Who doesn’t want to know about getting more Yeses on your sales calls! 📞
Do you want to slay your sales fears and overcome those icky feelings around asking for money on your discovery calls?
I’ve invited Sanae Floyd to come and chat with me and discuss all things discovery calls.
When I started my business I struggled with my sales calls. You see, at corporate, I’ve worked in many areas but never I had to sell a product or service. So, this struggle was a REAL pain for me. And obviously, when the time came that I had to sell my services, I would literally do it all wrong.
3 mistakes I’ve made in my sales calls:
- I would be so anxious beforehand and desperate to win the client that I would lose them immediately.
- I talked too much. I wasn’t listening to what they wanted.
- And finally, I was so focused on explaining the whole process, that oftentimes I was giving them, even more, overwhelming thoughts to process. I completely disregard the benefits of working with me.
Meet my guest…
Sanae Floyd is a powerhouse coach and sales mentor for female entrepreneurs, a certified Canfield Success Principles Trainer, and Founder of the Paid in Full & Prospering Academy. With two decades of experience in sales, Sanae helps entrepreneurs across the globe to master psychology and the strategy for success, working with them to increase their impact and their income.
Questions that we tackled in the video interview:
At 9:40 minutes: What are your thoughts on presenting just one offer on a call versus 3 offers (high, middle, and low) so the caller can see the value of each and choose whichever is the right one for them based on price and the details of each offer? (eg of this would be VIP day/1:1 coaching/group coaching versus just offering the 1:1 coaching).
Question asked at 20:54 minutes: I am a psychotherapist and relationship coach and I created my offer for 3 months of coaching program that’s combining principles of psychotherapy, positive psychology, and traditional coaching and I would like to charge $ 5K, but I am I’m fearful that people would not buy my offer. I had a couple of experiences recently, one with a company that wanted executive coaching that they said that I was highly expensive than other coaches and with other customers that she could not afford. Would you advise me to reduce my price? Which range of pricing do you recommend?
Check out at 28:08 minutes I’ve asked Sanae: I’d like to know the best way to handle prospects who raised money objections? How do you keep them in the loop without spamming them with call-to-action emails?
I’ve asked at 33:28 minutes: I’ve tried to avoid talking about anything sales-related on calls, outside of telling them that if I feel it’s a fit I’ll send an offer over. I’ve had a few people that really want to work together afterward and a few that have really found the value in the calls and have found it okay to take the advice and work on their own. Is this a normal type of strategy or should I be trying to “close”, in a non-sales way?
You must listen to this piece of advice from Sanae:
Fast forward the video to 45:23 minutes when Sanae says:
As passionate Coaches and service-based entrepreneurs, more often than not as in 99.9% of the time, you are providing a service based on what you have overcome. You’ve been through some struggle, same challenge and you’ve navigated your way out. You’ve taken the long road and invested in learning and you’ve got all this experience and knowledge.
When you finally package all that together, it feels very passionate that you want to go out there and share it because it’s born out of your own unique experiences and a struggle of some sort. Finding the right balance will help you to close your sales calls.
The final question to Sanae and 3 tips that you can take home today and implement:
How can you shift your thinking to feel good about selling? Listen to the answer at 50:05 (while I go off-screen to open the door to my daughter LOL).
Preparation of your mindset pre the call. Position yourself as the specialist.
Understand the value of what you offer.
You don’t need to over-sell yourself to show the value of your offer. Focus on delivering the benefits (Payoffs) and not the whole process.
The best way to demonstrate your value on the call is by being an excellent coach by asking powerful deep-dive questions.
Stay silent, wait for the answer, and dive deep into those answers. Repeatedly ask “what else?” so that you find the hidden reason why.
3 TIPS FOR GETTING MORE YES’S on your Sales Calls:
Get an accurate diagnosis…
This means talking less and listening more
So that you are able to prescribe the best outcome. Don’t sell the process… sell the payoff.
IT’S A WRAP:
I want you to know that you are not alone on your Entrepreneurial journey. The moment we make the decision to become our own bosses and start exploring running a business, we encounter many gremlins. And we can’t help ourselves from focusing on HOW to achieve our goals. However, this “how” feeling is keeping you stuck to explore the most important question that you should ask yourself: “What do I really want?”.
The same goes for your clients, you must hold a comfortable space in your sales calls and listen attentively to what they want and not overwhelm them too much with HOW you can help them.
Are you an independent coach or creative entrepreneur and want to put together your group program and/or courses? If so, then the 5 Steps to 5K in 5 Days Intensive will help you to transform your 1:1 process into a group model. Five little steps to be closer to having your 5K group program together. One of the benefits of this program is the support and accountability so that you finish it with structured and outlined program content that you can start promoting straight away.
My objective is that you design it and have it ready and in the 555 Content Lab, we are going to make that possible for you.