Watch me close $12,000 on the phone [LIVE]

Summary

In this sales training call, Jon Penberthy engages with Graeme, a business owner seeking guidance on scaling his business. Jon employs a structured sales framework, beginning with rapport building and transitioning into a 'detective' phase, where he uncovers Graeme's challenges with lead generation and sales conversions. Jon then introduces a potential solution, outlining a roadmap including optimizing the sales funnel and leveraging YouTube ads. The conversation navigates through objections, with Jon skillfully anchoring the value of his coaching program and securing Graeme's commitment post-holiday. The call concludes with Jon reinforcing the decision's positivity and outlining next steps, ensuring Graeme feels confident about his investment.

Takeaways

• 📞 The sales call begins with a friendly conversation to establish rapport and confirm the purpose of the call.
• 🌍 The caller expresses interest in the prospect's location and inquires about the weather, a common icebreaker.
• 🔍 The purpose of the call is to understand the prospect's business challenges and explore how the caller might assist.
• 💼 The caller outlines various coaching programs that could potentially help the prospect's business.
• 🗣️ The caller adopts a consultative approach, positioning themselves as a trusted advisor rather than just a salesperson.
• 🔑 The call includes a detective phase where the caller asks probing questions to uncover the prospect's needs and pain points.
• 💡 The caller provides insights and shares personal stories to build rapport and demonstrate understanding of the prospect's situation.
• 💰 The discussion touches on pricing strategies, with the caller advising on value-based pricing and the prospect's perception of their own pricing.
• 🚀 The caller introduces the concept of a sales funnel and its importance in converting leads into clients more effectively.
• 🌐 The caller suggests leveraging YouTube ads as a more effective traffic source compared to the prospect's current use of Facebook ads.

Q & A

What is the main purpose of the call between Jon Penberthy and Graeme?

The main purpose of the call is for Jon to understand Graeme's business, identify any blockages or problems, and see if he can offer solutions or coaching programs to help Graeme.

What is Jon's approach to the call and how does he position himself?

Jon positions himself as a trusted advisor, leading the conversation without much small talk, aiming to demonstrate clarity and purpose.

What is the issue Graeme is currently facing with his business?

Graeme is facing issues with generating consistent, qualified leads for his business.

What is the structure of the program Graeme offers?

Graeme offers a 12-week program focused on building confidence in men who have experienced a knock in their confidence, helping them get back to their former selves or become a better version.

How does Graeme's business relate to his personal experience?

Graeme's business is based on his own life experience of regaining confidence after facing personal challenges, making it a passion and calling for him.

What is the price point Graeme is currently charging for his program?

Graeme is currently charging $2500 for his program, but he feels that he might be undervaluing his service.

What is the main traffic source Graeme is using to generate leads?

Graeme is using Facebook ads as his main traffic source, directing people directly to his website where they can choose to book a call.

What is Jon's recommendation for improving Graeme's sales process?

Jon recommends building a sales funnel that replaces the website to indoctrinate people better and get them further down the buying journey before they book a call.

What is the 'wrap it up' phase in the sales call framework?

The 'wrap it up' phase is where Jon summarizes the conversation to ensure both parties have a clear understanding of the situation and to confirm if he can help Graeme before proceeding to make an offer.

What is the significance of the 'roadmap' Jon provides to Graeme?

The 'roadmap' outlines the steps and journey Graeme needs to take to improve his business, which includes increasing his price point, building a sales funnel, and improving his traffic and sales conversion strategies.