#255: Mastering Sales Calls: Your Comprehensive Guide to Success
Apr 18, 2024
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Learn how to master the art of sales calls without being pushy, focusing on mindset, preparation, and structure. Discover the importance of empathy, active listening, and handling objections effectively to close deals successfully. Gain insights on client onboarding and creating personalized experiences for clients post-purchase.
Focus on understanding prospect's pain points for effective sales conversations.
Provide value and build trust by offering complimentary valuable insights.
Maintain transparency and humility to overcome market challenges and build trust.
Create a conversational atmosphere in sales calls with humor and rapport building.
Deep dives
Understanding the Prospect's Needs
Finding out the prospect's pain points and delving into the core reasons behind them is crucial. By following the 'trail of why,' you can engage in a conversation during the discovery phase to put forth your idea into the prospect's mind. It is vital to pitch the steps involved and maintain a level of engagement that allows the prospect to reach a conclusion that aligns with your offering.
Presenting a Valuable Offer
In offering high-ticket services without sounding sleazy, it is important to provide value and tips without overwhelming the client. By offering a complimentary sales masterclass and sharing valuable insights that were previously sold for much higher prices, trust and credibility are established. The goal is to educate without coming across as pushy or aggressive, ensuring a natural sales conversation.
Establishing a Mindset for Success
Maintaining a transparent and humble approach is essential in sales. Acknowledging the challenges posed by a saturated market where prospects have been 'pre-burned' helps in building trust. By focusing on delivering results and backing up promises with guarantees, a foundation is laid for persistence and success without being pushy.
Crafting Engaging Sales Call Structures
In a sales call, creating a conversation rather than an interview-like atmosphere is key. Utilizing humor and self-deprecating stories helps humanize the interaction. Acknowledgement and rapport building play pivotal roles in making the prospect comfortable. The sales call structure involves an introduction, small talk, the discovery phase, and skillful navigation through the heaven-hell concept to foster urgency and genuine connection with the prospect.
Emphasizing the Importance of Pitching Steps Over Programs
When pitching a program, it is crucial to focus on presenting the steps involved rather than solely highlighting the program's features. By linking the steps with the price, individuals can better understand the actions needed to address their problem, fostering a more effective pitch.
Using Pre-Qualification Questions to Engage Prospects
Prior to pitching, utilizing pre-qualification questions, such as assessing a prospect's thoughts on the outlined steps, can help initiate valuable discussions. By engaging in 'pings' to gauge understanding and potential objections, one can address concerns and objections early on, fostering a more informed and interactive pitch.
Handling Objections Through Curiosity and Clarity
Effectively managing objections involves exploring the root cause through a series of questions to isolate the underlying issue. The process includes confirming and clarifying the objection to ensure a precise understanding before proceeding to offer solutions. By maintaining a curious and supportive approach, objections can be addressed without appearing pushy or aggressive, leading to more successful outcomes.
This is a special podcast episode, and it's my so-called Sales Masterclass. We are providing you with a rundown of the knowledge that we've been using very successfully to generate over eight figures with our consulting company. This is the same material that we're teaching to our very own paid clients, and we want to offer it to you for free.
So, if you want to learn more about sales and avoid being sleazy, weird, or awkward, you'll gain the information necessary to effectively close your sales calls right after listening to this podcast.
Enjoy!
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Timestamps:
00:00 Introduction
0:02:37 The "Red pill" - You are not the first person to charge high ticket prices.
0:05:29 Always try to have a mindset that you want to help someone.
0:07:30 You can only win if you act in the best way possible.
0:10:06 Preparation is everything.
0:13:18 How should the sales call structure look?
0:15:19 Alex Hormozi's small talk joke for sales calls.
0:17:22 What is "Away and towards" language in sales?
0:20:05 What to do in discovery phase?
0:22:05 Following the "Way of why's".
0:23:58 Acknowledgement and rapport.
0:27:34 Heaven and hell - Identify both with the client.
0:30:26 Hero story - Becoming their Hero.
0:33:42 How not to sound braggy on the sales call?
0:37:31 Early price drop - Make the price go to the 2nd plan.
0:39:42 Always write notes during the call.
0:41:18 Consulting about next steps.
0:48:41 Starting with the pitch - Pitch the steps, not the program.
0:54:34 Don't speak after revealing the price.
1:01:57 Don't put your idea into the prospect's mind.
1:03:28 Always undersell and overdeliver.
1:04:24 How to handle objections?
1:11:59 How to be persistent without being pushy.
1:15:02 Become a financial advisor - A lot of time it's going to be about price.
1:21:53 Mimic Apple - Congratulate them after buying.
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