The One Call Close

The Definitive Guide to Closing 70%-80% On The First Sales Call

It is MORE than possible for you to close 70%-80% of sales with just ONE Sales Call.

And it doesn’t have to be complicated or difficult. That sounds like a big promise, I know, but it is true.

You may be asking yourself… how?

Have a simple sales system dedicated to ONE thing… getting you more sales…more easily

It is really that simple…

READY TO LEARN HOW TO MAKE IT HAPPEN?

Download The One Call Close Workbook

The workbook is your companion to map out everything you need to do, so you have it all in ONE organized area, and can stay on track!

Contents

Lead Generation

Attract Qualified Leads

Pre-Work

The Foundation

Step 1

Validate Their Decision

Step 2

Know Their Why

Step 3

Custom-Tailored Benefits

Step 4

Highlight The Value

Step 5

The Obvious Choice

Step 6

The 2 S’s

Step 7

Closing The Deal

Lead Generation

Attract Highly Qualified Leads

Getting People Into Your Funnel

  • It is important to attract & qualify people and get the RIGHT people on the phone.  The three videos below quickly explain different strategies to get people on the phone.  
  • The reminder of the guide is how to conduct the strategy call and get the sale in just one call. 

Authority Content

Video Training

Organic Marketing

Paid Marketing

Pre-Work

The One Call Close Foundation

The “Benefits” List

Warning: This involves work and it will take time.  But if you want to truly change the trajectory of your business this is a MUST!

Difference Between Benefits and Features

Benefits = things like accountability, more free time, less overwhelm, improved relationships, increased profits

Features = e.g. 3 one-hour coaching sessions once a month

1.  List detailed features you offer

  • What customers get when they buy from you.
  • List options, individual parts of the offer etc.
  • Nearly every offer should give you 100 or more

2. List all the benefits of each feature

  • How is that feature to the prospect’s advantage? 
  • What does that feature do for them?
  • Look at all those benefits to buying your product or service.  Notate the most powerful and impactful ones.

3.  Assign a value and a price to each. 

  • Value is what something is truly worth.
  • Price is how much something actually costs.

Bonus: Create Offers That Sell

Create packages/offers based on the individual items

  • Group features to create 1-2 base packages (if you already have packages modify them as needed).
  • Be very specific about the features included in your packages
  • Any items that are not in a package can be an add-on item.
  • This way you can easily quote final prices and show values during your sales call

To help you design your package, ask yourself these questions:

  • How can I package what I offer that gets better results and keeps clients staying with me for more than just one session at a time?
  • What quantity or frequency level would give my clients the most beneficial end-result?
  • What longer-term or recurring packages can I offer using either time periods (eg. 6 months) or bundled sessions (eg. package of 12)?

When speaking with your prospects always emphasize benefits rather than features.

The “Why Buy” List

  1. Make a list of why someone should buy from you, instead of a competitor that sells the exact same offer.
  2. List why customers should buy now vs later.

These are much shorter list and should include 5-10 reasons

The “Comparison” List

  1. Make a list of things you can compare your product to that will solve the same problem. I will cover when to use this later. 

The “ROI” List

  1. Make a list of how your product pays for itself
  • How is investing in your offer cheaper than doing nothing?
  • How does your service directly increase profits?

How to use your lists

  1. Now you have lists of a few hundred reasons why someone should buy your offer….at your fingertips.
  2. You’ll have reasons to buy from you, and reasons to buy now.
  3. You can use them to create custom-tailored benefits (we will discuss later), overcome objections, and close in one call
  4. Study these lists often so they become second nature to you.

 

Step 1

Validate Their Decision

Validate Their Decision

  • At the beginning of the call show independent evidence that reassures your prospect, they are on the right track.  And validates their decisions.
  • This can be third-party charts, graphs, stats, or quotes.

Step 2

Know Their Why

Four Questions You Must Be Able to Answer

At the beginning of the call, these 4 questions need to be answered:

  1. What is their top priority?
  2. Why do they want to make things better?
  3. What is their biggest problem stopping them?
  4. Where are they now?

    The “Why” Funnel

    You must get a #1 goal from them, something they want to focus on and WHY

    • Why is this goal important?
    • Why is it number 1?
    • Even if it sounds obvious like “get more sales” or “book more clients”, ask them why.

    Question Bank

    Use this question bank to find out your prospect’s top priority and why.

    The questions will vary depending on your business but the first question to always ask is:

    “What made you decide to invest the time today to have this conversation?”

    Current Condition

    • What is your biggest challenge currently?
    • How would you rate your satisfaction in this area from 1–10 (1 being the lowest and 10 being the highest)?
    • What are you happy/unhappy with?
    • What do you want to change/keep?
    • What could be better, faster, or easier?
    • What do you wish they had to do less of?
    • What is working for you?

    Desired Condition

    • What’s future do you want?
    • What are your goals? 30 days, 90 days, 1 year?
    • What does your ideal world look like?
    • If we could wave a magic wand, what would your business/life look like in 6/12 months’ time?”

