Insightful Creator #18 - Sales Calls 101

Read time: 5 minutes.

Welcome back, creators

Sales calls. Persuading a prospect to buy from you.

Nightmare of every newbie who has no experience, credibility and authority. Especially if it's your first client.

Moreover, I noticed even more experienced entrepreneurs struggle with closing clients,

Happens to everyone - and let me tell you something. I despised calls. Yet in slightly over 4 months managed to close mid-high ticket deals. 

And yes I am an introvert. Let me tell you the magic that goes behind a successful sales call - and how to actually make the best out of it.

Psychology is the key

Yes you heard that right. Emotional impact, directly adressing their needs and understanding the outline of their problems is crucial.

Let me give you an example.

You've Jeffery and Chad.

• Jeffery goes all on about his old, outdated and convoluted description of his offer listing every single aspect, repeating himself while giving the prospect no room to speak

• Chad asks questions, fuels down urgency by leaving out his answers for last and when he pitches he present benefits the prospect is getting clearly

Now, place yourself in the spot of the prospect. Take that you know both and they both got credibility and authority at the same level.

From which one would you buy?

It's a nobrainer that Chad comes out as more professional and upto the task. Most people (including myself) would've went with his services.

Why?

• Clear articulation

• Effective understanding of the prospect

• Adding a sense of belonging by letting prospect speak

• Built up urgency by leaving pitching and offer for last

• Allowed the prospect to feel like he isn't pushed with the offer down his throat

But most importantly...

Chad presented benefits over description. And that's where most prospects convert.

Let me explain...

BBA - Or why clients don't give a F about descriptions

In long - Benefit Based Aspect. 

Don't worry if you haven't heard about it before - the actual name for this has been invented myself, no matter that there have been many names for the same concept.

In short it takes the following theory:

'Every prospect and client thoroughly acquainted with your persona has no, or little interest in being shown anything not benefiting him in degrees he aims for'

Seems harsh - but makes sense. Remember Jeffery and Chad?

Prospects will almost instantly convert on Chad's offer because he told them the clear benefits they're getting.

Jeffery version:

• "I'll ghostwrite for you a month, 4 tweets a day, 100-125 comments a day, 3 threads a day, and we might hope that you get 1,000 follows in 3 weeks. So, do we have a deal?"

Chad version:

• "Give me a month and I'll book you 15 qualified calls on autopilot. My approach? Organic storybased content, effective content-email funnel. Sit back and watch the magic happen. Here are the results that I've gotten for myself in the past with the same approach. That said, your case is similar and I'm confident that I can help you"

Be like Chad. Less like Jeffery.

And fuck off with all these low quality pitches that I have to live with in the DMs.

Actually - let me talk about this too.

Don't pitch straight away

Jeffery is that kind of person that pitches people:

• In the Cold DMs he's sending

• Under every single tweet

• 2 minutes into the discovery call

Who the hell would want to work with Jeffery? I mean, if he has got some insane results and proof for them then maybe someone could - but in most cases Jeffery is a beginner.

No results, no credibility and no results except for his motivational tweet that got 6 likes (from himself, his mom, his alt account and 3 from engagement groups).

Then he deadass put a followup "And if you want me to help you boost your following in 2 months DM!!!". 

And when he actually books a call... Let me present a scenario.

• Prospect hops in, excited with a camera

• Jeffery tells him that he has none

• Prospect already gets thrown off track

• When he tries to start a discussion Jeffery instantly tells him his offer (ofc going straight away with pricing)

• Guy gets scared away, tells Jeffery that he has something important to do and leaves

Jeffery gets sad.

Oh Jeffery... So much to learn.

The sad reality is that many people on Twitter space are Jefferys. Absolute beginners, caring for their own wallet more than that of a client.

Time to fix that.

How to actually lead a call

I learnt it the hard way - today I'm sharing the sauce on how to close clients with 25-30% closing rate. Minimum.

Firstly, the pre-call basics.

• Qualify the leads by making access to your Calendly more difficult

• Already ask them questions (whether in DMs, emails or forms)

• I recommend adding a requirement to link their socials when they book a call (so you can study them already)

• Add a requirement on call description (whether it's asking them what they want to get out of this call or a reminder that this isn't some free advice call)

• Sift out the brokies by niching down your funnel

Hopefully if you're already into closing calls that means that you've got this out of the way.

If not, fix this immediately. Literally drop this email and get to work. If you've already got this, good.

Let me tell you my guidelines for a good call.

• Simple introduction, try to smile and keep up the vibe

• MUST showup with camera (if a prospect is qualified)

• Ask them questions (their goals, struggles etc)

• Note things down, or nod your head while they speak. Don't interrupt.

• Try to make a chain of few questions

• Afterwards reassume if you got the info right, propose some basic solutions

• Add additional questions or ask them if they have any

• Afterwards continue with your solutions (crumbs model, just give some of the info)

• Pitch your offer slightly

• Hardpitch your offer

• Ask some more questions

• Listen to their opinion

• Close/Schedule another call if needed

This is basic stuff. Really. And fuck off with all these low quality templates.

• 90% questions and their answers

• 5% pitching

• 5% selling

Nothing much more. Additional tips?

• Speak to a friend

• Remove filler words

• Try to articulate concise sentences with longer words

And most importantly, hop on some networking calls prior to selling.

No matter if you know english well or not at all.

Want to know how I did it?

I'll be honest with you - I can give you all the golden keys to the Paradise you always dreamt to live but they're of no use if you don't open the doors yourself.

If you're serious about working with me and:

• Want to book 10+ qualified calls/mo with your Twitter brand

• Or raise opt-in signups for your startup

• Or craft a good email+content based funnel

• Or get clarity and maximise your Twitter growth

Then hop in here and let's see how I can help you.

My end thoughts

No salesman has perfected the craft of closing calls in a day.

It takes months of practice - but after closing almost 20 clients (both low and mid ticket) in 4 months I am confident that I know a thing or two about closing calls.

Still perfecting this craft, stepping up into high ticket space seriously - but I no longer fear speaking to people.

From a 17y/o boy, scared to ask for change at a grocery shop to 18y/o confidently hopping on calls with CEOs, Solopreneurs and people sometimes making $300k+/y.

4 months.

6 is all it takes to change your life by 180 degrees.

Stop looking from the sidelines, observing someones success.

You're not doing enough. 

Get to work.

• Seb, out