I wanna talk to you about a super-simple way to close more prospects on the phone..
.. which is something you can do REGARDLESS of past sales experience..
.. and WITHOUT all the usual worries of having to be a high-pressure salesperson.
No tricks, no false scarcity, no pressure, no pretending to be someone – or something – you’re not.
NONE of that is necessary!
In Fact, all that’s really required is for you to be your own bad-ass self and follow a simple, proven framework.
“But Derek! I suck at sales!” I hear you saying.
Well, that’s cool. How has that served you so far?
Because the reality is that I used to suck at sales as well.
Over the past 15 years, I’ve made sales over the phone..
.. sales at people’s kitchen tables..
.. sales over the internet..
.. and even two years of door-to-door sales!
(Talk about trial-by-fire with that last one. I’ll tell you more about it in future posts).
And with every year that’s gone by, I’ve honed my skills.
I’ve gone from leaving most homes empty-handed..
.. to making high-ticket sales worth $1,500 and more on the first call with people I hardly know!
Now, a lot of people may be skeptical at being able to close 1 out of every 5 people they speak with.
With a good sales process, this is actually quite common – and my own years of sales bear this out..
.. so while it may be hard to imagine..
.. that’s only because you haven’t experienced it yourself.
So let’s talk about this.
First of all, let’s agree that if you could close 1 out of every 5 people you spoke with on the phone – or more – that would be a game-changer for you and your business!!
Then I would humbly suggest that you either aren’t charging enough for your services..
.. or you just aren’t speaking with enough people!
But we’re not here to talk about that right now..
How to Close 20% or More of Your Prospects on the Phone
I want to first set the stage when I say you can close 20% of your prospects on the phone.
This all starts with how you’ve warmed them up for the call!
In the words of Theodore Roosevelt, “People don’t care how much you know until they know how much your care.”
Your branding, content you’ve published, the value you’ve given to the market, conversations you’ve had with the prospect before the call..
.. all of these need to be taken into consideration and should be on-point.
These pieces of the puzzle help to build not only authority..
.. but they help set the “know, like & trust” foundation that’s so important for your new relationship..
.. and bring your prospect that much closer to the sale.
Next – and what this post is mainly about – is your sales ‘framework’ or, as some people would call it, your ‘sales script.’
I can hear you now..”But Mr. D!! I hate sales scripts! I can smell them a mile away..” blah blah blah..
Here’s the thing — if you’re having any success at sales at all..
.. I can pretty well guarantee you’re using a sales script!
It may not be written down, but it will definitely be in your head!
Which ultimately is the purpose of a sales script, anyway!
Follow a proven framework.. internalize it..
.. and make it your own! Eventually, you won’t need to have it in front of you.
Following a ‘script’ or framework keeps you on task, ensures you don’t forget anything and gives you an excellent baseline for measuring your sales metrics.
After all, everything else being equal, how can you accurately measure your sales call effectiveness if each one is handled differently?
So what makes a great sales script?
You can watch a short video where I go over the framework right here!
Fire up the carrier pigeon and let me know if you have any Q’s at all!