    • Why do you want to accomplish this goal?

    What’s Stopping Them

    • Why haven’t you changed or accomplished your goals?
    • What’s preventing you from having what you want?
    • What problems can you see going after those goals?
    • What are your fears?
    • What have you tried before?

    Tips

    • Get as many goals as possible.
    • List out each goal and ask what’s preventing from having it
    • Ask why until you feel you have reached their real wants.

    Confirmation Script

    Ok, it sounds to me like you want to [#1 priority], and at the moment you [current status]. But in order to get there, you need to [first roadblock]. Does that sound right?

    Step 3

    Present Custom-Tailored Benefits

    The List Gives You Power!

    When you present your offer, focus on the value and emphasize the benefits. This is where your Benefit List comes in handy. You have a lists of perhaps a few hundred reasons to buy your offer….that are easy to access.

    The list gives you power. Your offer now becomes this instrument you can custom-tailor to your client

    • You can now pick and choose the benefits that really apply to the customer’s specific situation. Thanks to the previous section you know exactly what that is.
    • You may only need 10-15 of the benefits you have listed. The rest won’t apply to this prospect
    • Never mention features or benefits that don’t apply to the prospect. That kills sales because the customer will start thinking the offer is not for them or they will be wasting money on things they don’t need.

     

    Step 4

    Highlight The Value

    Take Value Inventory

    Take Value Inventory

    • Think about the value you offer. The transformation you promise. What’s it worth to them?  Remember, you’re not selling your service. You’re selling the results. Nobody is interested in your services. They are interested in results.  They are looking for solutions to their problems.
    • Create a list that details the value you deliver to clients as part of your services or programs, for example accountability or more free time.
    • Can be a list you share or you can verbally tell them.
    • This creates a price expectation that shows your price as a bargain.
    • and have the prospect put in what they think is real. Then I have them total up the values…based on their figures. Nobody ever argues with their own figures.

    Some examples to get you started

    Find Out the Cost of Them Staying Where They Are

    With these questions, you highlight the seriousness of their current situation and its effects on their life.

    For example:

    What is it really like not earning enough money/not spending enough time with your children/being overweight/not being who you are meant to be?

    or

    How much time do you spend working on this area without getting the results you want?

    Get them to see the possibilities that are there for them with the right support.

    For example:

    If you could get 3 more clients a week what would that mean?

    or

    If you had the right support and lost 10 pounds how would that impact your life?

    Step 5

    Make Your Offer The Obvious Choice

    Value, Value, Value

    A customer’s decision to purchase your product or service comes down to a calculation based on perceived value versus price.

    The truth is value is relative and is greatly influenced by a person’s immediate need. Food is more valuable than a coat when you are starving.   Dance classes have no value if you hate dancing.

    You understand your prospect’s biggest goal and why it is important to them.  Highlight the value as it pertains to that goal.

    A busy mom may want to hire a virtual assistant so she can have more time with her kids.  A person want to hire a trainer so someone can hold them accountable.

    Help Them “Shop Around”

    Here is where you will use the comparison list.

    People like to feel like they have shopped around, researched, and is making the best decision. Help your prospect “shop around” by showing them their other options.

     

    • Show your prospect 1-2 offers other than yours.
    • Neither of them should relate to your offer. They are merely mentioned to eliminate them from consideration.

    Example:  “Of course, you could spend hours, days, weeks, and months learning how to build an automated sales system yourself. But then you will have to learn about messaging, copywriting, creating content, tech set up, marketing, going live…it really is a never-ending list.  So it will be slower, you will have to work twice as hard and it is more costly. But it’s an option to consider. What do you think?”

    • And now that option is out of their mind, and off the table

    Give Them Two Options

    A lot of times people need to “think about it” because they want to make sure they have compared all the options before making a decision.  You can fill this need by comparing options for them during your call.  

    • Give two slightly different offers.
    • Make sure it is the same product but with different options.  Don’t make the choice between two completely different offers.  This could cause them to focus too much on comparing the offers and ruin your chances on getting a decision on the first call.

    Options Type

    • Two different payment options 
    • Two options with added services

    Make your offer “Free” in the client’s mind

    When you deposit $100 in the bank, does it cost you $100? Of course not. The money is still yours, you just transferred it to another place. You can create the same thought with your offer

    You want the client to feel like the purchase is an investment that they will get way more in return for.  The money is still there but they just transferred it from their credit card to something else they own

    How do you do that?

    Get the prospect to come to the conclusion that the offer is worth more than they are paying, so it pays for itself and then some. You do this by asking the right questions. 

    If you tell the prospect something they will feel like you are “just saying that” or selling them. It may or may not be true.  But if they come to the conclusion on there own. It must be true.

    The “Free” Script

    You: How many missed sales do you think you have lost because you got to busy to follow up?

