1. Always be in service.
The sales call(s) is actually not about you. It’s about your client and where they’re at. Emily Williams, a Success Coach for female entrepreneurs, strongly states, “At the same time, do not buy into their excuses.”
As the coach, you have to believe and remember that if someone wants something, they will do anything in their power to find the money. A lot of times, women say no to their desires to work with a coach because they do not want to be held accountable for what they’re really wanting in life. You also have to ask the question, “Do they qualify for the next level?”
Be of service in that call, however, be of service for that person’s highest potential. Ensure they are making decision in that kind of energy. I remember when I was on one of my very first sales calls with a coach. Her energy felt very pushy to me and it was because she was not being of service. Make sure your voice is appropriate for the call. It’s an organic conversation. It’s a real person with real problems.
2. Believe in their dreams.
You might be the only person that stands for their dreams. It is quite possible that their friends, family members, and even business friends, may not have the full belief that will be successful in what they’re pursuing. So you, as the coach, have to believe in them, as you may be the only person in their life that acknowledges their potential.
3. Always stand for the AND
When you are on that sales call, help the potential client be able to stand for the AND in their dreams. Does the potential client want to write a book, but doesn’t have the time? Or, she wants to start her own coaching practice, but she also loves her day job and believes she can’t have both?
People get stuck in their limiting beliefs because they are stuck in the but. I want to work with you but I don’t have the money. One point, I had a potential client that would rather have used her money on wedding gifts.
What do you think she has a priority over? The reality is that this potential client had her friends’ weddings as a priority than her own personal and career growth.
That call was interesting to me because a lot of times we put excuses in front of what we actually desire or we just have excuses in general because we are too afraid to be held accountable for what we actually want. Stand for the and, and get out of the but, and help them see the possibility.
4. Sales is an expression of belief.
If you want to make an impact or an influencer in the world, we need to have a well ran business in order to have a great impact. If you want to have a brand or business that impacts and influence people for the better, then you have to be proud of your products and services. You have to know believe in wholeheartedly in what you provide is going to help that person serve that problem. It is an expression of belief. It is the belief that what you provide is going to change that person’s life. If you don’t have that core belief locked down within yourself, it is going to be noticeable. In one of my very first sales calls, I didn’t have enough belief in myself and lacked the confidence on the call. Do you believe in yourself, do you believe in your products, and do you believe in your services. Does your enthusiasm exude to that potential client?
5. Sales calls are organic conversations with real people that have real problems.
At the end of the day, you’re talking to a human being that has feelings, dreams, and aspirations, just as much as you do. You must be a great listener and dream along with these potential clients. Remember, you might be the only one that fully believes in their deep desires. Being a great listener during these sales calls will not only help you win over your potential clients, but use those exact pain point words in your marketing.