This podcast will show you how to hold the frame on sales calls so that you get paid.
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Have you ever been on a sales call and have you ever felt like you are just answering questions? It feels like you are not in control of the sales call and when you ask them to pay, they say that they cannot decide immediately, because they have to talk to someone else to take the important decision.
Have you ever heard one of these excuses?
People give away their power early in the call. If you feel early in the call emotionally drained and answering their questions, then you will get really huge value from this podcast. You will learn how to avoid that by implementing these two techniques.
1. Controlling your tonality so when you are talking to people they respect you more and they do not try to take control of the conversation.
2. The inverted escalator technique. I have invented that technique myself and it works really well to maintain your frame and get people to pay at the end of the call.
• The first technique is: The inverted escalator technique!
Imagine that you are at the tip of the mountain. Instead of going up, the escalator is going down. The escalator is stopping you from making too much progress.
On a sales call, you are in control of the escalator and when the person reaches the top of the mountain, he is supposed to buy from you. You have to push the escalator down so that they do not feel like they are in control of the call. You are in control of how much progress they really make. Even though they are in control of their legs and they are going up the mountain, you are in control of how much effect their legs have on climbing the mountain.
Imagine that you are on a sales call and the person is convincing you to be allowed to buy from you. That means they are going up the mountain at a regular pace. But if you are convincing them to buy from you, it feels like they are going up the mountain too fast and they feel like that you are not looking out for them.
You need to carefully dish out the compliments. Only when they deserve to move on to the next part of the sales call, that is when you allow them to move on. If you move the escalator too fast, they will lose respect for you and they will feel like you are not taking care of them.
However, if you carefully let them go up the mountain at the pace that is best for you, they will be more likely to buy from you and they will feel that you are in control of the call, but you have their best interest in mind. That way, when it comes the time to pay, they are not going to make excuses and they will be more likely to pay you.
I have had clients who have asked me whether or not they should buy from me. That is because I have established a professional relationship with the buyer.
• The second technique is Tonality!
At the beginning my assistant was very scared while talking with people on sales calls. If you are very submissive with the prospect, your buyer will wonder why you are not asking questions and why you are not making him work for the conversation.
Afterwards, my assistant became more dominant and she started speaking in a neutral tonality. I am talking in a neutral or even downwards tonality and that means that I am the one asking questions and I want you to follow my lead.
If you do not do talk like that, people will take over the conversation from you. If you do not show that you want to lead the conversation, your lead will take it over from you.
That is how you lose sales. You let the buyer decide how they are going to buy instead of telling them and directing them to the purchase with their best self interest in mind.
