The Sales Mechanism

Estimated Reading Time: (5-7 minutes)

Marketing is the oxygen of the business.

But sales is the blood & the heart.

You can survive by holding your breath for a few minutes.

But you die in seconds if your heart stops beating.

In plain English…

You can hold your marketing for a week and see some damage

But is not a big deal.

But if you make no sales…

Well, that is a dying business.

On top of that…

This is something that most people (starting out) are suffering from.

The beginner entrepreneur usually goes through this path:

• First, they learn how to market (How to attract traffic)
• Second, they learn how to sell (How to convert traffic)
• Third, they learn how to build a product. (How to retain traffic)

Today, we are gonna focus on the second one.

I want to show you my special way of performing sales calls, defining prices, asking good questions, and most importantly, closing deals.

I call it?The Sales Mechanism

With this framework, you will be able to:

• Beat your introverted self and dominate the sales call.
• Learn how to sell without using high-pressure persuasion tactics.
• And how to analyze the problem, define price, and close project-based services.

That being said, let's dive in:

Warning:?This is a very long framework, I recommend sitting down, getting rid of all distractions, and fully focusing on understanding the key principles of what makes a Sales Mechanism.

This framework is perfect if you are selling a service…

And you need to get on a call with someone to close a deal.

If you sell a digital product or something that can be sold online…

I recommend reading the Offer Creation Series and The Landing Page Copywriting System.

How to sell over the phone.

For the sake of this article…

I'm ONLY going to focus on the “selling on the phone” side of the system.

Believe it or not…

There are more things working together to increase the total selling rate.

The “sales call” is just 10% of the overall process.

• We need an appointment page.
• A warming-up email sequence
• Setup calendly and reminders
• Develop an Invoice Template & Setup up a payment processor.
• Terms & Agreement documents
• Technical Proposals
• Pitch deck
• Onboarding Processes
• Etc.

It might seem overwhelming…

But don't worry — we will touch each point, individually, in the following weeks.

Step 1: Discovery Meeting

Long story short…

I use the following strategy:

1. Analyze the problem
2. Make good questions
3. Talk about them, not about you.
4. Provide feedback on their strategy.
5. Show them how they can improve.
6. Demonstrate the potential growth.
7. Present the resources required.

These are the key points to always follow.

But here is the actual script:

Discovery Meeting Script

1. Small Talk

“Hey _____, how’s your week going?”

“Where are you calling from today”

2. Set The Frame

“Great! Shall we just jump into the call then?”

Awesome! So just to let you know, I have nothing to sell you today.

My goal on this call is just to figure out as much as I can about the project you’re working on.

If I feel like there’s something I can help with, we can schedule another call for a few days from now.

This is while I take some time to come up with a strategy and talk to my team.

Then if you end up liking what I come up with, and present on the next call... we can take it from there, and you can either implement it yourself, or I can do the work and implementation for you.

And obviously, if there’s anything you’re specifically looking for, want my help with, or any questions you want to ask me afterward. I’ll be happy to do that too.

Sound good?

3. Discovery

• Awesome! First question…
• I’m curious — what motivated you to want to book this call with me today?
• What you’re hoping to get out of this?
• Do you have specific issues right now?
• Like is any part of your current funnel causing problems for you?
• Or do you maybe not even know what the issue is, and need everything looked at from a high level?

4. Gain Perspective

Ok great, just to see what I can come up with, I’m also curious….

1. What’s your offer?Do you have multiple offers? or just one main one?What’s your highest price offer?What’s your lowest price offer?What’s your best-selling offer?Do you have any free offers?
2. How are you getting clients?Social media?Paid ads?Direct outreach?Word of mouth/referrals?
3. What’s your current sales process like?Directly on Instagram?Directly on your website?Through phone calls?Through a Facebook group?Email Marketing?How does a customer currently go from A-Z?
4. What's your current funnel like?Are you collecting leads?How are you turning those leads into appointments?How do you sell on those appointments? Do you have a sales script?
5. What’s your current sales process like?Are you (or an appointment setter) contacting all your leads to book them in for a demo?Are you following a proven script/framework to set the demos?Do you follow up with these leads until you get a clear yes/no from them?How are you pre-selling & preparing people before you send them in for a demo?Are you following a proven sales script for these appointments?Are you closing at least 20% of people using this framework?Is all of this organized in a neat CRM/Lead Management system so that no interested buyers ever slip through the cracks?Are all your open/undecided leads being contacted at least once per week?
6. How well is this working for you?How many clients per month are you getting with this?How many clients do you have now?How many clients are you looking to get?

5. Implication Questions

Funnel Questions

• What do you think the problem with your current funnel is then?
• What's stopping you from getting this fixed? What are you waiting for?
• Do you have a plan to fix this? or are you hoping this will fix itself?

Design Questions [Optional]

• Do you feel a more modern, impressive design with obvious attention to detail might impact the way visitors view your brand & business?
• Do you feel the attention to detail in how you present yourself online, and on your website, impacts the perceived value of your product / offer?

