How to sell on sales calls!

Often known as sales calls, discovery calls, or even connection calls, these free phone or Zoom calls are part of the onboarding process for new clients. 

A sales call is the final part of the puzzle when signing up new clients and should be viewed as an opportunity to build the trust and rapport that has already been established.

Want to get better at selling on sales calls without feeling sleazy? Read on!

How do you sell on sales calls?

You don’t.

Selling is not about the transaction. 

Putting pressure on your potential client during the sales call is a big no-no! 

Just think about occasions where you’ve felt pressured to buy. How did it feel? 

Uncomfortable, stressful, intense, and icky (and I bet you wanted to get out of the situation and away from this person ASAP?). 

This is not the energy you want to put out in order to build fresh foundations with a new client. 

You want them to feel well-informed, at ease, and fully confident in their decision to work with you. This is so important as it sets a precedent of trust and comfortability for your whole working relationship!

You must relieve the pressure from the call. 

If you’ve done the prior work within your marketing, within your community, and within your communications, this is 90% of the job done and complete, before even dialing into the call. 

The call is the final 10% of the work. At this stage, you shouldn’t be needing to push or convince someone to work with you. 

It’s not all about you babe

It’s often perceived that a sales call is a space to share solely about your business, your offerings, and your skillset. 

Of course, it’s important for your potential client to have a good understanding of these elements, but that should have already been taken care of ahead of the call during the prior work. 

The call should really be tuned to be about them.

They need ample space to be heard and to share their needs. 

They need an opportunity to be proven that you are a good listener and that you’re great at holding space for them – and furthermore, you need this too! You need to understand your client really clearly to do effective and deeply meaningful work for them.

Go into your sales call with a positive mindset

Turn up with the right energy and see the results.

Practice radiating confidence and self-belief during your calls and your potential clients will absolutely pick up and respond to this energy. 

I recommend ‘best case scenario-ing’ the sh*t out of your calls. Go into the conversation assuming it’s going to be a ‘yes!’.

Question time

At the end of your sales call leave ample time for answering any questions they may have.

Including a section of time for questions is another opportunity for them to have their needs heard and to make sure they can go away with all the information they need to make a confident decision.

If they don’t have any questions, revert to your FAQs.

Typically, potential clients will have questions around:

Time

Will I have time to commit? How often will we have calls? How much time will I need to work on this?

Money

Can I afford this? Is this a priority for me to spend in this area right now?

Suitability

Am I at the right stage of my business for this work? Is this right for me? 

You can address these common questions whilst you’re on the call, even if the person doesn’t ask you them directly.

Give them space baby

A huge piece of advice from me is to never ask the client to make the decision on the call. 

This goes back to my earlier point about pressure. 

Asking that they make their decision on the call only adds unnecessary pressure, and once you’ve done the work to make them feel comfortable and informed, why would you want to ruin that by forcing a yes or no?

But, what I do recommend is that you must be clear and directive about the next steps.

You have to lead and guide the process of the next steps with them.

Tell them when you’ll follow up with them and stick to it. 

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