Sucessful sales calls: A critical moment
It’s one of the most defeating moments as a business owner. You’re on a call with a dream client who’s shown interest in what you offer. The conversation is going great. You’re riffing, they’re smiling, and you walk them through your service with all the enthusiasm in the world, exaggerated hand gestures and all. They’re nodding along, fully engaged.
Then comes the clincher.
You: So, what do you think?
Them: I’ll think about it.
Your heart sinks. You know the chances are high that you’re about to be ghosted. You gave it everything, but it wasn’t enough.
On average, how many sales calls or discussions with potential clients go exactly like the one I’ve just described? And how many successful sales calls does that leave you with? I know how disheartening it feels, so let’s try to increase that number of successful sales calls right here and now.
First, let me share a quick story—bear with me.
What’s Going Wrong with Successful Sales Calls?
Imagine this: You’re running late again. Your other half, and even more terrifyingly, their mother, are going to eat you alive if you don’t get to this wedding on time. You barely know the couple, but it’s a make-or-break situation. You’ve got to be there on time.
You’re at the train station, trying to figure out which train to catch. You approach a staff member and ask, “What’s the fastest train to [wedding destination]?”
He ponders, adjusts his tie (which suspiciously resembles the train seat patterns), and after a lengthy pause, begins, “The train on platform 1 does 8.5 miles in 10 minutes. But the train on platform 2 does 25 miles in 30 minutes.”
You’re confused, wondering if he’ll ever give you a straightforward answer.
He starts rattling off train stats, overloading you with details you didn’t ask for, as a train pulls in. Suddenly, someone grabs your shoulders and pushes you onto the train. “Platform 1—this is the faster train. It goes 51 miles an hour, while the one on platform 2 only goes 50 miles an hour,” says a hurried voice as the doors close.
The train speeds off before you even glimpse the person who saved the day.
Do you want to be like the information-overloading staff member or the clarity-providing angel in your successful sales calls?
The angel, of course!
The Moral for Successful Sales Calls
When you’re talking about the cost of your services compared to the benefits, it has to be super simple. So simple that someone half-listening and daydreaming about dinner can instantly see the value. The best successful sales calls avoid information overload and focus on clear, relevant benefits.
Successful sales calls come down to clarity, simplicity, and value—making it a no-brainer for your clients to say “yes.”
What makes a successful sales call?
Unless you’re saying to your prospects, “You’ll make/save an additional £X while only paying me £X, which is £X you wouldn’t otherwise have in your pocket”, then you’re not making it simple enough.
It sounds so obvious that we’re blind to it. We’re already doing the maths in our own heads and seeing clear as day the amazing deal we’re offering, but you can’t assume your prospects are doing the same. You’ve got to make it clear as day for them too. And walk them through the maths so they can see you’re not making it up.
But how do you come up with such a calculation? That’s exactly what I teach in The Ian Genius Methodology. If you want to find out how to get your hands on the calculation to simply and clearly demonstrate your value honestly, and the rest of The Ian Genius Selling Without Selling Methodology.
You don’t want to miss out on other blindingly obvious ways to help more clients, do you?
If you need to talk to me about Sales Training please email me on: ian@iangenius.co.uk or call me on 07563 141242
