WW 212: The Sales Call: How To Fearlessly Handle The Scariest Part - Solo Show

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A Quick Recap from this episode

Today I want to talk about the scariest part of the sales call - getting to the price point. In the past I’ve talked about mistakes coaches make with pricing or with their sales call, but I want to hone in on this particular part of the sales conversation because I feel like that’s where many coaches lose momentum. In this episode I’m sharing some quick tips for how to approach sharing your price on a sales call and how to navigate it with success.

A majority of people doing sales calls are usually doing them from a place of not having communicated the price on the front end. So you’ve first seen if they’re a good fit for the program before hopping on a call with them.

I hear from so many coaches that sharing the price point during the sales call is where they freeze up and lose momentum usually because of their own internal fears surrounding the price. So I want to share a few tips that I think will make this part easier and a little more seamless.

The first is going to seem almost not true and like it’s easier said than done, but it’s so significant. When you invite someone to invest in themselves, but you feel a little uneasy about it, you need to check with yourself and ask “Am I in integrity with what I’m asking them to do?”

This means do you walk your talk? You can be a work in progress, but you should treat yourself as your first client and make sure that you’re proactively working on your own situation and teaching from that place of experience.

The other aspect of this is that you’re asking someone to invest in their financial future and often times I find that those who struggle the most with asking for the investment are those who don’t invest themselves. It’s not necessarily that you need to hire a financial coach, but there’s something to be said for being willing to invest in your own future in whatever area you need help in.

It’s not necessarily about investing - it’s about being in a position where you’ve been in their shoes and therefore you’re in alignment with what you’re now asking them to do.

The second thing is keeping the momentum high in the conversation. I’m guessing that if you’ve gotten to the pricing and you’ve noticed a shift on the call then you might be mirroring to the client what you’re anticipating them to say or feel.

I want to share two pieces of advice when it comes to this situation.

You can’t make assumptions about what people can or can’t afford.
You’re setting the energetic level for continuing the conversation, so you have to almost be unfazed and proceed without any judgement.

You have to present yourself as a teammate to your client, so when you get to this point of the conversation, you should be just as excited as you were in the beginning. Show them that you’re there to help them figure this out.

Another thing is to lead with permission. Always make sure you have permission to discuss these things because finances are very personal. One assumption that often gets made is that people are afraid to talk about money, but the truth is people want to talk about money but sometimes they aren’t sure how or feel like it’s taboo.

Talk about the “we.” How are WE going to move forward? How much debt are WE working with? You always want to position yourself on their team.

Always lead with permission-led questions. “Would you like to hear about…?” “Are you ready to talk about…?” Allow them to give you permission to show how you can help them.

The last tip I’ll leave you with is being willing to check in with your client. Again you’re on their team and you want to be able to gauge where they’re at. Ask them how they feel. It’s about them so don’t be afraid to ask them how they feel and what their fears or thoughts are.

What are the next steps? What’s the game plan for following up? If they say that they’re nervous, don’t be afraid to ask them the next questions. It’s not about you. It’s entirely about them, and you want to stay on the same side of the counter with them. This is your first opportunity to show them that you can coach them through a big financial decision.

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