Yes, No, or the Next Call Booked

Great news – our?Sales?School?membership has been going strong for a few months now!?If you're still finding?sales?a bit daunting, or you're not hitting your financial goals in your coaching business, it's not too late to join us. It will?really shift the way you see?sales.?Find more info here.

As someone who's spent over 18 years in?sales?and closed over $10,000,000 in deals, I have seen and experienced so many different processes. I understand the challenges of making?sales?feel natural and honest. I remember those days selling Cutco knives. It was easy to feel pushy or unsure, but I've learned a key strategy that has transformed how I approach?sales, especially how to END?sales?calls the right way! The concept is simple: end every call with a Yes, No, or the Next Call Booked. This decisive approach eliminates the uncertainty of follow-ups and the anxiety of not knowing where you stand.

Here's a breakdown of this strategy:

The YES:?When a prospect says yes, they're ready to move forward. Seize this moment by being prepared to take payment immediately. This clarity ensures momentum and commitment.

The NO:?Sometimes, a no simply means "not right now." Understand their reasons graciously. It could be timing or budget constraints. Respect their decision and set a future follow-up if appropriate.

The Next Call Booked:?If a prospect needs time to decide, honor their process by scheduling the next call. Set a clear deadline for their decision-making. This approach respects their time while keeping the conversation moving forward. Aim to meet again for your “decision call” within 3 days. To be clear, you are not following up in 3 days, you are ending this conversation with the next zoom call already scheduled and in both of your calendars. This is key.

Practical Tips for Implementation

• Payment Process:?Have a streamlined process ready to collect payments on the spot, ensuring smooth transitions from decision to action.
• Follow-Up Strategy:?For no's or future considerations, schedule follow-ups upfront. This keeps the dialogue open without feeling intrusive.

Take the Challenge:

Let's commit to ending every?sales?call with clarity—yes, no, or the next call booked. This simple shift can significantly improve your?sales?process and reduce unnecessary stress.

I hope these insights resonate with you as much as they have with me.?Let's make it easy for the right people to say yes.?