Do This Before Your Next Client Call & Close More Sales
Summary
TLDRThis video script offers practical strategies to significantly increase sales close rates without relying on negotiation skills or sales gimmicks. It emphasizes the importance of lead pre-qualification, understanding client needs and objections, and having a clear objective for each call. Moreover, the presenter highlights the power of an abundance mindset and positive energy in fostering successful sales interactions, suggesting that confidence and a genuine desire to serve can be more compelling than any sales technique.
Takeaways
- 📈 Preparation is key: 90% of sales call success is determined by pre-call preparation.
- 🔍 Importance of lead qualification: Ensure leads are a good fit to avoid wasting time on unqualified prospects.
- 🌐 SEO and lead generation: Improve your online presence to attract the right kind of clients.
- 🚫 Pre-qualify leads: Use methods like clear messaging on your website or intake forms to filter leads.
- 💡 Self-selection for leads: Provide information about your ideal client to allow potential customers to self-select.
- 🤝 Human resource buffer: If possible, use a person to pre-qualify leads before they reach you.
- 🧐 Understanding customer objections: Identify and prepare for the top three objections a client might have about working with you.
- 🎯 Clear objectives: Know what both parties want to achieve from the sales call and ensure alignment on these goals.
- 💰 Budget considerations: Understand the client's budget and ensure it aligns with the scope of work and timeline.
- 🕊️ Abundance mindset: Approach sales calls with confidence and without desperation to attract clients.
- 😊 Positive energy: Enter calls with a positive and enthusiastic attitude, as it is infectious and can influence the outcome.
Q & A
What is the main focus of the video script?
-The video script focuses on strategies to improve sales call effectiveness and increase the close rate without relying on negotiation skills or sales tricks.
What are the three key things the video promises to teach for improving sales call outcomes?
-The video promises to teach how to pre-qualify leads, understand the client's needs and objections, and maintain the right state of mind during the sales call.
Why is it important to focus on how clients find you according to the script?
-Focusing on how clients find you is important because it sets the dynamic of the interaction and helps in attracting the right kind of leads who are more likely to be a good fit for your services.
What is the purpose of pre-qualifying leads before a sales call?
-Pre-qualifying leads helps to ensure that the potential clients are a good fit for your services, have the necessary budget, and are looking to solve problems that you can address, thus saving time and increasing the close rate.
How can a salesperson pre-qualify leads if they are a one-person operation?
-A one-person operation can pre-qualify leads by clearly stating on their website or marketing materials who their ideal clients are, the kind of problems they solve, and the budget range for their services, allowing potential clients to self-select.
What is the role of an appointment setter or a producer in the sales process as described in the script?
-An appointment setter or a producer acts as a buffer between the salesperson and potential clients, asking qualifying questions to ensure that the leads are serious and a good fit before scheduling a sales call.
Why is understanding the customer's pain points and objections important for a salesperson?
-Understanding the customer's pain points and objections is important because it allows the salesperson to tailor their pitch and address specific concerns, demonstrating empathy and the ability to provide a solution.
What should a salesperson do if they are unsure about their customer's needs and objections?
-If a salesperson is unsure, they should use their creative and empathetic skills to imagine who their ideal customer is, what problems they might be facing, and potential objections they might have to working with the salesperson.
What is the significance of having a clear objective for a sales call?
-Having a clear objective for a sales call helps both the salesperson and the potential client understand what needs to be accomplished, ensuring that the conversation is productive and focused on mutual goals.
Why is the state of mind of the salesperson important before entering a sales call?
-The state of mind is important because it influences the energy and confidence the salesperson projects, which can affect how the potential client perceives them and their willingness to engage and close a deal.
What can a salesperson do to enhance their confidence before a sales call?
-A salesperson can enhance their confidence by reviewing their successful projects, reading positive testimonials from clients, and using positive affirmations to reinforce their self-belief in their abilities.
Outlines
📈 Maximizing Sales Close Rate
This paragraph emphasizes the importance of preparation in boosting sales close rates, potentially doubling or tripling them without the need for advanced negotiation skills or sales tactics. It suggests that before engaging in a sales call, one should focus on SEO, lead generation, and creating 'magnets' to attract the right kind of clients. The speaker advises on pre-qualifying leads to avoid wasting time on unqualified prospects and provides strategies for doing so, such as clear communication about the services offered, target clients, and pricing. For businesses with resources, having a dedicated person to pre-qualify leads over the phone is recommended. The paragraph also touches on understanding the customer's pain points, objections, and desired outcomes to better prepare for the sales call.
