Learn How to Close Sales Calls Without Being Slimy – A Guide for Wellness Entrepreneurs

Hi there! Before we get into this new blog, I want to remind you that there is a two-hour online workshop coming up. The investment is $35, and what you’re going to leave following this workshop is the critical next steps that are required if you want to go off and do your own thing.

So if you want to become an entrepreneur, an independent contractor, if you want to start a side hustle, AKA seeing clients outside your day job, if you want to start teaching more yoga classes, but actually bring in revenue, if you are a healthcare provider, and you’re working for a clinic, but you want to start to see your own patients, how do you do that without infringing on conflict of interest with the contract that you currently have in your office? Don’t let the word entrepreneur cause you to freeze and be indecisive. It can seem like there’s a lot that you need to do to set up the path of becoming an entrepreneur, especially if you’ve just finished your certification and degree, but it actually can be quite simple.

And truthfully, the sooner you start signing clients, helping people, and making money in your business, the sooner you’ll realize that you do have a viable business, that you are a practitioner who can create ideas and value in the world. And that value can help people, and you can earn a livelihood from that. The sooner it’ll get momentum and really become whatever you want it to become, if you want it to stay part-time, then you can do that, if you want it to become full-time where you maybe quit your job, it can become that as well. You do get to decide.

But the key is to star. I see a lot of entrepreneurs, they freeze in some of the legalities of things or think that they have to set up a website and dot all these i’s and t’s before they can actually start making money, and it’s just not true. So following this workshop, you’ll get a step-by-step template to set up your shop, whether it’s brick and mortar or online, in just a few hours so you don’t lose weeks of just wasting time and focusing on the wrong thing. You’ll learn the framework to craft your irresistible offer and the reliable method to get your first paying clients. Again, the sooner you do this, the sooner you realize that it is possible for you. So you’ll finally feel confident on what you’re doing will bring in the new clients, that you are a great practitioner who can have their own business.

I want to Attend the online workshop 

And it’s possible for you to be a successful entrepreneur without the stress. The link to the workshop is (Workshop link). It will lead you directly to zoom. I’m partnering with a school here in Encinitas called CIHS, and the workshop will be online, but it is hosted through them. And so you just go direct to the Zoom link to get registered, and then you’ll receive the link to show up live for the workshop. And, of course, if you can’t attend live, there will be a replay.

With that out of the way, let’s get to today’s blog. 

How To Close Sales Calls Without Being Slimy

Hi there wellness entrepreneur. Welcome back!

Today we’re talking about How To Close Sales Calls Without Being Slimy. And by sales calls, you can call them whatever name you call them – a consultation, a discovery visit, a discovery call, it can be online, on Zoom, it can be on the phone, can be in-person, in your brick and mortar clinic, it doesn’t matter. This process will stay the same for each of those scenarios.

And I was thinking about this topic because I’m actually giving a presentation for the co-working space here in town called Hera Hub. And I thought you could benefit from it too, because here’s the thing, you don’t close sales calls. Let’s break down that statement and determine why that is. That phrase “close calls,” it implies that you know a closer. In a baseball game, for example, is someone who finishes the game strong and eventually wins the game.

So in a consultation closing, it typically implies that you’re going to finish the call strong and be the winner. Meaning that you get them to a yes. Of course, if you’ve been doing this work for a while, then you might realize or know that winning doesn’t mean getting them to a yes. In my mind, closing the call is making the scenario a win for everyone.

Meaning that the person who came to the call, makes a clean decision of the best next step for themselves. And the consultation call helps them to decide that. So it’s a win for everyone. And you might be saying, “Well, they could be a no in that case. If I’m helping them to make the best decision for themselves, they could decide that it’s a no.” Yes, that’s true. And after that, the next typical thought is, “Well, then consultation calls are just a waste of my time, if I’m going to get a bunch of people saying no’s.” Here’s the thing, you’ll never waste your time with consultations. If you’re always reviewing them, so you’re learning from them, and you’re connecting with the person on the end of the line.

