So how can you come across as being super confident on a sales call? Now, there are a couple of things that I'm going to mention in this particular lesson which are going to not only help you to become confident in sales calls, but just more confident overall within your career. And I know this because over the past decade, I have struggled with confidence myself when imposter syndrome hits during the start of your career, when you're not really 100 per cent, sure if you're any good slowly but surely this is kind of the first hack ultimately to being super unbreakable in regard to confidence when you are on a sales call, you need to build up multiple layers and levels of evidence that you know what you're talking about. So what do I mean by evidence when a client says to me, how do you know your naming process works to find the best brand names within each industry before when I first started, I couldn't really answer that question. And ultimately, I just had to say I read a few books ...

and it worked for them. So I'm going to try my best and we'll see how things go. Now, that level of confidence is only going to be able to close a certain type of client who has a certain budget because a client is not going to spend $1000 on a brand name if they're not 100 per cent certain that the process is going to work. However, a client may spend $100 on a brand name on a process, not 100 per cent will be sure works, but it's worth giving it a shot. Now, after 78 years of developing brand names for company and going through the process again, again and again, thousands of times, I now have lots of evidence that I know that the process has been refined to a point where it works effortlessly and flawlessly. So that if a client says to me, how do you know if your process even works? I can say, well, you know, it's worked for thousands of other companies before and that's our portfolio and you can check that out yourself in your own time. Obviously, I wouldn't say it like that, that seemed or came across a little bit rude. But ultimately, you need to have evidence that you know what you're talking about. So a portfolio or something of that nature is a great thing to back you up when you are stating things within a sales call. Now let's talk about a sales call specifically and how you can become more confident on a sales call because having a great portfolio and a stack of evidence to support that, you know what you're talking about will give you a level of confidence in the sales call because you know what you're saying works and you know that you've been through the process a million times before. Another thing can be super, super important when trying to come across as confidence in a sales call is simply knowing your stuff. And I know that's kind of connected to having evidence. But hear me out for a second, if you understand a topic to a degree where the client needs to be shown and guided and supported through that process and learning journey. So they can realize why you chose that color or why the website is structured that way or why the copy writing that they did wasn't as persuasive as the one that you did whatever the service is, it doesn't really matter. You need to be able to give the why as to why you're doing things. So let me give you an example in certain geographical locations in the world, certain colors mean certain things, OK. So red in China, for example, means happiness. So red in China, for example, may mean something completely different to what it means in the UK. So with that in mind, imagine you're working with a client and you are developing a color palette for their brand and they want to appeal to an Asian audience. OK? That's their target audience. And this year I want to use the color purple. But, you know, through research and understanding that the color purple represents something bad, which doesn't match the client's brand and what the brand wants to actually communicate, you can say it to the client and this is how I usually phrase it. OK. So you want to use the color purple? That's absolutely fine. What I'd like to do because I know from research that we've, you know, read a couple of months ago when we were working with another client, very similar to yourself. The color purple in that particular circumstance may not mean what you want it to mean and that could actually damage the brand potentially over the long term. Now, I'm not sure if that's the case, but what I would like to do, I can explore some tones of purple, which maybe take us away from that potential danger. But also like to explore a couple of other color palettes we could potentially have to choose from. Is that ok with you? And only a client who has a massive ego is going to say no to that. Basically, when a client has a certain idea as to how their brand's going to look how their brand wants to feel. You are ultimately guiding them through this decision making process and you have to use your expertise to guide them through the journey to make the best decisions. There is a lesson later on in the course where you ultimately position yourself in a way where you are smartly guiding the client to make the decisions for the business. But you're ultimately persuading them how to make those decisions, to help them get the best results. It's covered in a lot more depth later on in the course. But I just wanted to note that this particular a lesson, it is going to be super, super important for you. Now, lastly, the last tip that I have for you to come across a super confident in a sales call is to basically disagree. Now, I know this may seem a little bit counterproductive because you're ultimately trying to get a sale. So why are you disagreeing with the client? Well, when a client is saying something that you potentially don't agree with and this doesn't always happen, it just happens sometimes, but maybe a client shows you their logo and their logo is, you know, not great. It looks, you know, very amateurish looks like it was done by a three year old on paint, you know, from 1998. I in that moment in time can do one of two things. I could either pretend that it's a good logo and basically say, oh yeah, like, you know, maybe with a little, you know, tweak here and now we can make something, you know, make something good or I can just be completely honest and completely disagree with the client and say, OK, so in regards to this particular logo, I, you know, I can, I can see what the designers try to do. However, based on what a logo needs to do for a business, there are certain things that are really important when a logo has been developed for a business. So for example, it has to be scalable, it needs to ultimately be able to work really big and super small. Secondly, it needs to be able to work in any one color. This logo here has 50 colors in it and that is going to make it extremely difficult for that logo to be applied to different backgrounds throughout the course of using that particular brand market. And lastly, the logo has to be relevant. Now, from what I've spoken with you about on this particular call, I don't really get how this logo connects to what you're trying to communicate. So would you mind just kind of explaining to me how this particular logo kind of connects to what your brand's trying to communicate? Or maybe obviously, this is completely fine as well. Was this just a logo that you just like the look of? For example, you elaborate a little bit more and in this circumstance, the client will know that you're not just there to get that money, you're there to be an expert and actually persuade them to make the best decisions for their business your job as an expert and as a doctor, the helpful doctor theory, like I've just mentioned earlier on, on the course is to be as helpful and supportive as possible and to guide the client to making the best decision. Now, what this doesn't mean is you give them a solution before they pay you. This doesn't happen, we'll cover this more later on the course. At this point, you simply want to be able to be as helpful as possible and be confident in what you're seeing, which all comes from information and knowledge. OK? And if that means disagreeing with the client, then by all means you have to just do it in a certain way and you need to obviously tone your words in a way where the client knows, you're just trying to be helpful because they just don't know what they don't know. Most clients don't know that the scalability of a logo is super important or for example, certain typefaces and fonts seem a little bit more traditional and historic because they were developed in the forties. For example, these little things, these little facts and these little pieces of information are going to help to reinforce and give you confidence in what you're seeing on the sales call, which is far more effective than just pretending to put on a mask and trying to fabricate the fact that you actually know what you're talking about. So always invest in your foundation of knowledge, make sure that once you pick your niche, which is later on in the course, we'll cover that a little bit later on. We need to make sure that you are so knowledgeable in regards to that particular instance. And that particular problem that you can speak with complete confidence when you're speaking to a client on a sales call. Anyway, hope you find this less than helpful. I'm looking forward to seeing you in the next one. I will see you then.

