Sales training techniques: How to make sales phone calls (Full Guide)

Summary

In this video, Io addresses the common sales hesitation that professionals face when asking for the money, leading to missed opportunities and prolonged struggles. She shares a proven sales framework called CLEAR to confidently close sales: Confirm the problem, Link to outcomes, Establish your unique approach, Address objections, and Request the decision. By overcoming limiting beliefs like impostor syndrome, scarcity mindset, and the people-pleaser trap, professionals can shift from providing free advice to closing profitable deals. Io provides actionable steps to increase confidence and consistency in sales, ensuring more success and higher income.

Takeaways

• 😀 Sales hesitation often stems from deep-seated beliefs about money and value, which can be addressed with the right mindset shift.
• 😀 A significant number of service providers fail to ask for the sale during calls, harming both their income and confidence.
• 😀 The process of confidently asking for the sale is crucial for turning free value into paid clients and growing a profitable business.
• 😀 The 'CLEAR' framework (Confirm, Link, Establish, Address, Request) is an effective method for confidently asking for the sale.
• 😀 Before asking for the sale, it's essential to confirm the prospect's problem and make them aware of the costs they are incurring by not solving it.
• 😀 To shift the conversation from cost to investment, link your service to specific, tangible outcomes and measurable results.
• 😀 Establish your unique approach to differentiate yourself from competitors and demonstrate why your service is the right fit for the prospect.
• 😀 Address objections proactively during the pitch to reduce hesitation and build trust with the prospect.
• 😀 The final step in the sales process is to directly ask for the decision, and silence after the ask is a powerful tool for closing the sale.
• 😀 Practice and repetition are key to overcoming sales hesitation. Recording calls and reviewing your performance helps identify areas for improvement.

Q & A

Why do many service providers hesitate to ask for the sale during a call?

Many service providers hesitate because of deep-seated beliefs about money and value. They might experience imposter syndrome, fear of scarcity, or concern about not being liked if they push for the sale. This hesitation stems from internal struggles about self-worth and the perceived risk of asking for money.

What is the impact of not asking for the sale during a sales call?

Not asking for the sale can lead to a harmful pattern where the service provider signals that their services aren’t valuable. It undermines their confidence, wastes time with prospects who aren’t likely to convert, and harms their income and business growth.

What is the 'Clear Method' and how does it help in closing sales?

The 'Clear Method' is a framework designed to help confidently close sales. It stands for: Confirm the problem and cost, Link to specific outcomes, Establish your unique approach, Address objections proactively, and Request the decision directly. This method guides the conversation to make the sale more natural and confident.

What are some common limiting beliefs that prevent service providers from closing sales?

The three most common limiting beliefs are: imposter syndrome (feeling unworthy to charge premium rates), scarcity mindset (fear that asking for too much will drive the client away), and the people-pleaser trap (concern that pushing for the sale will make the client dislike them). These beliefs can significantly reduce a service provider's close rate.

How can the value of a service be framed to make it seem more worthwhile to the client?

The service can be framed by linking the cost to the specific pain the client is experiencing. By stretching the problem and making the client understand the cost of not solving it, the provider can make their fee seem reasonable and even a great deal in comparison.

Why is it important to link the service to specific outcomes?

Linking the service to specific outcomes helps shift the conversation from cost to investment. It shows the client the concrete, measurable results they will receive, which makes the service appear more valuable and justifies the price.

How does a service provider differentiate their approach from other programs or services?

A service provider can differentiate their approach by explaining how their program is different from others the client may have tried. They can highlight their unique strategies, personalized plans, and proven results across different industries, making their service stand out from generic alternatives.

What is the importance of addressing objections proactively during the sales conversation?

Addressing objections proactively helps reduce the client's concerns before they even bring them up. By preemptively answering questions about the service's effectiveness, potential risks, or its application in the client’s industry, the provider can build trust and prevent the conversation from stalling.

Why should a service provider request the decision directly at the end of the call?

Requesting the decision directly ensures the conversation doesn’t end with uncertainty. It forces the client to make a decision rather than leaving the call open-ended. By confidently asking for the sale, the provider creates a clear path for the client to either commit or express further concerns.

How can a service provider improve their closing skills and overcome hesitation during sales calls?

To improve closing skills, service providers should practice their sales framework before calls, say their price out loud, and record their calls to identify weak spots. They should also start with lower-stakes calls to build confidence, rate themselves on how well they ask for the sale, and gradually work up to higher-stakes conversations.