I know how frustrating sales calls can feel. And I also know they don't have to. Here are my 3 KEYS when it comes to consults that convert:
1) Stop Putting SO Much PRESSURE on The Consult.
People can say YES to working with you: in an email, on a sales page, in a follow up call, text or email, or even a facebook message. You want to master sales conversations, but sometimes they are just the beginning, not the end. You don’t NEED every single person you get on the phone to say YES right then and there. So why do them at all? They build a relationship, trust, credibility, intimacy, connection. You can get INSTANT feedback if they need more information about working with you.
2) Don’t assume you CANNOT convert on the first conversation either
These are the “Love At First Sight” Consultations™. Meaning, someone could JUST meet you on the phone and say YES to working with you at your biggest program or package. Maybe they are completely cold to you, maybe they read one blog or one video and are ready to sign up for your biggest offering. HOW do you do this? Unconsciously conveying your *knowing* you can help the person on the other end of the phone. If you have doubts, they will feel this, and you will unconsciously turn them off. The first step to mastering “Love At First Sight” Consultations™ is becoming AWARE of the doubts in your mind as you are on a consultation. Then, you will become aware of opportunities to transform them into confidence. And make it EASY for people to say yes to working with you.
3) Don’t overcomplicate the structure of the call.
In order to get someone to YES, 3 things have to be in place: they have to have the GOAL you help people acheive, they have to want that goal MORE than their perceived sacrifices, and they have to TRUST your process will help them acheive it. If any of these three things is off, it will be a NO. Here is a basic structure: What is your goal? What challenges are you facing to reach this goal? What have you tried up to this point? Here is my recommendation: _________ And then you listen to and work through their concerns and objections. You want to have talking points SPECIFIC to your work. But - it is not your job to convince them to WANT the goal enough to sacrifice what they think they have to sacrifice.You only have two jobs: 1) Help them see the REALITIES of the sacrifices they will have to make to reach the goal (ie – you still have to eat healthier and exercise if you want to lose 10lbs but maybe you don’t have to give up all your favorite foods and do squats and burpees 1000x/week). And 2) help people find you who actually DO want the goal and are willing to do the work, make the sacrifices.
AND BE CLEAR ENOUGH IN YOUR TALKING POINTS TO COMMUNICATE HOW YOU CAN HELP THEM. (This is where I come in!)