So I will go over a breakdown of both of these, as well as process on how to help that person in front of you, or on the phone or on Zoom, make the best decision for themselves. And this is important because when I had my brick and mortar physical therapy clinic, I was in a lot of the physical therapy coaching and mastermind world.

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The First Two Hires That Most Practitioners Hire And When Is It Not The Right Time To Hire Them

And what I see, a lot of myself included, and it’s being taught, that the first two hires a lot of practitioners make in that world is a marketing system and a sales role. And typically, it’s because the practitioner feels squeezed for time or they don’t like doing those jobs, they don’t like marketing, and they don’t like selling and so they hire people to do that for them.

Now, there might be a time that you will hire a marketing assistant, and maybe you will hire a salesperson. However, you really want to look into why you’re hiring it, and doing it at a time when you have the necessary profit to do that. Because if you hire on those roles too early, it really can chew into your take home profit, or the profit that you’re able to invest into your own coaches and your business so you can grow faster.

And the reason why a lot of people do hire this is the process that they take a lead through. So, for example, a new lead might land on their website. Sometimes they find them on social media, but typically brick and mortar, there’s a lot of Google ads running or sometimes Facebook ads running to a website or a free opt-in and then that lead opts-in. And then it’s the role of the marketing assistant, or the salesperson, depending on how they have the roles divided to follow up with that person via texting or calling and eventually get them into the books for a discovery visit or a discovery call. And that process is fine.

However, what I’ve learned from my own business moving more into the coaching world, is that a lot of those steps really aren’t needed. I’ve made a business now over six figures where I don’t have a marketing assistant, and I don’t have a salesperson. I do both those roles. And people book my consultation calls straight from my website or straight from an e-mail or straight from social media. I have many clients who I work with now who have found me on Instagram or Facebook and have booked a sales call on their own or possibly messaging back and forth with me, which is fine where I am right now. And that has led to them booking a consultation call and then being a yes. So, the process can be very simple.

And especially if you’re under six figures, or if you have a tight profit margin, if you’re between six figures and $200,000, for example, you might decide to hold off on hiring those positions. And instead, work on your marketing because it is your marketing that will help encourage someone to sign up and book for a consultation call on their own. And that could be paid advertising or it could be organic.

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Of course if you’re doing it organic, it’s going to be more of your time. If you’re doing it paid, then you are paying to buy back your time to bring in those leads, but you can still have those leads through your follow-up e-mails, through social media, or retired bidding. Encourage them to book a sales call on their own. And your marketing can also help them come to the sales call more prepared to be a yes, right there in that moment.

So marketing is a key factor in the precursor to someone booking that consultation call. And being a yes on that consultation call. And really, that’ll be a whole other blog. Because that’s a lot to do with your copy, your messaging, your positioning, and all that type of work. And that really is the work that I hone in a lot with my client one to one, really dialing in on their copy and their messaging, and who that ideal client is, and speaking directly to that person.

Why Sales Call Will Never Be A Waste of Time

But let’s get back to why a sales call will never be a waste of your time, and how you can “close the call” where it’s a win for everyone. And when it’s a win for everyone, then you definitely won’t be achy and slimy, or a weirdo, or convincing or manipulative.

First Reason: The Connection You Build

So a sales call will never be a waste of your time if you connect with that person in front of you, regardless of whether they’re a yes or no, you just never know where that relationship may be. 

Yes, some people you’ve had a consultation call or discovery visit with, they will fall off, you may never see them again, but some of them can become referral partners, meaning that they were a no for you now or maybe permanently, but they do love your work. And they might refer people to you in the background, quietly referring you people. They could become your friend down the road, the friend that you never knew that you needed, and a relationship through that first connection might develop, they might become your client six months from now, one year from now, you just can never predict when someone might be ready.

