Mindset Strategy: 7 Things To Do Before Your Next Sales Call
By Rachael Taylor
Do you ever feel sweaty before talking to a prospect? When you're on the phone and you get to the part where you have to ask for the sale does your throat dry up or neck tighten?
That used to happen to me - once I actually took a shower after the call because my back had become so sweaty. The weird thing was, I had been teaching Pilates for the three years prior to that and was a leader in client conversion at the gym I worked at.
Asking people to invest in themselves was something I had done hundreds of times, and I even coached a team of people on how to help their sales game.
Then why was an over-the-phone coaching prospect a night and day difference? I found myself wondering the same thing and I came to an interesting conclusion.
A service based business provides value to a person, usually in the form of a personal transformation or healing in body or mind (sometimes both).
Pilates has a clearly defined value that it offers and I had gone through a rigorous and comprehensive training program that equipped me to teach Pilates to anyone that asked. All I had to do was communicate it in a way that was compelling and be my natural, bubbly self. It was normal to hear more "no" than "yes", but my schedule filled up all the same and I had a set of happy, hardworking clients that I loved to teach.
Although as coaches we are trained and mentored in how to provide value to people, I've found that if we don't believe 100% in ourselves and the value our service offers we can spend each sales call sweaty, sick and stumbling through our call to action.
I know that you believe in what you’re doing, but when you hear those words “I’ll have to think about it”, “I can’t afford it” or “I’ll need to get back to you”, it can start to trigger a tiny fear that the business won’t work (and the haters will be right).
Can I tell you that it’s just not the case?
Having a prospect say “no” is not the end of the world, there are hundreds of things that are offered to you on a daily basis through marketing and advertising that you say “no” to. I’ve seen too many people beat themselves up over a prospect not converting and all it does is throw off their momentum and damage their confidence.
There are 7 internal questions and phrases that you should ask yourself before any sales call or meet with a prospect because they’ll reinforce your confidence and put your mind in the right space. No more sweat, no more second guessing, just the simple act of you offering your service to someone who is interested in taking the next step.
1. Why am I so passionate about teaching clients this?
Connect back in with how it helps your clients. It's important to refresh your mind before talking with someone interested in working with you, it puts you on your A game and your confidence will show through.
2. Why did I start my business in the first place?
I know that it's probably already written out on your website, but sometimes we get so busy going from call to call, task to task, we forget why we're here in the first place. Let your passion for what you do shine, don't cover it up.
3. Why am I amazing at what I do?
Everyone is special and has a unique story. You are uniquely qualified to provide the service of your business to your ideal clients. Remind yourself of just how awesome you are and how far you've come.
1. When they say yes, I have everything I need to successfully take on the additional work.
Sometimes, our mind can be subconsciously nervous that we'll burn out or not be able to deliver what we've promised. Tell yourself that you've got it handled and you'll side step that potential sabotage.
2. If they say no, it’s OK. The next client is already on their way.
Reinforce the value you offer before the call, set your mind up to recover from a "no" before it potentially happens.
3. It's safe to ask for the sale and to be paid for my service.
Money conversations can feel uncomfortable at first, but with practice it gets easier. Anticipate that you may be nervous and set the tone that it's OK to do anyway.
4. I deeply and completely love and accept myself.
At the end of the day, you are the heart of your business and you need to take care of yourself. Putting love and acceptance in front of everything you do will not only help you in business, but also in life.
There you have it, it's that simple! Our minds are powerful resources but also potential pit falls for getting stuck in sabotage and fear. I'm a believer in adapting, not reacting. I prefer to head a problem off right when it starts and I like to have simple strategies in place to do just that.
Those 7 questions and phrases put my mind at ease for every call because I know that I'll provide better value when I'm not spending energy fighting off fears and worry in the background - I can focus solely on the client and coaching them through whatever's blocking their progress.
It can be nerve-racking when you first start out (or even down the road) to talk to a prospect and ask them for the sale, but it does get easier if you stay connect those three questions and reinforce those 4 phrases.
By training your mind to identify those silent fears and making them not so scary, you open up the possibility to keep practicing and increasing your confidence.
Remember, being an entrepreneur is a big adventure with limitless possibilities and potential but it requires you to grow, be bold and pull on courage to stand up to what’s in your way. Growing to a new level may not be comfortable, but it’s always worth it.
You have this dream for a reason and it’s the perfect time for you to chase it! Enjoy the journey and trust the process.
From one entrepreneur to another…