💼 Effective Sales Call Preparation
The second paragraph delves deeper into the preparation required for a successful sales call. It discusses the importance of understanding the client's investment budget, timeline, and objectives. The speaker suggests a three-step approach: first, confirming the budget to ensure the project's feasibility; second, discussing deadlines and scope; and third, only then delving into the specifics of what needs to be accomplished. The paragraph highlights the need to sequence these discussions effectively, as knowing the client's budget and timeline is crucial before discussing the project scope. The speaker also stresses the importance of mindset, advocating for an abundance mindset over desperation when approaching sales calls. Techniques such as meditation, positive affirmations, and reviewing past successes are suggested to cultivate confidence and a positive attitude, which are believed to be infectious and beneficial in closing sales.
🔍 Deep Dive into Sales Strategies
The final paragraph suggests that there is more in-depth information available on the topic, likely in a follow-up video or resource. It implies that the strategies and tips provided so far are just the beginning and that further exploration will yield additional insights into improving sales techniques and closing rates. This paragraph serves as a call to action for those interested in enhancing their sales skills to seek out more comprehensive guidance.
Mindmap
Keywords
💡Preparation
💡Close Rate
💡SEO (Search Engine Optimization)
💡Lead Generation
💡Pre-qualify Leads
💡Sales Page
💡Customer Intake Form
💡Appointment Setter
💡State of Mind
💡Abundance Mindset
💡Positive Affirmations
💡Testimonials
💡Mirroring
Highlights
Preparation is key - 90% of sales call outcomes are predetermined by the preparations made beforehand.
Three actionable strategies to significantly increase close rates without needing negotiation skills or sales hacks.
The importance of how clients find you and the dynamics it sets for the sales interaction.
Improving SEO and lead generation to attract the right kinds of prospects.
The problem with unqualified leads and the time wasted on unsuitable prospects.
Pre-qualifying leads to ensure a good fit for both parties and avoiding wasted time.
Strategies for pre-qualifying leads, including clear messaging on your sales page and intake forms.
Utilizing human resources for lead qualification if available, creating a buffer between you and prospects.
Understanding your customer's pain points, objections, and objectives as key to sales success.
The importance of knowing your customer and their needs before entering a sales call.
Using creative and empathetic skills to imagine your ideal customer and their problems.
Identifying and preparing for potential objections from prospects.
The significance of having clear objectives for both parties during the sales call.
Understanding the budget, timeline, and scope as critical factors in the sales process.
The importance of sequencing the sales conversation correctly based on budget, timeline, and scope.
Entering sales calls with an abundance mindset to avoid acting desperate or needy.
Confidence in your abilities and past work as a foundation for a positive sales call.
Using testimonials and positive feedback from clients to boost confidence and mindset.
The power of mirroring and projecting positive energy during sales calls.
Avoiding negative energy and maintaining a positive state of mind for successful sales interactions.
