Are You Doing It Wrong?

Sales calls shouldn't be about getting the sale.

They should be about getting the sale of the right program with an ideal client.

Where this goes off track is when the urge to sell yourself takes over — wanting to make sure the other person understands your skills, achievements, and value.

If you want scale down the number of sales calls you have and scale up your closing rate of ideal clients, keep reading.

This shift starts by assuming that you have credibility with the person who booked the call, otherwise, why would they waste their precious time even booking.

With that in mind, eliminate precious minutes wasted on establishing your credibility and shift that time to dive deep and determine if the person on the other end of the call is a great fit for your program.

Signing up a poor fit client leads to unmet expectations and unsatisfactory results for both parties.

Nobody has time for that nightmare!

I want you to reframe how you use your calls beyond trying to get the sale.

Instead, use it as a protection mechanism for the predictable outcomes you endeavor to create for your clients.

The investment of time - and, yes, sometimes awkwardness - to ask the right questions to ensure (as best as you can) they're a great fit before any money changes hands is worth it.

If you've lived the nightmare of a wrong-fit client, you know how painful it is - it will keep you up at night, have you frustrated, and can damage your reputation.

To get the deep discussion going, ask these three key questions on your next sales call:

1. Where are you at right now?

2. Where have you been in the past?

3. Where are you trying to go?

These questions draw out crucial information from the client.

Information you can use to make an informed decision to take them on as a client in any capacity.

In their responses around these three time frames, look for indicators of responsibility for their current situation (good or bad), their handling of past identity shifts, and their response to unexpected obstacles.

Also, find out if they have thought through the transformation they are seeking from you and are realistic about the energy, stress, and timelines involved.

By understanding their past, present, and future states, you can see if they check the boxes of your ideal client.

This protects you from the awkwardness of firing a misfit client or being fired by them, the stress of accommodating their needs, or an outright blowout.

Once you know they are an ideal client, then you can offer the best program for them which will not only have you feeling ethical in your sale, it will also allow you to give them the very best of your genius to help them achieve the predictable outcome they seek.

Working only with your ideal clients isn't a pipe dream —it’s a reality you can craft by asking the right questions before anyone signs a contract or money exchanges hands.

It's time to set a new standard for yourself by filling your programs only with people you can truly help, who want your help, and who inspire you to level up the outcomes you create with them.

Being uncompromising on this standard leads to predictable outcomes for your clients, , referrals, a reputable brand, and you feeling great about the stellar work you do because it is measurably stellar.

If you’re ready to scale down the number of sales calls you have and scale up your closing rate of ideal clients, let's set up a call and talk about what The Accelerator can do for you:

https://calendly.com/unleashinginfluence/20-minute-discovery-call

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