How to practice your sales techniques
Lesson 54 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
How to practice your sales techniques
Lesson 54 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
54. How to practice your sales techniques
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
How to practice your sales techniques
So how can you actually practice your sales techniques? There are three different ways. The first way, really, really simple, do plenty of sales calls, plenty of sales calls. You could even go one step further. And if you didn't want to do it with a real client, you can basically have a conversation and maybe get a friend to pretend to be a client and handle objections that way, which is ultimately what the main sticking point is for most freelancers and people who are service providers. And the second way that I would suggest is to record yourself seeing certain things and then basically copying that particular script in a car or, you know, maybe, you know, when you're in the gym or whatever and by listening to that constantly and really kind of fine tuning that in your brain and imprinting it into your memory. When you see it in a client call, it's going to just roll off your tongue very effortlessly. And that can be a really powerful thing. And it can sometimes be the difference bet...
ween a client thinking you're super confident and really capable and not so confident and not so capable. And So the third option that I would suggest if those two options don't really work for you is to basically take a note or capture all of the main objections that clients generally give you as you collect them and as you go through more sales calls, and then when you get those objections, record how you actually reply to them, see how it works and then take a note and actually log all of the objections and all of the answers that you're gonna give in regards to that objection. So if I get an objection, like for example, I think that the time that it takes to find a brand name of seven days is too long. I know that if someone gives me that objection, I've had that exact same objection maybe 100 times in the past like couple of years. So I know that the type of answer that works is something along the lines of Joan. It is seven days to find a brand name can seem like a long time. The reality is that if in our experience and you know, the fact that I've worked in multiple branding agencies before I actually started my own agency, if it's taking less than seven days, there's probably corners being cut. And I know for a fact that you are not someone who wants to cook corners and you want to do this properly because you're investing time and energy and money into finding the best solution. And to be completely honest, I would rather take 10 or 15 days for the process, but seven days is enough time to get an initial presentation over to you. So what I'm basically saying is that the seven days is seven days because we have to do a certain amount of process and a certain amount of steps before we actually create the presentation. It's not just a case of just bashing some names on a presentation and just send it to the client because it doesn't work like that. What we're actually doing is we're taking the objection that the client has and turned it into a benefit because we're not going to cut corners, we're going to do everything properly and that takes seven days. So those are the three most common ways that I personally would practice sales techniques if you're not very confident or you just need an extra little bit of practice. So I hope you find that helpful and without further delay, let's move on to the next lesson. I'll see you there.