07 5 ways to get over selling on the discovery call
Hi, and welcome to Heart to Heart Sales, the podcast, and it's for heart led business owners who want more sales, who want to learn how to sell in a way that really never, ever feels like selling because it's completely authentic and aligned with everything that they want themselves and for their business.
If you're a coach consultant, a service provider, Aila. If you speak with your clients before they say yes to what you do, and this podcast is for you, I am Becky Cowell and I'm sharing everything that I do and everything that I've learned so that you too can build your service led business, gain more clients, increase your income and stay the wonderful, fabulous, you
Today's conversation is all around the discovery call and getting out of your own way because , oh my goodness, we can get in our own heads, can't we? When we are building up to this client conversation, that is probably quite important to us. it can really feel, a little uncomfortable.
So let's think about. And let's be honest and say that a discovery call is a sales call. It's a sales conversation. And that means nothing more than it's got a purpose, a direction, and a conclusion. And those three components of the conversation make it a sales conversation. It's not about persuasion. It's not about doing anything manipulative or underhand, but it is a sales conversation.
And I'm trying to normalize using those words for a lovely, connected conversation, because that's exactly what a discovery call still can be. So let's think about this. You've got a purpose. Is your service a good match for them, and is the client a good match for your service? You know the conversation works both ways, don’t you, are they right for you as much as are you right for them?
So remember that when you are going through the conversation, it's all about, can I really work with this person? Do I think they're gonna achieve the results, the transformation, that I offer, you know, do I think they're committed? And, challenge if, if you're not sure on those things, ask those questions.
So what else, the direction of the discovery call, you want a structure to your call? You want an ending to your call? Yeah. So you need to take it from the beginning to the end. And so that means having a structure creates an element of ease for you to have the conversation because you know how it's flow. You don't know the content of it, but you know how it's gonna flow and you know what you're gonna say at the beginning and you know, what you are when you're gonna make your offer. And all of those things really help the ease and the flow of the conversation. And it's key component, really, of everything that I teach it, it is that side of it.
And finally, your conversation has that conclusion. And it's a yes and no, and maybe, or, or whatever it is, but there is an end to the conversation and that's why it's a sales call. It's got a purpose, it's got a direction, it's got a conclusion. And once you understand that a sales call is an easy conversation to have, that really can slow so beautifully, then that takes away some of the angst of having the.
What else? What else, what else can help with that? Well, you know, reminding yourself, before you get on the call, actually taking a look at some of your testimonials and reminding yourself what great work you've done for your clients can really number one, lift your vibration, but number two, just cement for you, the results.
So the transformations that you've already made. Yeah, your clients have already had these moments that have just been so wonderful for them. And by reading those just before you get on the call, it really does help you get excited for the conversation because you're excited for the transformation that this client could have.
You know, we need to lose our egos when it comes to these conversations. Some of that's the big ego, you know, I remember, I think I've mentioned this before, but I remember, um, asking for a sum of money where it just didn't quite feel aligned. So I came across as a bit. Full shed a bit too over the top. And that was my big ego coming out.
You now you’re good enough. I, know, but it's actually the little ego as well. That, bit that goes, are they gonna buy and oh, am I good enough for this? It's like, actually this conversation is all about your client. And once you remove the thoughts about yourself and totally concentrate on them, Then the conversation flows with ease because it's all about them.
And the vibration changes because you are totally in the conversation with your client and it's none of it's about will they buy, am I good enough? You know, what do I say next? It's it flows because you are, you are confidently through this conversation. When we make our offers. Yeah. I, my tummy can flip over still.
One of the biggest tips that I can give you is just to remind yourself when it's time to make your offer, that you are helping them, because it's all about them. Yeah. And if you feel like they can get the transformation that you offer, Then, oh my goodness. Of course, you need to, to offer what you do and it's not fair to them if you don't, it's not fair to them.
If they don't have a fair transaction, either because if they invest in their futures, they are far more likely to make the changes that they need to make to go through the transformation that you offer. And if there's, if, if. Transaction isn't enough. They're not invested in their futures and therefore they don't do the work.
So please just remember that really you are helping them and you are helping them move forward and really invest in their futures and stay curious about. What your client wants, what they need, what's going on for them throughout the conversation. So even after you've made the offer, stay curious and really get into, you know, what's going on for them, because the more curious you are, the more they will open up and you can both have a much more connected conversation at that point.
So what are your takeaways today? Number one. A discovery call is conversation that has a purpose, a direction, and a conclusion. Number two, use your testimonials to really lift your vibe and to remind you of the transformations that you help your clients achieve. Number three, lose the ego. It's all about them. Number four, remind yourself that you are helping them to achieve those transformations and number five, stay curious, stay curious about what motivates them what's going on for them and how you might be able to help them. It's been lovely.
Thank you so much for staying with me today. I do hope you've enjoyed it. Apologies for any background noise, single glazed windows and a renovation house really don't lend themselves to a great sound on podcast! So thank you for bearing with me.
I have some exciting news for you. “Yes Please with Ease” is starting in September. It's my program that gives you all of the information, all of the frameworks, all of the tools, all of the skills and the practice to put them into place so that you get great at these conversations. So you’re able to have these conversations with ease and with comfort and with connection and all of those great things. So if you want to be one of the early birds, booking before the middle of August, when you book a place, you get a free place for your business bestie. I just thought it such a lovely way to spread the joy and spread the love. So if that is interesting to you, then the link is in the show notes, pop on a call and let's have a chat.
Okay. Take care. I am Becky Colwell, this heart to heart sales, the podcast, and if you can rate and review the podcast, I’d be really grateful.
I'll speak to you next time. Bye for now