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Scott Lancaster

Scott Adam Lancaster is the leading strategist for startup brands in the world, a serial entrepreneur, Fiverr Pro branding consultant & educator. His online brand building academy has helped over 25,000+ entrepreneurs successfully build their brands to date. He is also the director of Clementine House, a well respected branding agency of 10+ years, specializing in strategic brand development.

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How to come across as more confident

How to come across as more confident

Lesson Info

15. How to come across as more confident

Lessons

Getting over the fear of rejection

Why you should leave a Zoom call after 3 minutes

How to never chase clients ever again

How not to feel nervous on sales calls

How to not take it personal

Slow & Steady vs Fast & Many

The importance of being accountable

The importance of being invested and excited

Understanding the difference between features VS benefits

Assignment - Mindset & Motivation segment

Helpful Doctor Approach

Breathing method for better sales calls

Managing your clients’ expectations

How to smartly discover your clients’ budget

How to come across as more confident

How to improve your pacing

How to structure a sales call

Ghost Opening Method

High converting sales funnel

Shock Method

The Halo Effect

Organizing portfolio to win more clients

Build trust using science

Showing calendar during call

Building unbreakable rapport

Sharing relevant stories

Using numbers to make prices make sense

Using urgency and scarcity

The parrot and captain technique

Using FOMO

The power of mirroring

Always put your clients’ needs first

Assignment for sales techniques

The one who cares least wins

How to price your services

Handling clients who are bullying you

Connecting with clients’ dreams

How to use trial closes and assumptive selling

How to overcome challenging objections

When to mention pricing

Assignment for negotiation techniques

How to get video testimonials for your website

Setting up automated Calendly meetings

How to strategically improve your website using Hotjar

How to get more clients

How to get clients to pay more

Do you need to be liked as a salesperson?

3 reasons why freelancers lose sales

What makes a good vs bad salesperson

How many options should you give clients?

How to know when a client just wants a discount

How to know when a client is interested in your service

When a client doesn't reply

How to practice your sales techniques

How to ask high-quality questions

Which social media platform is best for getting clients

Which social proof is best for winning new clients

How I sold a 10k website with one single email

How to manage prospects and follow-ups

What to do when you screw up on a project

How to handle a client who wants a refund

When a client wants lots of revisions

How to spot a nightmare client

How long should you small talk?

Should you spend time creating proposals?

How to get a sale without being too pushy

What to do when a client says you are too expensive

Assignment - common questions

Realizing who your most valuable customer is

How to use discounts to charge more

Price anchoring technique

Creating product flow and product expansion

How to win client loyalty for the long term

Last assignment project