And, of course, you can help them to be ready through your marketing to create that safety and comfort for them to take that next step. But they could become your client down the road, they could become your most loyal and raving social media cheerleader. I’ve had consultation calls that have been no’s for various reasons, where we decided it wasn’t the best fit for them in their life right now, or exactly what they were needing or looking for. And yet they refer me to people. They are the first person typically to like or comment on my posts, they’re always supporting me in the background, they send me messages saying that they still love my work.

And typically, we all have off days as an entrepreneur where maybe we doubt the value we put into the world or the value of our content, or we wonder if we are reaching anyone, is anyone really hearing or listening to us, is anyone really getting value from our work, is all this effort doing something for someone. And when you get those messages and see those likes, of course, we want to do the internal work where we’re validating this for ourselves. But you know, truthfully, we are humans, and we have a human experience.

So when we do get those messages from someone saying that they love our posts, or that they’re referring us to people because they know how valuable our work is, or we get that like and we get that comment, it does help us move forward. So to have these cheerleaders in the background, does give us little boosts of inspiration and motivation at times. Of course, we don’t want to rely upon that.

And we never want to expect that to happen when someone comes to our consultation call or discovery visits and they say, “No, this program isn’t for me right now.” You never want to expect okay, well go like my posts, or start referring me to people. Of course, just allow it to happen organically. You just might be surprised as to the relationship that will develop from that connection, you just never know.

Second Reason: The Learnings You Get From The Sales Call

And a sales call will also never be a waste of your time if you learn from that call. Right now, I spend 30 minutes prepping before a call and 30 minutes after a call reviewing that call. So the prep work prior to the consultation, and it took me a while to get here because my schedule is busy, I do one to ones, and to take a half hour to prepare for a call where someone may not show up on occasion, I still get no shows, but there was a period whenever I transition someone, something in my business, whether it’s a change to my offer or the type of program that I’m doing, I tend to get more no shows on council rotation calls because I’m getting more confidence in my work.

However, as my business progressed, that definitely happens less and less these days. I haven’t had a no-show on a consultation call for a bit of time. But in the past, I remember thinking, “Wow, how can I take a half hour to prepare for a call where someone might not even show up,” or you know, I had a thought back then that most likely they’re going to be a no, which definitely did not help my sales calls.

Third Reason: The Learnings You Get Prior To The Sales Call

So the preparation prior to the sales calls, is you really want to get into the belief in your work, the belief in your program, the belief in your ability as a practitioner, the certainty that you can help them. Also, I get into the feelings of curiosity, really getting, I’ll look over the person’s form because there is a form for them to fill out to get on a consultation call with me, I’ll look at their form and see the goal that they’re looking for. I’ll get curious as to why, maybe what’s going on in the world and why they wrote something that they wrote without judgment, just curiosity.

I also get into the place of service during this time, like knowing in my body that I can help them right there on the call, that they’ll leave the call with valuable information that will help simplify their next step, so they can move forward in their business, regardless of whether they decide to work with me or not, was a little bit more confidence, with a little bit more clarity and certainty in their own mind.

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So I prep for that call getting into the energy of calm, confidence, and belief in my work, that curiosity and that service, and belief that also the person on the other end, there is a possibility that they will be a yes, I believe that that person does want to work with me, because I’ve found, as you heard me before, I had the thought that a lot of people didn’t want to work with me, when I show up to a consultation call. From that energy, the words that come out of my mouth, or that vibe that comes across to the person on the other side of the screen or for you, if they’re in-person, it will be different. And even though it might not be detectable, the person on the other end might not know exactly what’s going on. Their unconscious brain will pick up on that, and it can lead them to hesitate to work with you because it just doesn’t feel exactly right or something feels off. And it could be because of your own energy, your own doubts, your own hesitations. Or if you have a lot of pressure on yourself to get a yes on that one call. 

So when I do the evaluation and this work, I never put so much pressure on one consult call. So it’ll make or break my bank account, meaning I’ve learned how to manage my finances, I’ve learned how to manage my numbers, I have a strong belief, most importantly, that if this one consult is a no, that they’re not a good fit, or they don’t want to work with me for whatever reason, that more consults are coming in that people do want to work with me.

