The 1st step is to have a pre-qualifying question, so whether people book through Calendly or Acuity, you need to have a question that says: “Are you ready to make a serious investment in yourself?”.

As you don’t want to waste your time on sales calls with people that aren’t ready to make a serious investment in themselves. Remember that time is our most precious asset, you can get back money but you can’t get back time.

For people that say they’re not ready to make a serious investment in themselves, you send them a freebie or a low-priced offer to get them in your funnel, and they can get in contact in future when they’re ready to invest.

The 2nd step is to get crystal clear on what their pain-points are. Do you remember before when I spoke about setting up market research calls? They’re the perfect opportunity to pitch your services.

You know that person’s pain-points, problems and challenges from a market research call, so whenever they come to you with an objection, you can say: “Do you remember earlier when you said how much you wanted to change this, and how much you were struggling? What’s happened now? What’s changed your mind?” and this will challenge them as they can’t go back on what they’ve said.

This isn’t being mean or trapping them, this is purely coaching them on the call. Coaching starts on a sales call. You need to challenge them on the sales call. I know it’s scary and uncomfortable, but this is how you build a resilient sales mindset and make MONEY in your business. I’m being deadly serious.

The 3rd step is to identify how committed they are. You need to ask them: “How committed are you on a scale of 1-10 to investing in your future and changing/improving your situation?”. You can even say here: “I only work with people who are 100% committed because that’s how I show up for my clients. I don’t settle for any less and I wouldn’t want you to settle for any less”.

Once you’ve got their commitment number, later on with any objections they have, you can say: “Do you remember when you said you were an (insert number) on the commitment scale? What’s changed that?”. If they say they’re a 7 or 8, you can even ask them: “What’s would get you to a 10?”.

I actually had a sales call with a prospective client the other day who said she was a 7 on the commitment scale, and only after her doing some digging, I found out her ACTUAL reason was that she wasn’t even entirely sure that she wanted to become a coach. Before, she said that she couldn’t do the program as she couldn’t afford it.

BUT, we know that objections can often be a smoke screen for something else. That’s why the coaching starts on the sales call. You have to dig deep and ask the right questions. As uncomfortable as it feels at first, it gets easier every time.

From my experience, when you dig deeper, you find out the real reason why somebody doesn’t want to sign up for your offer. You can take a horse to water but you can’t make it drink, so when you realise that the person may not be the BEST fit, after digging deeper, simply let them go. I only accept prospective clients’ objections ONCE I’ve dug as deep as I possibly can.

The 4th step is to wait for them to say that the program is EXACTLY what they need.

The 5th step is to then talk about the investment, and you have to wait for your prospective client to ask you how much it is, as this shows that they’re interested.

Then, once you mention the price, you simply SHUT UP, you don’t say anything, and you definitely DON’T offer discounts.

If you’re not making sales in your business, you don’t have a business, you have a very expensive hobby. So, if you want to find out more about how to get fully booked on sales calls, book in a FREE 1:1 1 hour coaching call with me!

https://calendly.com/findyourmojocoaching/free1hourcoachingcall