Do This Before Your Next Client Call & Close More Sales

Summary

This 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

00:00

📈 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.

05:02

💼 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.

10:03

🔍 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.

Keywords

💡Preparation

Preparation is the act of making oneself ready for a particular task or activity. In the context of the video, it is emphasized as a key factor in increasing the success rate of sales calls. The script mentions that 90% of sales calls' success is predetermined by the preparations made beforehand, which can include understanding the client, their needs, and setting the right mindset before the call.

💡Close Rate

Close rate refers to the percentage of sales calls that result in a successful sale or 'closing' of the deal. The video promises to teach methods to significantly increase this rate, suggesting that with proper preparation, one can 2x or 3x their close rate without needing advanced negotiation skills or sales tactics.

💡SEO (Search Engine Optimization)

SEO is the process of improving the visibility of a website or a web page in a search engine's unpaid results. The script discusses the importance of SEO in attracting the right kinds of clients by ensuring that the business is found by people who are genuinely interested and a good fit for the services offered.

💡Lead Generation

Lead generation is the process of identifying and cultivating potential customer interest in a product or service. The video script advises on creating 'kind of magnets' to attract the right kinds of leads, which means strategies that draw in potential customers who are likely to become clients.

💡Pre-qualify Leads

Pre-qualifying leads is the process of assessing potential customers to determine if they meet certain criteria before investing time and resources in pursuing them. The script suggests that by pre-qualifying leads, one can avoid wasting time on unqualified prospects and increase the efficiency of sales efforts.

💡Sales Page

A sales page is a specific page on a website designed to sell a product or service. The video mentions using the sales page to communicate what the business does, who it serves, and what it costs, which helps in pre-qualifying leads by providing clear information upfront.

💡Customer Intake Form

A customer intake form is a tool used to collect information from potential customers. The script suggests using such a form to ask specific questions that help determine if a lead is a good fit for the business, thus aiding in the pre-qualification process.

💡Appointment Setter

An appointment setter is a person whose role is to arrange meetings or calls between potential customers and sales representatives. The video describes the role of an appointment setter as a buffer to ensure that only qualified leads result in a sales call.

💡State of Mind

State of mind refers to an individual's psychological and emotional condition at a given time. The video emphasizes the importance of entering sales calls with an abundance mindset and confidence, which can positively influence the outcome of the call and the perception of the salesperson.

💡Abundance Mindset

An abundance mindset is a belief that there is plenty to go around and that success is not limited by scarcity. The script advises adopting an abundance mindset to avoid acting desperate or needy during sales calls, which can be more appealing to potential clients.

💡Positive Affirmations

Positive affirmations are statements that can help overcome negative thoughts or self-doubt and boost confidence. The video suggests using positive affirmations to enter sales calls with the right state of mind and to project confidence and positivity.

💡Testimonials

Testimonials are positive feedback or endorsements from customers about a product or service. The script recommends reviewing and listening to testimonials as a way to reinforce one's confidence and to remind oneself of the value provided to clients.

💡Mirroring

Mirroring is a concept from neurobehavioral psychology where individuals subconsciously imitate the emotions or behaviors of others. The video explains that entering a sales call with a positive and enthusiastic state of mind can cause the potential client to mirror these feelings, creating a more favorable interaction.

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