And when I have that thought in my mind, I actually prove it to be true. Over and over and over again. Because I’ve improved a lot on sales calls. My consultations used to be awful. I used to do them very quickly, 20 minutes or so in the past, and the people who would say yes were people that already had a lot of buy-in, know, like, and trust with me, meaning that they worked with me in some capacity for a bit, typically one workshop, but more than likely, a couple of workshops and a few classes with me in-person before they were really ready to spend thousands of dollars and work with me, which is fine. It worked. I built a six-figure business off that.

However, now, these days, things happen with a bit more ease. I have more people booking consultation calls, I do spend more time with them. I spend more time prepping those calls, I spend more time reviewing the calls, I spend more time thinking about the experience for that person on the other end of the calls. I’ve spent a lot of time preparing the marketing materials that I send someone prior to the consultation calls to help them show up more prepared and ready to make the best decision for themselves.

So that preparation prior to the call is so important. You want to investigate your own fears. You want to notice what are you afraid to say and why might you be pressuring yourself to get a yes right now and how can you learn from that experience and prevent it in the future. 

So no one shows up to a discovery visit with you. Feeling that pressure that they want you to be a yeah, I see and feel that grasping or manipulative energy. You want to show up to a discovery call with belief in your work and your program and certainty that you can help them. 

Fourth Reason: The Learnings You Get Following The Sales Call

And you also want to show up from a place of service so you can guide them, and helping make the best decision for themselves. And then, following the call, I do an evaluation taught by my coach Stacy Bateman. And it’s three simple questions of what worked, what didn’t work, and based upon what didn’t work, I write out what I would do differently.

And now, I’ve expanded that a little bit further for made my own process, and I teach my clients this, is I noticed, if I froze when someone asked a question, or made a statement, like I need to talk to my husband, or I need to think about this, or all the common phrases that people typically say, that are really just because they have a doubt or fear or hesitation. We’ll get more about this into this in a moment, but I noticed if I do freeze at a question or a statement like that, and I have a document now where I write out those answers, and it’s not a script that I will have there in front of me, and I’ll read off of the next time someone says that questions on a consultation call, but it’s really to embody and become aware of the feeling I was feeling in that moment. 

What was I thinking? What was a feeling that caused me to freeze or not know what to say? Or want to jump off the phone? Or off the Zoom call? And how can I practice feeling, holding that uncomfortable emotion, and still stay in a place of service, helpfulness and curiosity, curiosity for that person on Zoom, because here’s the truth, that person booked a consultation call, so they need help. They need help so much so and trust you enough that they did take time in their schedule, especially if you have brick and mortar and people are driving to see you, they took the time to carve out that time in their schedule, get in the car, and show up to your office. So they do need help. And you can be of service to them.

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When you’re showing up prepared and having gone through, noticing and honoring what you are feeling yourself. So you can hold that in your body and still have the courage to continue the conversation to ask the questions. And so for me, when I write it out, I noticed what I’m feeling in my body, I’m able to develop more resilience, of keeping that uncomfortable motion, maybe like fear, for example, or doubt in my body, while I have questions.

And because I prepared them, they’re more on the tip of my tongue, I know more of what I can ask them, as long as I stay in the energy of curiosity. So part of my validatory process is to go over those three questions and then write out the questions or the statements that caused me to freeze and what I might say in the future.

So I can begin to embody that experience. That becomes more of me. I practice, maybe even saying it out loud, or at least thinking it. And then, as part of my preparation for future sales calls, I kind of just review that document so it becomes more familiar and becomes more normal. And by this, I’ve improved my sales calls, each sales call.

I usually typically pick one thing from what I would do differently, or one of those phrases or one of those statements and have them more ingrained in my body, or truthfully, what has really worked for me in terms of learning. And the preparation is beginning to embody and shift the energy to curiosity while still holding the space for my own uncomfortable emotions in that moment, instead of allowing those uncomfortable emotions to hijack my nervous system and send me into a freeze response or a flee response where I just wanted to jump off the Zoom call. None of those serve my people.