Sales Process Problems [Advanced]

• Do you feel like more appointments in your calendar would help you get more clients?
• Do you have an appointment setter reaching out to every single lead from your free/low-ticket offer, to book them into a sales call for your high-end offer?
• Do you feel if you had a system where every single lead was getting a phone call, text, or email... Will you get more appointments on your calendar?

6. Problem Awareness

So usually the problem I see most people face lies in one or both of these 2 issues.

1. Not enough volume of leads to grow (either a traffic issue or conversion issue)
2. You have volume, but your leads are super unqualified (they’re not buying).

Which one do you feel is your issue?

• Do you need more VOLUME of leads? or traffic?
• Do you need to optimize the CONVERSION rate of your funnel?
• Do you need to optimize the QUALITY of leads?

7. Gain Commitment

Okay, now if I could fix all of those problems for you, and show you a solution to helping you get more appointments/clients/sales... and design you a badass brand in the process... how soon would you want to get started?

8. Next Steps

Okay great! Is there anything else you would like to add, you think I should know?…

Perfect, let me take some time to really think through everything & see what I can come up with to help you out here.

Let’s reschedule the call. Does 2/3/4 days from now at the same time work for you?

Perfect, I’ll send you the Google Cal invite right after this call.

See you then!

Step 2: Sales Call

With all the information acquired in the first meeting…

You should have enough bullets in your favor to close the deal.

There are some stuff that you need to do before the meeting like analyzing their funnel, strategy, offer, conversion data, etc.

Everyone has a different process for this.

I will dive deep into this topic in the next newsletter so stay tuned.

Sales Script

1. Small Talk

“Hey _____, how’s your week going?”

“Where are you calling from today”

2. Set The Frame

Alright, let’s just hop into the call then?

So before we jump into things, I do want to let you know I was able to take a good look at your site, go through your funnel, and take into consideration everything you told me on our last call.

& I’ve come up with a plan that I can confidently say will solve all of the problems you’re currently facing, but I’ll let you be the final judge of that.

Before we jump into everything, I do have a few more questions though...

3. Problem

I’m curious what you’ve tried so far to solve this problem?

Why hasn’t that worked?

4. Solution

Okay, that’s good to know.

Well, I’ve put together some information to help show you how I can help.

Do you mind if I share that with you now?

5. Agitation

So just to recap real quick, to make sure I understood everything correctly…

On the last call, you said:

• {{first big problem you can solve for the client}}
• {{second big problem you can solve for the client}}
• {{third big problem you can solve for the client}}

Is that correct?

6. Presentation

Okay cool, so the good news is that I can definitely help solve a lot of those issues & I actually really took some time to think about how to tackle this considering all the things you told me about {{xyz unique thing about their business}}…

Do you mind if we jump into that now then?

7. Pitch Deck

Awesome!

Let's get into it.

Here is when you show your Pitch Deck to your potential client.

Your pitch deck should show the following in detail:

• How is gonna be the experience for the client?
• The process that you follow.
• The results of your offer.
• And your final price.

Outcomes:

• If the client says yes. You send him an Invoice and collect the cash.
• If they say they want a detailed proposal. You send them an in-depth description of all costs, timelines, and deliverables of the project (I will provide you a template for this, don't worry)
• If the client says no, you transfer them to a lead nurturing sequence until they are ready. (Check Lead Nurturing Sequence for more)

Important Reminder

I'm providing value and being professional.

Not selling.

Be helpful, not persuasive.

There you have it, the?Sales Mechanism

I hope you found these helpful.

Take some time this Monday to begin implementing what I've shared here today, and then?hit me up on Linkedin ?in a few weeks with an update.

Let’s build together!

Sebastian Morino

P.S. Whenever you're ready, there are 2 ways I can help you:

1: Build your clarity, systems, and growth with?1:1 consultations here .

2:?Follow me on Twitter ,?LinkedIn , and?Threads ?for more operating systems, marketing tips, sales funnels, and automation systems.

If you find this helpful, and you think It can help someone else…

Share this post with another entrepreneur!

P.S.S. For the last 3 months, I have been developing the Content OS.

A multi-step system for creating your social media empire and generating 6-12 pieces of high-performance social media content each week.

On top of that, It will include the following:

90 days worth of content (ready to go)

• 270 Short Posts
• 38 Long Thread Posts

Assets:

• 25+ Hook formulas
• 4 Carousel Template.
• 3 Lead Magnet CTA Template
• 3-month roadmap from 0 to 1000 followers.

Extra Framework & Systems:

• Monetization Roadmap
• Personal Brand Framework
• Brand Assets Checklist
• Offer Creation Framework
• Market Research System
• Content Creation System
• Content Distribution System
• Marketing Planner
• Automation & Scheduling Course
• Networking Strategy

I will launch the complete system with all these tools in the following weeks.

Stay tuned for that!

See you again next week!