Publish Date : July 10, 2017 | Category: ,

Ep. 74 – Sales Coach and Funnel Expert Jessica Lorimer’s “Never Had a No on a Discovery Call”

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Time Stamped Show Notes

  • 1:59 – Introduction.
  • 7:30 – Jessica says that it is very important to understand that a discovery call isn’t a discovery call unless you have it planned. The first step in Jessica’s sequence to a 100% close rate is to prequalify the people that are coming on to your discovery calls because you don’t want just about anyone coming onto your discovery calls because they are not all going to be right and they probably haven’t all done the research into you, into what you are selling, into your service and they might not have enough know, like and trust factor with you yet to actually buy on the call. So you have to prequalify them and there are many ways of doing that like a questionnaire, an email or through Facebook messenger if that’s how you are arranging your discovery calls but you need to make sure that those people meet your criteria for being potential prospective clients.     
  • 12:03 – According to Jessica, we all need to sell with integrity and that should be a priority in your business and at the same time you want the right people that you can actually get results for so that you can get testimonials and you can look just as good as they do when start achieving the results.  The client-coach relationship is all about benefitting them so that their testimonial will benefit you.
  • 13:58 – She says that when you look at discovery calls, people aren’t interviewing you, you are also interviewing them. Sometimes Jessica has had people who she desperately wanted to work with but when she had a discovery call with them and found out what their goals are and what they really want to do, she realized that they were not there yet so she would send them to someone who can get them to where they need to be before she can work with them so that they really succeed.
  • 16:27 – Jessica’s second tip is to set an agenda by telling them that on the call today we are going to talk about your goals and what you want achieve and then I am going to ask you some probably intrusive questions about why you are not hitting your goals that you want to hit and then at the end, only if it feels right I am going to tell you how we can work together in the future how does that sound? And if they say okay then you ask them those questions that you really want to ask and they are already expecting you to make a pitch to them in the end if it’s the right decision for them.
  • 19:12 – You have to have a clear rhythm to your call around what’s going to happen and make it feel pretty normal for them and also make the sale normal because people actually enjoy being sold to in the right way and when it’s completely open and transparent.
  • 22:51 – Jessica’s third tip about making sure that discovery calls are a success is about empowering them to make that decision. It doesn’t matter if the decision is a yes or a no, what is important is that they take the decision on that call by answering their questions and giving them a clear boundary around what do they need from you to help them make this decision.
  • 26:51 – if you have done the other two steps correctly, if you’ve prequalified your people, they already know that they are coming into that call to buy something. In most cases, if you have done all the hard work in terms of the prequalification and you’ve set the agenda and you’ve made it very clear about what your expectations are from the call, they are at a point where they know, like and trust you and they want to purchase from you. They just want to ask some questions and get some reassurance about whether it can really work for them.
  • 27:21 – If you have to hard sell every single person and if you keep coming up with a lot of objections, there is something wrong with your prequalification system, it’s got nothing to do with their decision making.

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"Success in your discovery calls is about empowering your prospects to make a decision" ~Jessica Lorimer

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