You have to sell to accomplish anything in your business, whether that’s to make money or impact lives. This week on the #PrettyAwkward Entrepreneur Podcast, I’m walking you through my six-step sales process that is super simple. I also love this process because it makes you feel human and it’s not robotic in any aspect.
But before we dive on in, let me introduce myself. My name is Megan Yelaney, and I have built two six-figure businesses and one multi-six-figure business by fully embracing my authentic self and not trying to hide the quirks that make me, ME.
So if you’re a female entrepreneur looking to learn, grow your business strategies and mindset, and scale your biz to multiple six figures while having fun doing it…you’re in the right place, girl! Because I made this podcast exactly for YOU!
And today, we will be talking all about my six-step sales process to super simple selling like a human! And for even more deets on everything outlined below, be sure to tune in to episode 68 on your fave streaming platform.
First, you want to set the agenda. Assume it’s going to be a yes, don’t go into your sales call with a mindset that you have to prove yourself and that you have to convince them. We aren’t in the business of convincing, never try to convince someone. You’re simply helping them get answers out of themselves. Go in thinking it’s going to be a yes, have no doubt, and have that confidence. Get in energy where you’re positive and remember this is not about you. This isn’t about how you look, it’s about the client. If you make it about them and make them feel heard and loved, that’s how you sign clients. You don’t need fancy scripts or scripts at all.
Secondly, you want to make some small talk. Keep it short but make sure you implement small talk, acknowledge how their day was or how things are going. Connect with them one on one as a human, people try to skip this but remember to be a human. It doesn’t have to take 20 minutes, just a short brief conversation. For example, if I was on a call with someone who lived in California, I know with everything happening right now they’ve had some wildfires. Take the time to ask about it, just recognize that they’re human too.
Once you’ve set the agenda, say something like, “I’m really excited about this call, I looked over your application, looks like this can be a great conversation. If I think at the end of this, you are a great fit for my one on one coaching, do I have permission to invite you to join?”. I’ve never had someone say no to that. Next, evaluate. Envision and see what they want in the future. What are their goals and what do they want to achieve? I like to think of this as big picture vision, this gets them really dreaming.
Sometimes applications can be limiting when they answer this, so go deeper with them. Find out the purpose behind their goal. Especially if you are getting on a sales call for a higher-priced program, don’t have them only think as far as next month, because they will only think of your investment for the next month. This gets them thinking short term and not long term. The foundation you teach them in your service is something they can use forever, the return on the investment is so much bigger than the time the actual program lasts. Make sure you convey that.
After evaluating their vision, what are their strengths? Find out what’s already working. If they immediately get into a headspace of thinking about weaknesses or obstacles, people will say no to your program most likely. This is due to them not believing in themselves. So, instead ask about strengths first, strengths they already have to start leveraging. Help give them ideas, write the strengths down. Repeat them back to the potential client and share how you can use those strengths to get to those goals mentioned earlier.
The next part is breaking down obstacles. Where are they struggling? Figure out what is holding them back from seeing their goals come true. This won’t be hard for them to answer, they may list off a bunch of things. Have their application open while they answer and repeat back answers they left. Write down what they say, reiterate it back to them. This is where you want to show them how you’re going to help them.
Now you provide a prescription, acknowledge the obstacle stopping them from hitting their goals. Share how you will help them overcome this obstacle. Share tools, strategies, anything that may help them. It’s also very powerful if you can provide a testimonial from a similar client who had the same situation. Share a testimonial of someone else who had the same obstacle and how they overcame it.
If they are onboard and loving everything so far, you want to create accountability for the next call. Assume there is the next call. It’ll either be a follow up to sign them or the first call of you both working together. Give them a journal prompt, tell them to log their food, whatever it is relevant to your coaching specialty. Then, let them know you’ll review it together on the next call.
It’s now time to make the invite. Summarize the vision, the strengths, the obstacles, how you will help them, and make the invitation. Let them know based on this information, they’ll be a perfect fit for whatever program it is you offer. Let them know you’d love to have them join. After you’ve said this, stop talking. Let them respond. The whole point here is to build excitement for them about the vision and the idea of overcoming their obstacles. They’ll most likely ask questions about cost and time. This is when you can dive into logistics and share those details. Don’t get off that first call until you set up a second call.
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This system helped me make roughly 1.5 million in sales in under 2 years, it works. This is the template through everything and helps you write content that cares about the human at the end of the day. That’s what’s missing from a lot of sales, the human element of listening to people. So go be a human!
I have a sample sales script you can gain access to within our Client Attraction Academy program. You can join the waitlist today at this link.
Or, if you want a freebie option, check out the free high ticket client guide here as well!
And as always, stay safe, stay healthy, and stay #PrettyAwkward!
Thank you so much for taking the time to check out the #PrettyAwkward Entrepreneur Podcast. I would LOVE to have the opportunity to connect with you, check out my #prettyawkward Female Entrepreneurs Create Impactful Passive Income free group on Facebook!
I have helped HUNDREDS of women get their unique coaching voice and find their soulmate (clients that is!)
Because I’ve been there too. I went from wanting to be a health and fitness coach...trying to take awkward booty pooping selfies, to embracing my #prettyawkward style and scaling my coaching business past six figures.