I USED TO GET SO FREAKED OUT ABOUT SALES CALLS. LIKE, SWEATY-PALMED, BUTTERFLIES-IN-STOMACH, KINDA-WANNA-THROW-UP-A-LITTLE SCARED.
Can you relate to that?
I wasn’t sure what to say, how to explain my offers, or how to “close the sale.”
I mean, what do you say when someone says, “I’ll think about it and let you know”?
Cue the dumb stare and stammering.
But – there’s a solution for everything.
So I thought about what I did when I worked in oil and gas, where I regularly closed 25k, 50k, and 100k packages.
In those days, I felt like it was a no-brainer to work with me (I was one of the top marine regulatory experts in Canada and was sought out by oil majors like Shell). I proposed big packages with a strong compelling “why” and closed the majority of the deals that I bid on.
It’s logical that if I could mimic what I did then, and apply it to what I do now that I’d be able to close more calls, right?
My process had to be tweaked somewhat, but after working with some incredible coaches and getting on LOTS of calls for the practice, here are some of my tips for going from hearing crickets to closing your sales calls.
#1. Listen Up!
Don’t start the call by talking about yourself. The first part of your call should be all about deep and active listening.
You want to get to know this person and figure out what areas he/she is struggling in (and if you can even help) before you even think about making an offer.
#2. How To Have The Money Convo
Don’t be shy and skirt the money conversation. Bring up the level of investment required AFTER you’ve talked about their pain points, your proposed solution, and you’ve had a chance to feel out whether this client would be a good fit.
Then – stay in your body, state your prices, and be SILENT.
Do not start to justify your prices. Don’t talk about your payment plans or tell them “but I’ll give it to you for less.”
Pause. Breathe. Let them digest.
Then you can ask them what’s coming up for them.
#3. Handle Objections (like a pro!)
Be prepared to talk through their objections WITH THEM. If they say things like…
“I don’t have the money.”
“I need to talk to my hubby.”
“I’m not sure.”
“What if it doesn’t work?”
…then this is NOT the time to finish the call. Whether you’re a coach, healer, or a soul-centered service, you need to coach them through this phase.
This is your chance to help them sort through whatever’s holding them back from investing (cause it’s not about the money!).
Here’s a perfect example:
I was on a call a few weeks ago with a woman who we’ll call Trish. When I shared with her the price of my program, she said, “Oh, I don’t know how I’ll come up with that money. That’s a lot.”⠀⠀⠀⠀⠀⠀⠀
Me: “If you had the money in your bank account, what would you decide about my program?”
Trish: “I’d tell you that I’m shit-scared. I’m worried I might fail and that it won’t work for me.”
Me: “Perfect. Thank you for being honest. Can I support you in working through that?”
And then we were able to dig into WHY she was scared and HOW that fear was holding her back, keeping her small and stopping her from playing full-out. (How I did that is another training for another time – see the P.S. for more info. )
Three days later, she paid. In full.
In my experience, it’s rarely about the money (unless your prospective clients are having a hard time making basic bill payments). In which case, it is about the money, and they are NOT your ideal client).
You might be projecting your own money story onto your clients, and that’s getting mirrored back to you.
Maybe you’re coming into the call from a place of lack and/or you’re not helping your clients work through their objections.
Remember, money can be a tool for transformation. When working through objections, you can also help them figure out ways to come up with the money (most people are very resourceful when they want something!).
Be sure to speak to the outcome and results of your work together, versus making it about the number of hours for x amount of money.
If you’re hoping that your clients will magically hand you their credit cards already without you supporting them in the deeper work, think again.
#4. Fear Factor
Remember – it’s SCARY to invest 1k, 2k, 5k, 10k, and beyond.
Be patient (without being a pushover).
The person on the other end of the call made a big step in booking the call with you. Help them work through whether this is a good idea for them or not.
#5. Surrender and Let Go
Detach from the outcome. Whether this person books with you or not, you should want only the best for them.
They deserve to feel supported and to be with the right coach/healer/service provider.
If that’s you, AWESOME. If it’s not you, also AWESOME.
Now go out there and share your magic! Make sales an act of love and watch your bank account reflect that right back to you.
P.S. Want to know more about my upcoming Sales Mastery program? Comment the word “YES!” and I’ll put you on the “first to know” list.