The Most Valuable 5 Minutes In Your Business

When did this last happen to you:

You finish a sales call, and you just know in your heart that you can help that person...

... but they said no.  

Either directly, or perhaps with the often heard: "let me think about it."

If this happens more often than you'd like, then stay with me here:

I've conducted more than two thousand high-ticket sales calls over the past 4 years.

I've also reviewed hundreds of calls from clients, colleagues, and business partners.

And I've discovered something rather shocking:

Around 90% of the calls that result in no sale are lost in the first 5 minutes!

That's a rather stunning observation...

And It means that the first 5 minutes of a sales call are probably the most valuable 5 minutes in any business.

I explored this further in a recent video, that you may want to check out:

https://youtu.be/SMOzZp_7vKM

Not being satisfied just to scratch the surface, I decided to dig in a bit deeper.

And what I've realized is that there are four subtle yet powerful conscious dynamics that are always in play.

And when you optimize these four dynamics -- meaning, when you're more conscious in the enrollment call -- this leads to more "hell yeah!s"

I'll share more about these dynamics in future emails, but for now, know that they are principally

• How present you are on the call
• How connected you are with your prospect
• How much you are leading the call
• How certain you are in creating an optimal outcome

So, optimizing all four of these -- especially in the first 5 minutes of the call -- will lead to dramatic increases in enrollments, for prospects who are already a good fit.

But, there's a big problem here:

In order to address and optimize these dynamics, we need data and a feedback system.

But, I'm willing to bet that you don't review your sales calls on a regular basis.

Perhaps it never even occurred to you to do so.

In fact, you're probably not even recording the calls!

Come on! Be honest now...

You are probably uncomfortable listening to yourself and may not even like the sound of your own voice.

Or maybe you feel you're "too busy," and don't have time for such an activity.

I want you to be completely honest with yourself: how much resistance showed up when I mentioned that?

I also bet you don't have your calls reviewed by a peer or by a 3rd party expert.

Which is often more valuable than self-review!

You see, we all have blind spots.  

And we can learn to pick up on these blind spots, and subtle cues.

When this happens, we start to make shifts in how we show up:

• We are more present and less distracted
• We connect more naturally and authentically
• We maintain control and demonstrate leadership and "high status"
• We convey more certainty about what we can offer

(again, I'll be going into more detail into each of the above in future emails and videos on my YouTube channel)

But here's the problem:

If you're not willing to review the calls yourself or have someone review them, then you're much more likely to keep repeating the same patterns.

and thus keep "un-enrolling" your prospective clients in the same way.

This is because we are very much creatures of habit.

As Dr. Joe Dispenza suggests, we tend to keep looping through the same cycle of thought-emotion-belief-action over and over again.

Until, through either crisis and trauma, or through the force of our own willpower, we choose to think greater than we feel.

I believe, once we do that, then we literally shift into a new version of ourselves, one that will show up differently on the calls.

And that difference may very well be just the demonstration of leadership, authority, and certainty that our prospective client desires in their heart.

To prove this out for yourself, may I propose a "homework assignment" for you?

It's optional, of course, but if you feel there's room for improvement in your or your team's sales conversions, then I strongly encourage you to take me up on it.

Yes?

OK, here we go:

1. First, I want you to start recording all of your sales conversations. No excuses.
2. The next time you get off a call that was anything but a "hell yeah!" when you feel it definitely should have been, I want you to go back and listen to the entire call recording.   And especially pay attention to the first 5-10 minutes of the call.
3. Listen for cues -- verbal, energetic, or body language -- where you may have lost the connection with or the trust of your prospective client.
4. Now, with your increased awareness, the next time you're on a call, make a shift or re-frame of the same, and see what happens.

If you do the homework, please reply back and let me know what you discovered.

I love to hear back from you -- it's my favorite part!

Speak soon!