Transcripts
90% of the sales calls that you're on is
predetermined by the preparations that
you do so in this video I'm going to
teach you the three things that you can
do that I can almost guarantee you that
your 2x or 3x your close rate and it
doesn't require negotiation skills or
sales hacks or verbal Ninjutsu and the
coolest part is you can do this even
before you get on the sales call in
order for you to have a successful
productive fruitful sales call there's a
couple things I want to talk to you
about and what you can do to make sure
you have the very best opportunity to
close the jobs that you're given we know
these opportunities don't come often we
want to give ourselves the best chances
right let me talk about a couple things
number one is about how clients find you
how a client or Prospect finds you is
really critical to the dynamic that
you're about to have and so we need to
work on our SEO our lead gen and all the
kind of magnets that we create out there
so that we're attracting the right kinds
of person often times we have
unqualified leads people who find you
via search via Google they heard it from
a rando it just just have no idea who
you are what you charge or what makes
you different they just have a problem
they need a quick solution this becomes
problematic cuz you're going to waste a
lot of time talking to them and feel
like God I just lost another job when in
fact there were never a good fit for you
so what you want to do is you need to
pre-qualify your leads there's a couple
different ways you can do this depending
on the size of your agency or studio if
you're one person banned what you need
to do is put some things about who your
clients are what kind of money they want
to spend and the kinds of problems
they're trying to solve that way when
they find you on the internet like a see
John solves these kinds of problems John
only works with Fortune 500 corporations
or series a startups or whatever it is
that you want to talk about so that way
they can self select this is very
important so it's almost like you
created a restaurant you say we only
serve vegan options so people don't come
in like why I notice on the burger
there's not enough beef on the Patty
you're like um yeah cuz it was only
vegan this is a vegan restaurant and so
this is what you need to do you need to
let people know who you are what you do
and who you do it for this is a an
important way to qualify or pre-qualify
the people that are going to seek you
out now if you have a little extra Human
Resources you can have a person get on
the phone and say before we put you in
touch with whoever runs the company I
have to ask you a couple of questions do
you have this kind of budget what is
your timeline what is the problem you're
trying to solve and that way they create
a little buffer between you and every
person who is a prospect so we we want
to make sure that they're qualified
before we move to the next level there
are a couple things that you can do to
pre-qualify to make sure the people that
you actually talk to are good fit for
you and for them cuz you don't want to
waste anybody's time number one is you
can do this on your sales page itself
you can just say this is what we do who
you are who you do the work for and what
it costs so that can turn away anybody
who's a poor fit you can have a customer
intake form or lead form where you ask
him some very specific questions I would
say no more than five cuz you're not
trying to like interview a person for a
job just so that you can get the
relevant information and if it's not a
good fit you just say you don't meet the
minimum requirements for somebody we
consider taking on for a client that way
you don't have to schedule the call or
you can have an appointment setter a
producer sales type of person who's on
your team or independent contractor who
can then be a buffer between you and the
process make sure it's worthwhile to get
on a call a sign of a seasoned
experienced person is that you know your
customer you know your customer's paino
you know what their objections are going
to be and the objective those are very
important things for you to know so if
you're new in business you don't know
who the customer is or if you're poorly
positioned meaning you take on any kind
of client you have have no idea what the
problems are what the objectives are
going to be and the objections to
working with you so this is an important
thing number one if you're new in
business and you haven't actually done a
lot of work with clients I want you just
to try to use your creative empathetic
skills and to imagine who this person is
are they a doctor a loyer small to
medium-sized business or they startup do
they work in biotech whatever it is just
imagine your ideal customer type what
kind of problem are they trying to solve
what is creating pain in their life that
you can make go away with the things
that you do so that's clear number
number two try to imagine from their
point of view all the complaints or
accusations or objections they're going
to have in terms of working with you
this could be a bar price it could be
around timeline it could be around your
lack of experience you could have too
much experience your team's too small
your team's too big your bench isn't
deep enough Whatever It Is Write down a
whole list of objections or accusations
they're going to have with you and then
go back and circle the top three and
start working on what the answers are
going to be I'll tell you how to deal
with that in a second so this is the
problem you know the objections of
working with you and then what are the
objectives is the outcome that both of
you want for getting on the phone in the
first place many people make this
mistake they think oh I have to
establish Rapport I want to be friends
with the person so then your objective
is to be friends that doesn't make any
sense all business calls about business
it's about making sure that they get
what they need and what you need so you
can write down on two columns what do
you think they need to accomplish on
this call and what do you need to
accomplish on this call going to make
some assumption about what you need you
need to know the scope what is it that
need to get done you need to know the
timeline the deadlines in which things
need to get done by and number three