How Do You Know When You’re Crossing The Line Of Being Manipulative And Slimy

And now we can talk about how do you know when you’re crossing that line of being manipulative, convincing, slimy, or grasping on the call? It is by feeling your energy and keeping the focus from you to them. 

So that’s how I typically know in the call, and you kind of have to allow the time to warp on a sales call, where you’re slowing it down enough, where you’re present enough to be listening to their words, and seeing their body language and their energy, as well as feeling into your own energy and your own thoughts.

And for me, whenever I slipped from being present, hearing what they’re saying, watching them, feeling into their energy, to feeling my own energy, and my own doubts and hesitations and fears and thoughts, then I know I’ve slipped into the possibility of being grasping and manipulative. Because I’m more concerned about myself. Unconsciously this happens, right? I’m more concerned about myself than them. So now, because I’ve practiced this enough, as soon as I recognize that, because we are humans, and this will happen, I just shift the energy back to them. It’s that simple. I shift the energy back to curiosity, curiosity, and that presence with them.

And for me, when someone says some of these common phrases like, “I need to talk to my husband,” “I need to look at my bank account,” “I need to think about it,” I know it comes from some place, because working with me is an investment. 

And you should feel that for your program, too. If you show up entitled, being like they should want to work with me. Yes, there is a difference between the belief that someone does want to work with you and feel that deep in your bones versus entitlement that they should work with you. That’s very different. And feel that out for yourself. So you can be certain that someone does want to work with you.

And you can still believe, of course, they have hesitations, especially if they met you off the internet, and they’ve never listened to your podcast, or they haven’t read much of your social media posts or your e-mails, they might be hesitant. They’re on the call, and it’s realizing that we are human beings. And they reached out to you for your help enough, so they did book the call. And now they need a little comfort, a little safety, to take that next step.

So when someone says any of those typical phrases, I’m really curious, I’m curious as to what they’re thinking, I’m curious as to what they’re feeling, because most of the time, if they are hesitant, there is a feeling, something that they’re feeling that they want to avoid, maybe it’s the fear of spending so much money, or maybe it’s the fear of feeling guilty, of spending that money on themselves instead of their family.

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There are common reasons why people say those things. And typically, it’s because maybe they doubt that your program will work for them. Maybe they don’t trust you yet. Maybe they don’t trust themselves to follow through and show up and see it through to the end. And they have a fear that they’ll just be reckless to spend that much money if they don’t follow through themselves. Or they just feel that it is reckless, or selfish to spend that much money on themselves. And these are all normal because we’re humans. Think of your own buying processes. Where do you have hesitations? Where do you have fears? How do you talk yourself through to actually buying or do not? Do you book sales calls and always need a follow up? Or are you quick to say no on a sales call? Or maybe you don’t ever book sales calls?

What’s your buying process? The more that you understand you, the more that you can have compassion for that person on the other end, hoping possibly to work with you, but are just really scared or nervous or hesitant.

For me, I’m also thinking and asking them “Okay, what are you thinking right now? Tell me more. What are you feeling right now? What’s coming up?” Because I can help them through some of those emotions, I can also help them, to guide them to understanding why they might be feeling a certain way and how that’s normal. 

Sometimes we think when we go to make a big purchase, that it’s always going to feel excited, that we’re always going to feel 100% certain that we made the right decision. But I’ll tell you, when I invested in my six months mastermind and paid $25,000, I was nervous. I was scared. I had to coach myself through it, but I did it anyways.

And so it’s the understanding for your people that they might not feel 100% excited. They might still feel a little bit scared when they go to work with you. And that’s normal, and helping them to prepare through that, helping them notice that, Oh, okay, well, if I overcome this, the ability to handle this emotion in my body, and be courageous and vulnerable to take that next step, then how might that help my life more.”

