How to navigate a sales call like a pro (framing & what to say on the call)
Hey coach,
Do you get anxious on your sales calls and you don't know what to say?
Maybe, you get a little tense too when talking about money to prospects?
If this is you, I know this blog is going to help you.
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How to become more confident on your sales calls with parents -
The first thing I want you to do is write down on a piece of paper what do you do on these types of calls and how confident are you when speaking to prospects over the phone about your business or program?
If you aren't confident then this is probably one of the reasons why you aren't closing more clients.
The first thing we need to do is we need to approach our sales calls like something that's very important.
For example, If I'm eating dinner with my wife on a Monday evening and I hear my phone go off and I see that it's a prospect calling me - I won't answer this call because I'm not in the right environment.
Instead, I want you to learn to schedule all your sales calls.
When you schedule all your sales calls you will learn to become way more prepared and it's you who is in control rather than the prospect on the call.
To become more confident with sales calls you must be prepared and every call should be scheduled.
Have a script in front of you for every sales call -
When you call the prospect the first thing I want you to do is to say their name.
I want you to state their name many times throughout the call, because when you do it shows them that you are paying attention to them.
We should know their name because they've already filled out a form either through your website or on an application page.
ALWAYS ALWAYS ALWAYS sound excited -
When you make these calls you can't sound monotone you need to sound interested and excited about speaking to them.
You have to remember that the prospect is raising their hand saying they want their child to train with you so it's important to be excited!
If the call is not scheduled it's gonna be hard to be excited when you have spaghetti in your mouth when you're eating dinner, which is why it's got to be scheduled.
Set an intention for the call -
After we have set the tone we need to move into the actual call here so let's start off by framing the call and what do I mean by that?
Well, that means when you get on the call you establish control by saying to the prospect this will be a 20-minute call and asking them if they have 20-minutes to talk.
When you do this you know it's gonna take that long because you're in control of the call and that's one thing that you should be doing every single time. Now, your calls might not take 20 to 30 minutes, but you need to frame the amount of time that it's going to take so the prospect has an expectation level that this is serious and this is going to take some time.
The more you do this on your sales calls the easier it becomes to dictate who's in charge of the call and whoever dictates the phone call will have the pace of the call.
Prequalifying questions -
When you say how long the call is going to take from there we need to have questions in place to ask the parent first before we go into selling your program.
When you ask the prospect questions you are essentially pre-qualifying them into your program and I know the most successful coaches all do this very well and as a result they are working with more committed clients as they are prequalifying the prospect before they even register onto their program.
If you need more help designing and building a script for your sales system I want you to schedule a call with me where I will be able to help you step-by-step through this process.
Knowledge and Organization of your product -
When you get towards the end of the call this is when the organization and knowing of your product is very key because when you get to the end of the call you want to be able to present the right type of program for the prospect.
By asking the right questions in the pre qualifying stage what you're doing is you're ultimately becoming the doctor and prescribing the right medicine for them, which means what you're doing is as a trainer you're going to prescribe the right program based on what they need help with.
To be able to help your prospect you're going to have options for them and you should have all of these options in front of you this way you sound confident and trustworthy with your offer and clear on your price.
You should also make sure the prospect is aware of the commitment level and what your expectations of them are so the prospect is clear of everything by this point so by this point they are able to make a decision to either join or not.
If you're struggling with sales here's what I'm doing and this is only associated with this
blog. What I'm going to do is I'm going to be setting up 10 to 15 minute calls and these are sales coaching calls and what I'm going to be doing is I'm going to walk through with you
- What's your offer
- How to set up your offer
- How to better sell your program
During these calls I'm going to give you some tips and these are free there's no strings attached here and what I want to do is I want to show you how you can draw more committed clients into your business.
I'll see you later,
- Ben