important when it comes to handling your leads objections, because you’ve been listening and you know what’s important to them and what their goals are.
2. You don’t have a sales call structure
As the host of the sales call, you are the captain of this sales ship. You direct it where it needs to go.
You need to follow a structure while you’re on the call and guide the conversation where you want it to go. Make sure your lead knows exactly what will happen throughout the call and what they should expect.
I teach my clients a sales call structure and how to handle objections that feels easeful for them and for the lead, and doesn’t feel pushy or too ‘salesy’ – because that’s not the vibe.
3. You’re focusing on the deliverables, rather than the transformation
Your ideal client is buying the transformation that you’re promising, not the exact number of deliverables you’re providing.
If you’ve been doing some good listening, you will know exactly what your lead is looking to achieve and what their pain-points are, so speak to the solutions you’re going to give to your potential client FIRST, rather than ONLY on exactly how many deliverables (eg, calls, workshops, etc.)
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