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Are You Phone Fit?

Are You Phone Fit?
So I just got off the phone with a ‘sales guy’, and I couldn’t help but write this email.

While I appreciate his effort, he just lacked any sort of passion or confidence.

Now I know from experience that sales calls can be daunting and hey we all start somewhere,

But my job is to help develop you into the best coach you can be, and share what I can, when I can.

(In both your mindset and also business sense.)

Sales are your life blood of your business.

If you aren’t making them…you’re going to run out of cash pretty quickly.

Now there are three ways in the modern world to make sales.
1. Online.
2. In Person.
3. Over the phone.

What I want to share with you today, {!firstname_fix}, is a simple system that really helped me to get on the phone, make more sales and continue running the business I love.

This system will really help you gain confidence, destroy fears of rejection and of course, help you close more sales. (when you implement)

The keys to success are simple.  It’s the implementation that trips most people up.  Because they’re not prepared to do the work.

But I know that when you do the work…you can REALLY move yourself forward light years ahead of your competition.

So below I’ve put together a guide for you to help you gain a little confidence on the phone.

Check it out:

1. Rejection and Confidence.

The number one reason people don’t like to get on the phone is because they’re fearful of rejection.

One person says no and they start to get down on themselves.  Self doubt kicks in and they begin to feel less confident.

And for years this was me.

 

It would shake me up and play on my mind for hours.

“What’s wrong with me?” I would ask.

The problem with this thinking, is that is is completely self absorbed.  I was sad because I didn’t make the sale and I didn’t get what I want. (notice how many I’s are in that sentence).

When you realise that rejection is never personal, you will have a lot more success.  They’re not saying NO to you…they’re saying NO to what you’re offering.

It is completely delusional to think that they’re saying no to you, and even more delusional to think that anyone will ever buy something if it doesn’t solve their problem(s).

So the key here is 1. Never take rejection personally and 2. Realise that even if they say no, you’re no worse off. (You didn’t have them as a customer before, and you don’t have them now).

So move onto the next one and figure out what you can do better next time.


2. The Script.

A lot of people are wary of the S word.  All they can think is of a call centre filled with people making unsolicited calls to a phonebook full of people.

But that’s not it at all.  A script is simply a system.  A replicatable process to help keep you on track with the sale.

ALL sales should go through the following 7 part cycle:

1. Hello/Initial Rapport Building

2. Question Asking

3. Digging Deeper and Finding A Need

4. Offering a Solution to Fill that Need

5. Closing the Sale (more below on this)

6. Handling Objections

7. Following Up/Fulfilling

And that’s it.  Most people overcomplicate sales, but as you can see above, all you’re really doing is saying hello, finding a need, showing you can solve it and then asking if they would like to use you.

When you break it down, it makes things a lot more simple.

My advice is to really look at WHY you’re different to other coaches and discover the problems you solve…then all you have to do is listen…!

The rest will take care of itself.


3. The Close.

Again, most people try and over complicate this one.  They want to have a 5 step closing process, or a checklist to ensure everything is perfect.

Well….it doesn’t need to be perfect.

I’m going to share with you a secret that not many people know.

1 out of every 8 sales people are too scared to pick up the phone and make the sale, and of those, only 10% will ASK for the sale over the phone.

It astounds me.

They say things like: “Ok well I will send you some more information via email” or “I’ll speak to you a little later on and we can do a bank transfer.

That’s a rookie move.

You need to ask while they’re hot.

If you know in your heart you can help these people lose weight or pack on muscle, then you’re doing a disservice by not asking them to exchange money for the information and services you offer.


4. The Follow Up.

The biggest mistake that most coaches make is that they think just because someone says no, they think it means no forever.

What it really means is the offering does not solve a current problem.

The good news for you is that people are always getting new problems.

Which means you need to be constantly working on solving these problems.

And when you do have solutions, this is when you need to be following up and letting people know.

Don’t let those leads go cold.

Follow up with them.  Continually provide value and stay front of mind.  This is how you really make massive waves and how you will stand out light years above your competition.

And that’s it.  Those are the 4 biggest pieces of advice I would share with you if you want to be ‘phone fit’

Use them.

Print this off and put it on your wall.

Share this with anyone who needs a sales kick….

This is what separates the 98% from the 2% out there.

Which camp do you want to be in?

Enjoy your day.

Hayden

 

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