- If you want more sales right now
then making more sales calls is probably the quickest
and most effective way of doing it.
- At some point you will have to make a call
to a potential customer (phone rings)
whether it's in a follow-up
or a proposal that you've sent them,
or whether it's they've found you online
and they've just given you a call out of the blue,
either way, you need to be prepared.
- Now, you can't avoid it forever but yet many of us nice
and shy types often put this off and we think it's holding
a lot of people back from making more sales.
- So if you've ever been that person that puts off making
the sales calls or if you've been in the situation
where you're on the phone and you just end up giving them
loads and loads of great advice on the phone
and then they don't sign up at the end
because you've just given them loads and loads of advice
and you've spent, like, an hour on the phone
and it's a complete waste of time
(inhales deeply) and breathe (exhales slowly)
then you need to watch this video
because we're gonna give you some tips
to help you boost your confidence to make those calls
and some skills to help you close those calls.
- Sounds amazing, Pete.
Guys, let's do this.
(explosion)
As a caveat, this video isn't about cold calling
or doing high-pressure sales.
This video is for nice people who want
to offer a genuine service that they actually believe in
but are just a little bit shy and nervous on the phone.
- So the first thing you need to know and leading on
from that is that your sales calls are gonna be 100 times
more effective if you've already pre-qualified the prospect.
- That's an A and P actual fact.
(both chuckle)
This could mean that they already know the price,
you may have sent them a proposal before you actually got on
the call or you may have just been chatting
with them on social media about it.
- This is pre-qualifying them to make sure
that you're not wasting your time or their time.
You need to know if they're a good fit for this
and if they're pre-qualified,
if they're actually interested in what you have to offer.
- From a confidence point of view, too,
it's not like you're cold calling them or harassing them
so you instantly feel more at ease knowing
that this person is actually interested in speaking to you,
and a great way to do this is
to actually have a price guide on your website.
We've got a video all about that over there.
- So step one, once you're on the phone is
to actually get to know your prospect a little bit better.
You cannot sell to someone effectively if you do not know
what drives them, what they want and what the obstacles are
that are getting in their way.
So find that out and if your product
or service fits perfectly then, awesome,
you're half way there to getting the sale.
- So start by asking questions like:
tell me where you are right now
and where do you want to get to?
Or what's the outcome that you would like?
- At this point it's crucial not to fall into the trap
that most people make which is to try
and help them there and then.
For example, let's do some role play here with Andrew.
- Oh, I'm excited. - Oh, yes.
Right, imagine I was trying to sell Atomic,
our membership, to Andrew and he said:
- So, Pete, I'm just really struggling right now to sell...
Sorry, one more time.
(laughs) (beep)
- And he said:
- So, Pete, I'm just, I'm really struggling right now
to build my email list.
(laughs)
I'm not breaking character.
- It sounded like you had other issues that just
(speech distorted by laughter)
- My pants are too tight.
- Exactly! (laughs)
So rather than saying, "Why is that, Andrew?
"Why are you struggling to build your list?
"Let's talk about that right now.
"Maybe you could try X, Y, Z, wouldn't that help?
"Let's brainstorm right now."
- Right, don't do that (buzzer buzzes)
we're saying, because that's playing the role
of the nice person and you're falling into the trap
of just giving advice and not actually getting that sale.
- But instead what I would do is validate them
so I would say, "Hey, Andrew, I realise that actually
"growing an email list is super important
"and earlier on in the conversation you said
"that you really wanted to scale your business
"and offer scalable products and the only way to do that is
"to have an email list so actually on Atomic we've got
"whole courses dedicated just to growing your email list.
"Did you know that?"
- Really good acting.
Not quite as good as me but it was okay.
- I mean, yeah, I wasn't constipated like you but...
(laughs)
Do you see the difference?
All of a sudden we're back into sales mode conversation
and not consultation mode conversation
so don't fall into this trap of just trying to be
the nice guy and help them out because we know you're nice
and that's a really lovely thing to do
but it's not gonna get you that sale.
- Now, step two, after hearing all about them is to politely
ask if you can now talk about your product or service.
A great question for this could be something like,
so would you like me to tell you a little bit about
how we can help with all of that?
And at this point, tell them about how awesome you are,
tell them all about your features,
your benefits, your client success stories,
any case studies, all that kind of stuff,
and, where possible, relating it back
to what they've told you that their problems are,
which you've already found out in step one.
- At this point, they'll either be like:
- Sounds awesome! (distant background cheering)
Sign me up.
- Or:
- Sounds great but...
(background group shouting, "Oh no")
- So before we go into how to close the sale,
let's talk about how to handle those buts.
I mean objections.
Step three, this is where you win or lose.
Nine times out of 10 when you're on the phone to somebody
there's gonna be some small objection or question
that's just niggling in the back of their mind
before they're gonna sign on the dotted line.
- At this point it's really good to be prepared
so before you go onto the sales call,
write down all the objections that you get most frequently
and have answers prepared for them,
and as you answer each objection confidently,
you get closer to the sale and you should be able
to tell if they're sounding happier on the phone.
- And at this point you can simply ask,
is there anything else holding you back?
(laughs)
- I dunno why you pulled that pause. (laughs)
- And if there is then just keep going,
keep handling those objections until they are 100% satisfied
and at that point you can just ask,
great, well, when would you like to start?
- And now you've reached step four, the close.
- The worst thing you can possibly end a sales call with,
and even worse than getting an actual no,
even worse than that is a, "I'll think about it
"and get back to you."
(collective background gasp of horror)
- Oh, no! - No!
News flash: they won't!
They won't ever get back to you!
- So you need to get them to agree on the next steps
and get them doing that next step whilst they're on
the phone even if that is booking in another sales call,
or if it's all gone well the next step could be agreeing
to the first invoice being sent,
it could be booking in the first session
or even taking payment or a deposit or something like that
whilst you're on the phone.
- Ultimately, having the ability to sell your services
confidently will determine your level of success,
whether it's on the phone or not.
If selling your services and being confident and proactive
about your sales is something that you struggle with
then you definitely need to go check out Payday on Atomic.
It's gonna help you not only with the skills
but also to give you that confidence at a deeper level
to go ahead and sell your services
and get those sales that you actually deserve.
The link to that is in the description below
so go check it out
and you could be making some more sales right now
and while you're down there,
why not subscribe to our YouTube channel as well?
- Really hope you found that useful, guys.
To be honest, Pete does do most of our sales calls
so actually reading through some of those points
that Pete makes on that script,
I actually picked up some stuff too.
- You're welcome, buddy.
- So I'll pay you in full this month for your services.
- Do I get a pay rise?
- No, let's not get crazy.
- I've been Andrew.
- I've been Pete.
- See you next time, guys. - See ya!
(funky music)