probably the most important how much
money do they want to invest to make
this come to fruition so when you start
to design the conversation you need to
make sure you're going off on all of
these things now you can say then what
is the most important thing in terms of
how we sequence it is it what is it they
want to get done how long they they have
to work on it or is it the money and how
you know this is if you get to the
objective what they want to accomplish
and the deadline but then the budget
isn't anywhere near what it is that you
need to get started on this then there's
no point to understand the first two so
the sequence might be given that people
who call us hire us for these kinds of
things like people like you hire us for
these kinds of things the budget range
is usually between this amount and that
amount it could be between 10,000 and
30,000 is that something you prepare to
spend is this an investment you're ready
to make great well I need to know a
little bit more about the deadline and
then the scope and it's usually in that
order because if they have the money but
the deadline's impossible there's no
point to talk about scope now you might
be realizing something right now which
is is oh my God all I do is talk about
scope that's all I do we're doing this
in the wrong sequence there's no point
to talk about scope if they can't afford
it and the timeline's impossible you're
not a magician you can't turn straw into
gold so this is not going to work so you
need to then get out the phone because
they deserve to get off the phone and
find the right partner who can do this
and if it's not you do not waste any
more of their time and if you're paying
attention if you had followed the first
part of what I said you wouldn't even be
here in the first place because these
are unqualified leads probably one of
the most important things that you need
to do to prepare for any sales call to
give yourself the best shot of closing
the gig is your state of mind this is
really really important and I cannot
emphasize this enough when you come to
any engagement with an abundance mindset
you're not going to act in a state of
desperation you're not going to act
needy nothing is more repelling than
someone who's needy who's clean who's
desperate for the work in fact we want
that which we cannot have it's why the
attractive person is so desirable for
you it's why the home that's never on
sale in theet Market when it goes on
Market that everybody's bidding after it
or why certain luxury goods luxury cars
whatever it is there's a premium for
those things because they're not so
easily available this is something you
want to take into consideration so if
you have to meditate if you have to say
positive affirmations if you have to
just double check to make sure you're in
that right place of mind to be a service
to people without being needy you're
going to set the right tone they're
going to feel your energy the frequency
that you put out and they're going to
want to work with you even more let's
get specific cuz you're probably rolling
your eyes when I said meditate or like
have some positive affirmations you want
to be as confident as possible entering
in a call it's going to set you in the
right state of mind my belief is that
confidence comes from one's own
abilities in your skill sets so do you
believe that you are qualified for this
do you have the body of work have you
put in the repetitions if you have lean
on that you might review your portfolio
you might look at some of the best
projects that you've done recently to
say like wow we did a great job we we
were able to help the clients achieve
those objectives IES and review that
over and over in your mind so you're
like yes I'm ready and the mindset that
I go into it is I know I'm better than
anybody that the clients can hire they
just have to be smart enough to pay me
so that I can share my gift with them
that's what I tell myself and gosh darn
it you're good-looking and people like
you here's a little trick that you can
do in case like all these things don't
work meditation looking at your work if
you just look at yourself from the eyes
of other people you'll believe what you
what you need to believe you'll learn
something about yourself so one one
thing that you can do is read the
testimonials that clients have given you
and if they recorded audio recordings or
video where they've given you a
testimonial cut those up and put them on
a loop and just listen to them you got
to stop all that negative selft talk
everybody just believe what people
already see in you and then you can
realign and you can project the right
kinds of energy and I want to say this I
know it's really weird I'm not a woooo
Mystic kind of person but people feel
enthusiasm and if you enter the call
like I'm a happy person I'm happy to
talk to you I'm happy to serve you and
if I'm I'm not the right fit I'm also
happy for you to find the right person
for you that kind of stuff makes people
joyful there's a term that
neurobehavioral psychologists use it's
called mirroring it's a very powerful
concept and you'll see this phenomenon
happen too when you smile when you laugh
the other person Smiles inside their
mind they might not be outwardly smiling
and laughing but this happens all the
time it's why when you're watching a Tik
Tok video and there's a lot of laughter
and you hear laugh track you feel
happier inside because you can't help it
but to mirror and I think the science
behind this is as social creatures we
have to be able to connect and bond and
this is one of the things that happens
automatically that's why when you're
also around a group of people that are
really scared about what's happening you
are also on edge yourself you don't want
to bring that kind of energy into it
because no one wants to hire someone
who's scared nervous and anxious it
creates anxiety in them they start to
doubt their own decisions are you the
right person are you safe to spend the
money with are you reliable and
trustworthy don't do that enter in with
a positive State of Mind be happy cuz
that energy is infectious if you apply
these three principles even before you
get on a sales call you're going to have
a lot more success and if you've enjoyed
this you're going to want to check out
this other video for a deeper
dive
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