How to sell more (without the cringe factor)

Are you jumping on sales calls, discovery calls, or whatever you’re calling them… and hitting a wall?

Getting more “no’s” than a toddler at bedtime?

It’s probably because you’re:

- selling before you’re diagnosing - pushing more than pulling - chatting up folks who aren’t even a good fit - or - let’s be honest - your offer needs a facelift

“Qualified” just means two things: You can actually help them, and they’ve got the budget to pay you.

But let’s assume your prospects check both boxes and your offer is as good as gold…

In other words, we just need to make it rain “YESes.”

Here’s the framework my clients and I use to turn awkward convos into money in the bank.

Introducing… The Call Closer:

→ Step 1 - Diagnose First, Consult Second

Biggest rookie mistake? Jumping straight into “let me tell you how I can help” mode.

Instead, get laser-focused on what’s actually going wrong on their end.

Ask questions like…

- “What made you book this call?” - “What’s been your biggest struggle lately?”

→ Step 2 - Push Less, Pull More

Once you’re dialed in on their pain points, it’s time to lead them gently towards the light.

They need to feel in their bones why they need you - without you arm-twisting them there.

Use questions like…

- “How long have you been dealing with that?” - “What have you tried so far?” - “Why is fixing this now a priority?”

These questions get them thinking about how long they’ve been spinning their wheels, and how they’re overdue for a breakthrough.

→ Step 3 - Interest Before Price

Now that they’re on board with your plan, it’s time to test the waters before you even mention the cost.

Simply ask…

“Before we go further, on a scale of 1-10, how’s this sounding to you?”

If they don’t say “10,” ask…

“What would make it a 10?”

This is where you get a chance to clear up any doubts before the topic of money even enters the chat.

Practice this framework and you’ll be turning maybes into yeses in no time.

Go ahead and try it:

- Diagnose first, consult second - Push less, pull more - Interest before price

See you all next Thursday 👋

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