On Monday, I had a mock call with an Ecosystem student. There was a point in the call where I actually felt annoyed by the questions she was asking.
I’ll explain more about this in a moment (many coaches are unwittingly doing the same thing on their calls).
Anyway, I gave her some very direct, specific feedback. On Tuesday morning we did another call and I said ‘that was excellent. I would have signed up if that was for real.’
The day before, I would have ended the call in irritation.
On Wednesday, she signed up a $5k client for real – as a direct result of what she learned on the mock calls.
This student made a live video in the Ecosystem Facebook group to explain 3 takeaways she had which made all the difference:
1. IT’S NOT ALL ABOUT PAIN-POINTS
A different student made another post in the group where she said: “I didn’t realise how much the pain-point stuff was dictating my work.”
And this is true for most coaches who have invested in the big courses. They all tell you the same cliches – “people don’t buy if they aren’t in pain.”
And when people don’t sign up and you want to know why, you get the same tedious advice from these coaches “you didn’t make them feel the pain enough.”
Growth oriented people (like me) don’t tend to respond well to pain point prodding. Instead they respond better to ‘you’re doing really well in life – better than most people – however you could be doing even better. Here’s how…’
If you can make the ‘here’s how’ bit believable, it’s an easy sale when you’re talking to someone like me.
If you try and make me feel like I’m in so much pain and need to get out of it – I just get annoyed, because I know it’s not true (this is what the student tried to do on the first call with me).
2. YOU DON’T NEED TO BE HIGH ENERGY, LOW ENERGY OR ANYTHING ELSE
After the second mock call, the student asked ‘but I’m a bit tired today. Wasn’t my energy too low?’
I replied ‘No, not at all. You came across as calm and in control.’
Many coaches teach you that your ‘energy’ has to be ‘in alignment’ before your sales calls (whatever that means).
Other coaches insist you need to be super high energy and enthusiastic at all times. I imagine some kind of obnoxious ‘Tigger’ bouncing around when I hear this.
The reality is…
YOUR ENERGY IS GOOD ENOUGH AS IT IS.
If you’re tired and low energy when you start the call, fine. If you’re excited and full of beans, also fine.
Show up on the call how you feel in the moment. Don’t try to fake enthusiasm. Sometimes I’m alive and excited and sometimes I’m more quiet.
Either way I don’t care. I don’t think about it.
Stop thinking you need to show up as X kind of person, and instead get used to just asking the right questions and demonstrating the value of your offering.
If you can do that effectively, your energy will become largely irrelevant.
3. THE CARROT > THE STICK
I told her to stop trying to make people feel bad and instead make them feel good.
Show them how they’ve done brilliantly to get to the point they are at, and tell them they deserve huge credit for that.
Then show them how they are now at a point where they can step up to the next level – with your help.
If you’re dealing with people who already have a level of success and aren’t in massive pain (a much better audience – refer to this post if you want to know how to find these people) – this message is way more palatable than trying to make them feel like worthless losers in the hope they will try to get out the pain by signing up with you.
When you get these 3 things right – and you speak to the right people – you’ll find your enrolments happen almost automatically.
You don’t get tons of objections. You don’t get all your prospects needing to ‘think about it’. You don’t feel like you’re swimming uphill against the tide.
This is how sales should be, in my opinion.
If you’d like the opportunity to jump on mock sales calls with me and perfect your skills – take a look at the Ecosystem.