    Prospect: I am not sure

    You: That’s perfectly understandable. If you had to guestimate. How many this month 1, 5, 10 or more.

    Prospect: around 6

    You: How much on average do you charge?

    Prospect: $2,500

    You: So you’re saying you could have an extra $15,000 a month if you had followed up properly.  Is that right?”

    Prospect:  Yeah, that sounds about right”

    You: Well, when you put it that way, you will increase sales by $15,000 on top of having more time to spend with your kids. Am I hearing you right?”

    The Runner Up

    If you absolutely cannot make your offer feel like it’s free, than you must make the price much easier to accept.
    Breaking the price down to $5 a day vs $5,000 will make it easier for your prospect to accept the price.

    Step 6

    The 2 S’s

    Social Proof

    People want to know two things 

    1. Your product works
    2. Other people want it.

     

    Prospective  feel reassured when other people are satisfied with your product or service. As humans, we often wait to see how we should react in situations, so we drop back and observe. No one wants to buy something no one else wants or that doesn’t work.

    The best way to reduce uncertainty and build trust with your prospects is to establish a strong relationship and use statistics, facts, figures, and testimonials to back up your claims. Provide examples, share real success stories and case studies.

    Scarcity

    People want what they can’t have…what’s in short supply. It’s just how we are

    If it is an exclusive (or limited) offer it raises its value in the prospect’s mind. They have FOMO (fear of missing out) and feel they need to act.

    How many times have you been in a shoe store and ask for your size?  The clerk says let me check and see if we still have some in stock.  They come out of the back and announce…”we have one more left.”  Oh, the joy and the relief. All of a sudden the shoes that you really didn’t want that badly become a “must-have” and there is no way you are leaving the store without them. 

    Think of ways you can position your offer as “in demand” but not available.

    Some ideas (if they apply)

    • Say you are raising the price at a certain date (or after so many people purchase). Explain that you are getting so many clients it is the next natural step.
    • Scheduled is almost book and can only take on 1 or 2 more additional clients
    • Mention that you have 2 or 3 more calls that day (or week)

    Step 7

    Closing The Sale

    Ask The Client To Buy

    The time has come to directly ask for the  business. So many people skip right past this part. But the point of the consult call is to book a new client. So ask for sell.

    Be confident when you ask for the sale. People will pick up instantly if you’re nervous and wonder why you’re hesitant and think something is wrong.

    Relax,  be bold, and ask this simple question.

    Does this sound like something you’d like to do?

    See that wasn’t hard at all.

    If they say “Yes,” confirm they’ve made the right decision and tell them exactly what the process is for getting started and thank them

    If they say “No” (or anything besides yes) you must overcome the objection.

    Tip: role play that part of the conversation when you announce the price or ask for the sale until you feel comfortable.

    Simple Ask For The Sale Scripts

    Script 1

    When would you be ready to get going?

    Script 2

    What date shall we fix for our first appointment?

    Script 3

    I’m really excited to be working with you. When shall we start?

    Overcoming Objectives

    A customer’s decision to purchase your product or service comes down to a calculation based on perceived value versus price.

    No matter what the sales objection is, your strategy will always be to direct your prospect’s attention back to the bigger picture. Focus on why they wanted to purchase your product or service in the first place.

    A customer’s decision to purchase your product or service comes down to a calculation based on perceived value versus price.

    No matter what the sales objection is, your strategy will always be to direct your prospect’s attention back to the bigger picture. Focus on why they wanted to purchase your product or service in the first place.

    1. First you need to make sure you hear them out and DO NOT interrupt.  

    • Listen for the real reason they are objecting. Where did you miss showing them the value?

    2. Clarify what they mean.

    “Do you mean…?”

    “Are you asking…?”

    3.  Restate and refocus the question.

    • Restate the question in a way you can answer and bring the focus back to the value it adds.

    4. End the answer with a question that indicates the sale is moving forward.

    Does that sound good to you?”

    “Would that satisfy you?”

    “Is this the kind of company you’d like to do business with?”

    “Can you live with that?’

    “Are you feeling pretty confident about this?

    Some common objections

    Best Objection Busting Scripts

    Script 1

     [Name], if there is any reason you would hesitate then you shouldn’t do this.  I only want to work with people that are sure that this is for them….the client who is so excited, they can’t wait to get [#1 priority of the prospect]. Is that you?

     Script 2

    On a scale of one through ten, one being no interest, and ten means you are completely sold and ready to buy right now…how close are you?”

    And if the prospect says “six” or higher, I keep going.

    Collect Payment

    Remember the deal isn’t done until there’s money in your account.

    Immediately after you get the yes, explain to your new client the next steps and collect payment. 

    Use software to make signing contracts & collecting payment while you are on the phone, seamless and easy.

    I use Proposify because I can:

    • present the proposal as an interactive presentation during the call
    • quickly adjust the price
    • have them sign the contract
    • and take payment in a matter of minutes.

    But you can use whatever software or app works for you.

    Prosposify Template by Belt Creative

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