05/02/2024
Coach, are you waking up dreading the sales calls on your calendar because you keep getting smashed with objections and don’t know how to respond?
Here’s the top 3 mistakes I made over 8 years in HT online coaching sales:
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I’ll never forget the first couple of years in High Ticket sales…
It was such an emotional rollercoaster.
When people bought, I thought I was the King … and my bank account reflected it.
I felt like an Untouchable!
But When they didn’t buy… I felt like I was worthless.
I’d be lying there in bed awake at 2 AM replaying every word said, every angle I could have used on the call, but didn’t… and would drive myself crazy analyzing every possible reason I didn’t make the sale.
It took YEARS of personal development, thousands of sales calls, a half dozen coaches and courses, and 900+ closed deals for me to finally get a grasp on every detail into a sales call that makes or breaks it.
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I didn’t know it at the time, but I was making a few big mistakes in my search for the fastest path to YES with my prospects.
Now I’ve distilled down the top 3 mistakes that if I hadn’t made… I’d probably be a lot further along.
Some of these are probably tripping you up, too. Hope this helps you out.
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1. Mistake #1
Sharing my excitement and enthusiasm to every prospect at every step of the sales process.
When a prospect reaches out it’s for 1 of 2 reasons. Either they have a problem, or they are looking to fulfill an emotional need.
If you take a moment to think about that from their perspective, you can quickly see how an overly excited sales personality can quickly turn off even the most optimistic of buyers due to you mismatching their current thinking and feelings.
If I have a problem, and the person I talk to is extremely enthused by that, I’m going to feel like they want to take advantage of my situation. It won’t feel good.
Instead, remain calm and focused. Lead with curiosity, listening and understanding. What that communicates is you’re a strong and calm leader who has been here before, and want to help the prospect rather than gain off their current problematic position.
2. Mistake #2
Not getting to the real objection.
This one kills almost everyone at first. When a buyer gives you an objection, by and large it’s not the actual thing blocking them from moving forward with the sale.
Why? Because People have brains…And brains are designed to do 2 things. Conserve energy, and keep the human safe.
So whenever a sale is offered, it presents CHANGE to the buyer. And change is SCARY. So in an attempt at self-preservation the brain has the mouth say stuff to keep things the same.
Most of the time, it’s nonsense. But because we’re so eager to get the sale at this point in a call we usually don’t stop to peel the layers of that initial response back.
And when that happens, whatever we say doesn’t land with the buyer.. because they’re listening for you to help them feel safe and you’re answering a question about them going and talking to their accountant and getting back to you next week.
So next time, whatever they tell you, make sure you don’t get hooked. Pause. Breathe. Then ask them “how do you mean by that?”
Whatever they tell you, that’s the real objection.
That’s what you handle.
3. Mistake #3
Leaning into EGO over PROCESS.
Whenever I hear that a sales rep sees a sales call as “just a conversation” I know they are not performing at the level they are capable of.
Amateurs rely on the last performances and previous time spent preparing to carry them forward.
They believe that, like the High School football quarterback, their glory days will continue forever as long as they keep reminding people how good they *were*. That’s ego.
Professionals don’t f*ck around. They understand the stakes are real. Someone’s life is on the line and if they go into a call unprepared they can do irreparable damage to someone’s life and current position.
So they do everything in their power to show up at their best with a process that’s been refined to be able to give the buyer their ALL.
They don’t wing it and they sure as s**t don’t go off script. They have a process, they have a script, they have case studies and know everything about their product and how to articulate based on specific problems they can solve.
And they rehearse every day, plan their days the night before, keep all admin data and notes updated and don’t let any prospects fall through the cracks due to daily rituals and regimens. That’s PROCESS.
In Conversuasions, we teach you everything you need to know on how to be a Trusted Guide, a Professional, who has proven processes and has been trained under pressure to be the most prepared and confident person on a sales call anywhere ...
If you are struggling to close deals and need to get to the next level where you can handle anything that comes your way on a sales call with ease, shoot me a DM with the word AUDIT - you might be a few small tweaks away from joining the best in the world at closing deals fast.
