Exactly how I open my sales calls to build trust and hear YES more often

Posted on: November 13, 2017

Fact: More than 90% of the online entrepreneurs I speak with are afraid of being pushy or sales-y during a sales call.

Sadly, almost 100% of these ladies are UNKNOWINGLY beginning their sales calls in a way that sets their potential client up to feel those pushy, convinced, bait and switch feels!

Why is that?

And IN WHAT WAY, you might ask, are they opening up their sales calls that is causing this sales TRAGEDY?

Well, most people try to ease their potential client into the conversation by NOT acknowledging that it’s actually a sales call. They do this BECAUSE they believe that if they DO acknowledge the purpose of the call right away, that they’ll come off as a used-car-saleswoman.

That means they’re starting off the conversation in a “let’s be friends” type of manner in an attempt to build rapport and trust. None of us want to come off as that aggressive business owner who is shoving our offer down the throat of our potential client.

I totally get it. Only… our attempt to avoid that sleazy sales feeling usually has the opposite effect.

Think about it.

The conversation starts out with no acknowledgment of the upcoming offer. As the conversation continues and the connection grows, it may seem like we’re just helping them out for free since the objective was never clear to begin with. Then WHAM, here comes the offer, and even if our potential client DID assume it was on it’s way, the lack of acknowledgement feels like a break in the trust that we’ve just worked so hard to build.

So how DO I begin my sales conversations? What exactly DO I say to open the call in a way that allows me to confidently make my offer and hear YES more often?

Simple. I OUT the sales call right from the beginning! In fact, here’s exactly what I say when I open a call:

Mel: Hey there Potential Client, I’m really excited to chat with you and learn more about what’s going on with you and your business! I’m also understanding that you’re interested in working with me in my (insert service/product/coaching program that I’m offering), is that correct?”

Potential Client: Great, yes that’s right.

Mel: Awesome! The purpose of this discovery call (the name I use for a sales call) is to discover if we’re a good fit to begin working together. Sound good?

Potential Client: Absolutely.

Mel: Let’s get started, why don’t you tell me about your business?

See how it couldn’t be more obvious that this is a sales call? If I wanted to offer free coaching in some capacity, I can do that. However, a discovery call/sales call, is not a free session. It’s a time to speak with a potential client to find out if working together is a good fit.

Just in case you feel like you’re getting too many objections on your sales calls, like “I can’t afford it” “I have to think about it” “I have to ask my spouse” etc, feel free to  RSVP for my FREE Masterclass that’s coming up 3 Simple Sales Secrets to render your potential clients OBJECTION-LESS and up their chances of investing in your program DURING the sales call!

  • 2 SPECIFIC questions (that most online entrepreneurs are skipping) that will have your potential clients telling YOU why the time to get your support is NOW
  • Exactly how I show the value of what I do RIGHT before I present my offer to have my clients asking how soon they can begin working with me
  • Learn how and why 80% of my clients say YES on the spot without objections and PAY for my program during the Discovery Call
  • PLUS Try THIS practice, that I use, (that I rarely see other coaches using) that has my clients choose me over other coaches they are interviewing without feeling pushed or convinced

RSVP for Mel's Free Masterclass 3 Simple Sales Secrets

To make sure that I vet those who want to have a discussion about my program and make sure they’re actually an ideal client, I have an application for them to fill out before we book a session. This helps me decide if it’s a good idea to get on the phone with them. It also helps them become clear about the purpose of the call, before we get on the phone, and the details of my coaching package.

In the rare chance that someone says, “No, I’m not interested in your program” because they might be confused and think this is a time to pick my brain, I politely and kindly direct them to my sales page or website to have any of their questions answered. I might also tell them about my next free piece of content, or refer them to a different product or service that I think is a better fit. I then let them know that when they are highly interested in a program that I offer, that they can reapply for a discovery call.

Now open those calls with confidence girls and let’s get you booking clients like hot cakes!

Mel <3

  • Michele Bryant

    This has been SO helpful! You’re so right about outing the sales call right in the beginning. I’d never have thought to do that!

    • Melissa Pharr

      Awesome Michele, so glad this was helpful! Keep me posted. 🙂

  • Samantha Beitzel

    OMG! Loving this. Sales calls tend to feel so bait-and-switchy to me. SUPER excited to put this into practice. Just signed up for the free training too. WOOOOO!!