So one of my friends who is a weight loss coach said this because she was being coached on this very process. And you think about it, some of her people might feel guilty, spending that much money on themselves, maybe their family could take a vacation instead, maybe she could spend that money on her kids. And so part of the reservations is that her clients, on sales calls, sometimes feel selfish or guilty. And if you think about it, how could feeling guilty in their body help them actually achieve their weight loss goal? Well, they might go to a friend’s house, or they might go to a family event, and someone might have cooked them elaborate food. And food is that person’s love language. But that person might need to embody feeling a little guilty by not eating all the food put in front of them, because they want to lose weight, that’s an uncomfortable situation.

So the more that they start to embody that very emotion right now, especially on a sales call, especially to move forward, then the better they will, the higher likelihood they’ll be able to achieve the results that they really want to achieve.

When To Stay on the Call and When is it Time to Let Them Go

So how do you know if you’re pushing too much when asking these questions, when getting into these motions? For me, I have a couple of ways where, during the consultation, I’m always checking in with them. Maybe it’s just by asking them, “Okay, well, if money weren’t part of the equation, you had all the money in the world, would you still want to do this program?” Of course, if they said no, then all bets are off, and the call is pretty much done. 

Or if you had all the time, maybe they’re worried that they won’t have enough time to complete the program, or do the program because they have a very busy schedule, which is probably why they need you. I could ask something like, “Okay, if you had all the time in the world, and you knew that you could fit this in your schedule, is this the work that you actually want to do? Do you think working together would help you achieve the goals that you want to achieve?”  So you’re taking out that objection, just to see if the program itself is really what they want to do. Because if it’s not, then you got to send them on their way, there’s someone else out there that’s a better fit for them.

But if they say, “Yes, I want to work with you, this is the program I want to do. I’m just fearful of this,” then you can continue the conversation. And you can get into these emotions, and you can guide them through and create a little bit of safety for them or a lot of safety and comfort for them to take that next step.

And that does not mean that you have to have a guarantee and say, “Okay, if you achieve these results by this certain amount of time, I’ll give you your money back.” You can have a promise, you can have a guarantee. But you don’t have to, that is just one way to create more safety. Sometimes, just by talking through them and working through their fears, then you can come to a solution together that will help to create that safety. I’ve done that a few times with some of my clients on sales calls, by just figuring out what that main reservation or fear was.

Another thing I do to make sure that someone does want to work with me, does want to do my program, and is committed to their goal, is I have a committed scout. I just ask them, “Out of 10, how committed are you to working with me during this program and making it work?” If they are at 10, of course, yeah, I’m going all in, I’m going to fight for that. But if they are at zero, I’m going to let my hands off so real. There’s no point in convincing or manipulating, that just doesn’t serve anyone. You’re not the person for them right now. So I let them go. So I’m only going forward into the emotions, into the “harder questions, harder conversations.”

When I know someone does want to work with me, and they’re just scared, or they’re just fearful, or they’re having doubts or reservations, that’s when I continue going forward. And here’s the thing, sometimes you might cross that line of being raspy or salesy, as long as you come back to keeping their best interests in the forefront, then you’ll have a less likelihood of being convincing or manipulative.

If you get it wrong, you weren’t convincing, you did slip into a grasping type of energy, because you really wanted to work with a client, or you really wanted to get that yes, you’re a human being, these things happen, don’t beat yourself up. It’s just, again, learning from them. 

Now you have a better knowledge and awareness of your edge of what being raspy and manipulative is. Sometimes you just never really know that edge till you cross over that edge. And you’re like, “Oh, I took it a little too far. I won’t do that in the future.” And again, it’s believing that more people are coming in. And then you can let that one go, that last consult call, and not go and not beat yourself up, not hold resentment, not feel that you wasted your energy or your time.

