The Thing You're Getting Wrong About Sales Calls
Don't worry, you’re not alone if you dread selling or sales call, otherwise known as Discovery Calls, Clarity calls and so many other names, but essentially its when you get on a call with a potential client or lead. It’s your chance to take a starting conversation and convert it into a beautiful, paying client.
Let’s dive in to the common mistakes and how you can overcome them and feel so at ease selling and landing clients!
1️⃣ Your email dings and someone had booked a discovery call - yay!! This might be a cold booking, or you've had a bit of back and forth via email or DM. They've seen your offers and they are keen to talk to you.
2️⃣ Your mind is racing leading up to call. You've created your notes about how to close the sale and have rehearsed your bullet points over and over.
3️⃣ You hop into the call, guns blazing, and list all the reasons they SHOULD work with you. You talk about your offer a lot because if they know how fabulous you are, then it's a no brainer for them - RIGHT?!
💰 You sit back and wait for the 'HELL YES' to work together at the end of the call….
💭 But instead hear, 'Let me think about it a bit' with a click of the Zoom meeting ending… yikes.
😬 What happened here?! Let's revisit....
Revisit 1️⃣: If it was a cold booking, did you do your research to learn about their business beforehand? How much actual time did you spend acting like they really matter to you?
Also did they have a chance to see your prices BEFORE the call?
I know there’s arguments for having prices visible and not, but I will always say make them visible as if they know how much you cost, AND they get on that call with you - they’re ready. If you wait until the call to let them know, you risk wasting everyone’s time. It’s called ‘pre-qualifying’ and it works for a reason.
Revisit 2️⃣: Your job is not to 'convince' in a discovery call. They already like you and your work enough to be on this call. You're simply here to help them make the decision best for themselves and their business by giving them the answers to any questions they have, so they have all the info they need to make an empowered decision.
Revisit 3️⃣: Confidence is KEY in a discovery call, but talking about yourself ALL the time isn't the way. If you're not asking questions about their business, you're not truly helping find ALL the ways you can help them. Treat them like their biz story is fascinating because IT IS! You want this business, right? Act like they matter, find out everything you can so you can better serve them.
KEY reminder: If they client does not feel heard, seen, and understood, they will not feel the 'Hell YES' you're looking for.
Does all of this feel true for your experience? I’d love to hear your discovery call story below ⬇️⬇️⬇️
💡 Pro tip: I LOVE discovery and sales calls! Every time I go into one, I put my agony aunt listening ears on and love hearing the story unfold. Try it out in your next call!
