Sales anchors:
Words
Actions
Settings
Smells
Read your most recent social proof outloud before the sales call.
Listen to one of your favourite songs.
Check-out their page and drop them a message.
CRM Prompts:
“Your amazing, you have sales call in 5 minutes, remember they are lucky to work with you”
Mindset:
The difference between contact & contract is the letter R (relationships). Build this prior to the call.
Do you believe you are worth it?
You’re auditioning them. The wrong client can cost you 10x as much.
You can change and save their life – their money won’t really change yours
Protect your herd: it only takes one shit in the swimming pool for everyone to get out
Don’t sell, solve. You’re selling a solution to a problem, not a service.
If you don’t feel imposter syndrome, are you really growing?
Value your “no’s” more than your “yes’s” – use this as an opportunity to get feedback and improve your product, sales or marketing. Ask for feedback after unsuccessful sales calls.
Seek quality over quantity.
View customers as partners, not just revenue sources. They are investing into your business and have the opportunity to bring in more clients.
Sales isn’t a one-man band. It’s a team effort. Everyone is responsible for the sale.
Fortune is in the [value-based] follow-up
Don’t compete on price, compete on value.
Objections aren’t personal.
Don’t have one script, have flows and frames.
Triage Script
Intro
It’s NAME from PROGRAM. I have got a note in my diary telling me we have a call booked for now. Is it a bad time to talk?
Where have you answered from?
Awesome.
SET THE SCENE
I’m sure you're busy and I want to respect your time so I’ll be super brief if that’s ok with you?
PAUSE for their great answer …
Thank you, let’s get onto it.
The purpose of this call is to find out where you are at, and see if, and how we can help you, along with even sharing a specific resource that will help you right now to get [RESULTS] or [RESULT].
If we can’t, I will let you know politely and do my best to point you in the right direction.
How does that sound?
Just so we’re on the same page … You’ve [QUALIFICATION ANSWER], and [QUALIFICATION ANSWER]?
AWARENESS
First up NAME, what do you know about how we help people like you [RESULT] and [RESULT]?
So I can understand what is best to send you right now, I need to ask you a few questions first, it's going to take 5 minutes, is that cool with you?
SITUATION
Can you tell me a little bit about your current situation with your health?
How long has this been going on?
What impact has this been having on you (for instance, time, energy, family)?
So I presume you want to change this?
Why is this important to you?
What have you tried in the past to overcome this problem?
Why isn’t that working now?
So how do you want things to be different?
Roughly, how important is this on a scale of 1-10?
What do you think you need help with?
And is this something you want to address now or later?
NEXT STEP