How to use trial closes and assumptive selling
Lesson 38 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
How to use trial closes and assumptive selling
Lesson 38 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
38. How to use trial closes and assumptive selling
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 use trial closes and assumptive selling
So how to use trial clauses and assumptive selling. So this is something that I personally don't really use as much anymore, but I do still use it. I use it just because it's kind of just a very natural thing now and I kind of use it instinctively. But also because I kind of know deep down after having a call with a client, like 90 per cent of the time, maybe 95 per cent of the time if a client wants to go ahead or not, because they're asking the same questions as I've heard a million times before of a client that signs up. Ok? Now, what is trial clauses and assumptive selling when you are in a position where you've diagnosed the problem? You are in a position where you can provide the service, you may say something along the lines of, ok. So what I'm going to do is I'll send you an email with a couple of different ideas in regard to packages. Let me know which one you want to go ahead with and we'll go from there. That is an assumptive close or an assumptive sale. I'm assuming that yo...
u're just going to choose a package. The reason that this works is it makes it a lot easier for the client to just say, yeah, I guess so. Choose a package and that's it. And we'll get started. It makes it a lot easier and it's filled with confidence because listen to how this other one sounds. Ok. So we've discussed all of your diagnosis. We know exactly what we're going to be doing. So, do you, do you want to go ahead with a package and I'll send it over to you via email? Do you see how they're completely different in one situation? We've had a good conversation and I'm sending you the packages to select one in the other. We've had the exact same conversation. But at the end for some reason, I'm like, ok, so would you like to go ahead? It doesn't make any sense, make it simple and easy for the client. Just use that exact line after you have a good conversation, just literally say to them and you don't have to make it awkward and you don't have to have an awkward conversation afterwards from somewhere within the call. You're going to figure out where this client just isn't really interested or maybe they're just kind of giving me lip service or maybe they just have too many options and they're probably not going to choose me. Maybe they are, maybe they're not, unless you assume the clause, you'll never know if you go to the end of a sales call and you say do you fancy working together? It just, it just seems so awkward. Just trust me the next time you finish a sales call, just say something along the lines of this. Ok, amazing. So I pretty much have everything that I need to move forward. Do you have any questions? Blah, blah, blah, blah, blah, blah. Ok, perfect. And let me ask about pricing there if they really want to know something to have some questions in regards to the packages that you offer. But if they don't and they say no, haven't got any questions then say great. Amazing. Thank you so much for your time. I really appreciate it after this video call finishes. I'm going to send you over an email including all the packages that we offer. Just let me know which one you want to go ahead with and we'll take things from there. Honestly, I know this takes a little bit of bravery, practice it and try it because when you use this and it succeeds and you get the sale, I want you to email me or message me or send me a message via courier pigeon and let me know that it worked because it is magical. Ok. I'll see you in the next lesson. Thank you so much for your time and I hope you're enjoying the course so far.