Follow Up Calls Don’t Always Mean You Did Something Wrong

Speaking of beating up, there was a time with my consultation calls that I was scheduling a lot of follow-ups. The majority of the people coming on the call would say that they needed to think about it, they needed to talk to their spouse, they needed to talk to their business partner, essentially, that they were not prepared to make a decision right there at that point. And because I learned from a lot of coaches who were very good on sales calls, are very good at holding the uncomfortable emotions in their body and staying of service and curiosity towards those people and having those difficult conversations, they didn’t have as many follow-up calls.

So I made having follow-up calls mean that I was doing something wrong, that my sales calls weren’t good enough, and that there needed to be improvement. But as soon as I let go of that thinking and just thought, Okay, nothing’s gone wrong. They just want to think about it some more, of course, it’s a big investment,” and I made it not a problem, then I was getting more yeses on my follow up calls. 

So just know that if you’re doing follow-up calls, or people are needing to think of, to spend more time to think about it, it’s okay, nothing’s gone wrong, just schedule a follow-up call.

Now these days, because I have gotten better at staying in curiosity and having these difficult conversations, and my marketing has gotten better, where more people are coming to a call all ready and basically, they just want to review a few tactics of the program or have a few questions of the program, then I’m getting more and more yeses, right there on that first call. 

But it’s okay, if you feel that someone, if you are very present with the person, as I mentioned, and feeling into their energy, and you feel that they have a hard no right now or that they do want to work with you, but they really just want to think about it, you know that energy where people, someone is like, “Nope, I’m firm, I really want to think about it,” then schedule a follow-up call, there’s no need to push them through that point. And maybe just spend 20 minutes.

And again, I use the same process when I do follow-up calls. I prepare before, I evaluate after. I’m still learning from that. And it takes a lot of pressure off of you and off of them. So schedul follow-up calls if you need it, nothing has gone wrong.

Having No Money is Different Than Thinking Your Program is Expensive

And if you noticed though I didn’t mention, one of the main reasons why people typically say no on sales calls is because they don’t have the money, which is different than thinking that it’s expensive. 

So sometimes, on the sales call, it’s really deciding and learning from that person. “Okay, is this really your last few hundred dollars? What will impact your ability to pay your mortgage or buy food?” Then, of course, the program isn’t right for them right now, unless maybe you can help them make money quickly. And how can you help provide a service for them, to take that next step forward so possibly in the future you could work with them.

I found when people book consultation calls, they usually have access to money or money in the bank account. Very few people will book a sales call with only fumes in their bank account. It’s just rare. Typically, what’s going on is that they had in their mind to spend a certain amount of money, and your program is more than they planned for, so it’s a bigger investment than what they thought. And that causes a certain emotion like fear or doubt or guilty, again, to spend money on themselves.

And that is really the work of uncovering what emotion it is and what that fear is. If they really do want to work with you, so often, it’s just a fear of spending that additional more, investing more money than they had planned. So you’re really guiding them or talking with them on the difference.


So there you have it. Several ways to close a sales call where everyone wins, and you stay in service of that person on the other side, regardless of their decision to work with you.

I encourage you to save this blog and read it a few times through, because there’s many different layers from everything to preparing for the call, reviewing the call, your energy during the call, questions to ask people on the call, main common objections, and what they might be feeling. Several different layers to work through.

Don’t try to do it all at once because, well, for me, my personal experience was trying to do it all at once would end up causing me to feel more pressure and freeze on consultations. It made it worse. Take one thing at a time. Just choose one area. The one that’s the biggest that comes to your mind right now. Trust your intuition. Work on that. Work on saying one phrase or asking one question and just come back to it each sales call.

Now, if you’re having difficulty booking consultations, that’s another issue. And head to any of the blogs where I talk about marketing and copy and your message or belief in your program. Typically, that’s usually the root of those problems. Or, you can book a consultation call with me, and we’ll figure out exactly what’s going on with you. 

All right, I’ll see you next week. Bye for now!

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Alison McLean

"I help the Entrepreneur reduce stress and live a more fulfilled and balanced life."