HOW TO BE A

CAPTAIN

ON A SALES CALL,

NOT A PASSENGER!

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If you are starting out as a coach or a consultant and never done sales calls before - this is for you!
If you are starting out as a coach or a consultant and never done sales calls before - this is for you!

Hey guys, here is a great tip that helps “tip” the scales in your favor almost every time - be a leader on a sales call not a follower!

After all, I am sure we can all agree that if we don’t lead our prospect in the direction of the sale, and let our prospect lead the conversation - chances of us closing are going to be very small.

So how do we do it in a way that will not seemsuper
aggressive to the other person. Let’s dig in:

Let’s say you successfully booked your first call

 

Let’s say you successfully

booked your first call

Let’s say you successfully booked your first call (by the way if you want some additional training of how to book calls I have a killer training of how to do that - ask me pls). But on this call it seems to you that you just can’t pin him down. Your prospect just keeps talking and talking about things but in no particular direction. … Super frustrating, right? You did not even get an opportunity to do the “sales thing”.

I totally get it… especially if you’re just starting out selling, conquering the first steps of setting up your first discovery call is already a big milestone. But on top of that, to lead a sales conversation is another challenge of its own!

By now, in my 20+ years of experience with sales, I’ve had thousands of callsso let me break down to you some key takeaways to conduct a sales call and start closing more clients!

#1) Buy them dinner first!

Wait, what?

“Alex, I’m talking to them over Zoom - how could I buy them dinner?”

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The thing is - I always talk about how sales, at the end of the day, is just likethe dating game, or any other relationship! For someone to go on a date with you, they need to like you first, right? There needs to be some kind of chemistry…

So if you think of sales just like dating, soon enough you’ll realize that in order for people to buy from you, they need to trust you first!

The thing is - I always talk about how sales, at the end of the day, is just likethe dating game, or any other relationship! For someone to go on a date with you, they need to like you first, right? There needs to be some kind of chemistry…

So if you think of sales just like dating, soon enough you’ll realize that in order for people to buy from you, they need to trust you first!

So the first takeaway when it comes to conducting a sales call is to first and foremost build rapport with your prospect. You can do that in many ways:
- Find something in common with them;
- Match their behaviour, way of speaking, body language, etc;
- Be nice and friendly, ask questions about them, be interested in what they are interested (because who doesn’t like talking about themselves?)

 

Use

questions

Use questions

#2) Use questions

Okay, so you established some sort of rapport with them. Now what?

So coming back to the sales world being like the dating game, think of itlike a second date: you both go out to dance.

In a dance, you’re in the lead at the same time as you’re responding to your partner’s moves…. If they dance faster, or slower, and so on.

How does this work in real life?

Basically, after you danced with them a bit- aka after you built some rapport with your prospect, now it’s time to actually lead the dance!

That means to lead the conversation in the direction you want it to go… aka asking strategic questions to get information you can use to design your pitch. What do I mean?

Simple - if you ask someone a question the only option they have is to answer you. It will seem rude of them not to.

So if you want to lead the conversation in a particular direction or get more information about their business, just ask them questions. For example if you ask: “Tell me more about how you get clients now?” The only option they have is to answer you - and this gives you information you can use ater on in the conversation when you pitch them.

Ask them follow up questions about what you just asked - and to them it will seem like you are super interested in them, but you are getting more information you can use in your pitch.

Are they a good fit for your offer or service?

What are they struggling with or need help with?

And on and on …

You are in the captain's chair leading the conversation into a sales direction.

And once you got all the info you need .... Boom:

#3) Present your offer

This is where a lot of people fall back to the ‘salesy’ speech and do the traditional way of closing that seems to your prospect that they are being sold to.

What if you just gave the prospect advice?

“You mentioned that you were struggling with [X], have you tried [Y]? Our company actually helps people in similar situations - here is how it works …”

What you really wanna do is present your service as a solution to whatever they are struggling with. Simple and deadly!

This way, you’re not just offering a product or service; you’re offering them THE solution to their problems! And this is the #nobrainer way for them to buy from you.

#3) Present your offer

This is where a lot of people fall back to the ‘salesy’ speech and do the traditional way of closing that seems to your prospect that they are being sold to.

What if you just gave the prospect advice?

“You mentioned that you were struggling with [X], have you tried [Y]? Our company actually helps people in similar situations - here is how it works …”

What you really wanna do is present your service as a solution to whatever they are struggling with. Simple and deadly!

This way, you’re not just offering a product or service; you’re offering them THE solution to their problems! And this is the #nobrainer way for them to buy from you.

 Hope this helps - Alex

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