Sales calls aren’t everyone’s favorite things, in fact I’d say for many entrepreneurs they are definitely not something that they get excited about.
I myself have never “disliked” them or feared them, but only recently can I say that I’ve realized that I really ENJOY them.
And you might think that’s because they are an opportunity for income, and the more calls you have the more money you’ll make, but that really has very little to do with it.
For me, what I have found is that a sales call is an opportunity to talk with someone about their dreams. And probably much like you, my JOY in business is helping people bring their dreams to life, so why wouldn’t that be fun?
After following all of the “scripts” for sales calls and finding it very difficult to have a natural conversation, and ultimately still feeling awkward when I invited people to work with me at the end – I realized that I could do things very differently.
I decided to stop trying to do things the “right way”, or the way I was being told to. Instead, I started having fun with strategy calls and finding out more about the person I was talking to – and how I could help bring their dream to life.
By doing this the energy on the calls shifted from being a sales conversation to something more exciting. It has become a way to really connect with someone and see if we’d truly be a fit to help them – not a stilted conversation where I made sure I was checking all of the boxes.
And funnily enough (though maybe not surprising) I’m signing up more clients now, than ever before – and the ones I’m signing up I’m even more enthused about working with.
So how do you do this?
What you ultimately want to know is why your prospects wants to make the change they’re coming to you for (in my case, what is the ultimate vision they have for their business), not the “surface” reasons that seem logical, but the real ones that get them out of bed in the morning.
As an example, I just had a strategy session with an executive coach recently. And she said she enjoys working with her particular target audience because they ultimately want to help people and she feels good about that. Sounds like a pretty heartfelt reason right? But we didn’t stop there.
After digging a little deeper into what she REALLY wanted to do with her business, it turns out her real goal is to become the head of a non-profit to help kids with a particular ailment that is near and dear to her heart because of personal experiences with her son. Now THAT is something to get out of bed for.
We then uncovered that the work she’s doing with executives in her industry would not only go a long way to helping those kids, but would uniquely position her to lead her beloved non-profit. And ultimately with a brand that communicates this mission and how amazing she is at what she does, she’ll get there quicker and make a bigger impact than she is now.
How freaking cool is that?! I get excited just thinking the possibilities and how to bring her vision to life.
When you have these types of conversations you leave the call feeling energized and inspired – and so does your prospect. When you find that you have that kind of synergy and can truly help your prospect, hiring you becomes a no-brainer.
Wouldn’t you love sales calls if they were energizing like this? I invite you to try this during your next strategy session. Focus on uncovering what makes this change so important to your prospect, and explore how you can help them create that change.