Breathing method for better sales calls
Lesson 12 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Breathing method for better sales calls
Lesson 12 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
12. Breathing method for better sales calls
Lessons
Getting over the fear of rejection
04:23 2Why you should leave a Zoom call after 3 minutes
04:24 3How to never chase clients ever again
04:13 4How not to feel nervous on sales calls
05:23 5How to not take it personal
05:46 6Slow & Steady vs Fast & Many
06:11 7The importance of being accountable
04:12 8The importance of being invested and excited
04:56Understanding the difference between features VS benefits
04:48 10Assignment - Mindset & Motivation segment
02:39 11Helpful Doctor Approach
03:58 12Breathing method for better sales calls
02:40 13Managing your clients’ expectations
07:41 14How to smartly discover your clients’ budget
05:29 15How to come across as more confident
09:18 16How to improve your pacing
04:19 17How to structure a sales call
09:28 18Ghost Opening Method
04:18 19High converting sales funnel
09:17 20Shock Method
04:41 21The Halo Effect
03:04 22Organizing portfolio to win more clients
03:23 23Build trust using science
02:42 24Showing calendar during call
03:57 25Building unbreakable rapport
04:33 26Sharing relevant stories
02:44 27Using numbers to make prices make sense
03:21 28Using urgency and scarcity
04:38 29The parrot and captain technique
03:31 30Using FOMO
02:51 31The power of mirroring
04:38 32Always put your clients’ needs first
03:34 33Assignment for sales techniques
01:53 34The one who cares least wins
03:27 35How to price your services
06:38 36Handling clients who are bullying you
04:11 37Connecting with clients’ dreams
04:07 38How to use trial closes and assumptive selling
03:17 39How to overcome challenging objections
08:20 40When to mention pricing
03:59 41Assignment for negotiation techniques
01:22 42How to get video testimonials for your website
03:53 43Setting up automated Calendly meetings
02:35 44How to strategically improve your website using Hotjar
02:23 45How to get more clients
05:02 46How to get clients to pay more
04:34 47Do you need to be liked as a salesperson?
02:56 483 reasons why freelancers lose sales
05:27 49What makes a good vs bad salesperson
02:44 50How many options should you give clients?
01:32 51How to know when a client just wants a discount
02:40 52How to know when a client is interested in your service
02:00 53When a client doesn't reply
03:28 54How to practice your sales techniques
03:04 55How to ask high-quality questions
02:48 56Which social media platform is best for getting clients
03:54 57Which social proof is best for winning new clients
03:27 58How I sold a 10k website with one single email
02:58 59How to manage prospects and follow-ups
04:14 60What to do when you screw up on a project
02:38 61How to handle a client who wants a refund
04:10 62When a client wants lots of revisions
03:32 63How to spot a nightmare client
02:17 64How long should you small talk?
01:07 65Should you spend time creating proposals?
01:35 66How to get a sale without being too pushy
01:22 67What to do when a client says you are too expensive
03:46 68Assignment - common questions
01:32 69Realizing who your most valuable customer is
03:32 70How to use discounts to charge more
01:53 71Price anchoring technique
02:43 72Creating product flow and product expansion
02:34 73How to win client loyalty for the long term
01:09 74Last assignment project
04:14Lesson Info
Breathing method for better sales calls
OK. So we get into a sales call and we feel a little bit anxious and nervous and we're not really sure why it's happening, but we don't feel at our best. At that point, there are two things that you could do. The first is you could just soldier on and just try and get through the sales call as possible until it ends. And then all your anxiety and nervousness just falls away. Or the second approach is to take a step back while the client's speaking. And what I mean by brief is just really focus on your breath just for a couple of seconds just to get you back in the present moment because when we're worrying and we're anxious and we're nervous, there's usually a reason for it. We usually don't feel very comfortable. We're definitely not in our comfort zone for sure. Now, when that happens and we start to rush and talk really fast and get super nervous. I certainly have some sales recordings, which I'll add a little bit later on in the course to show you when that happens to me when I hav...
en't dealt with it in the best possible way it is always usually better to take a step back and just calm down a little bit and you can do that by just breathing. So what I usually do, and this is a really simple exercise. You can do literally while you're on a sales call with someone. If you are feeling a little bit anxious or nervous, just take a nice deep breath in subtly through your nose and then really slowly let it out really unnoticeable and the client will never know. And if you're still nodding and engaging in the conversation, which you can breathe and listen at the same time, you know, we're all talented in that sense. It's really going to help you to get across that you are confident that you're calm and that you are not nervous or anxious because what a client's going to think if you're nervous or anxious or trying to rush through your conversation with them, a client's going to think a few things. One, if you're rushing through the conversation, they think they don't think I'm important. So they're not going to take care of me. They think I'm just another client. Secondly, if you're nervous or anxious and they can see that they think they can't be confident. Are they capable of providing the service that I need them to? So ultimately breathing and understanding how to breathe in a subtle way during a sales call can really help you to just gather to really center yourself and then to really execute the sales call to the best of your ability without feeling anxious or nervous. I hope that this lesson helped and I hope that you use this exercise when you do maybe not feel 100 per cent and you do feel a little bit anxious and nervous throughout a sales call in the near future. Other than that, thank you so much for attending this particular lesson and I will see you in the next one.