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You open up your email and there it is.

Someone’s interested in working with you.

Ahhhhh, YES!!!!

Everything you’ve been working weeks, months (or even years for) all comes together at once.

This is your big break, everything’s about to change, jet set vacations, coaching calls on the beach with rock star clients, consistent 5-figure months here I come!

And then…the fear and pressure set in.

What the h*ll do I say on this call?

Then your mind starts to spin…

What if I say the wrong thing?

What if I freeze?

What if I sound like a pushy used car salesman??

And what if they go tell everyone I’m a disaster and have no idea what I’m doing???

Before you know it you see the entire downfall of your business coming from this one call.

It’s almost too much to take and secretly you start hoping maybe they just don’t show up for the call…

Whoa, whoa, whoa, sister!

Let’s slow down the crazy train for one minute here.

We’ve all been there, me included.

Sales conversations used to absolutely terrify me, I could think of nothing I wanted less, except to be broke…so I knew I had to get my sh*t together.

Seriously, one of my first sales conversations went on for HOURS and ended with “Stay in touch and let me know what you’re thinking or if you want to work together?”.

Lord.

*palm to forehead*

How good would it feel to NEVER feel that way after a sales call again?

How good would it feel to never leave a sales conversation not knowing if you’re going to work together or not?

Enough with leaving potential clients in indecision and spinning!

Now, you don’t have to be pushy either…

There’s a way to carry out sales convos that feels incredible both to you AND your soon-to-be new client.

Case in point, sales calls are now one of my FAVORITE parts of my work.

And I’m going to show you how to make them one of your favorite parts of your biz as well AND super profitable.

Ready? Cool.

Everything changed when I discovered a relaxed, laid back style of sales convos (we’ll get to that in just a sec).

And by discovered, I mean developed — out of necessity. I had an experience that changed everything…

Goodbye Pushy Sales Call

I was so tired of the pushy, in your face, sales b.s. and knew there HAD to be another way.

See, at the beginning of my business I got on the phone with a coach who I thought was offering free coaching sessions.

Turns out they were straight up sales calls.

Not even “let me get to know you first” calls but more “are you going to sign up for my offer or not?” pressured into a corner calls.

Ugh.

The good ol’ bait and switch that we’re all soo tired of, right?

Well at that time I was a total newbie and literally broke into tears immediately after the call.

How could someone be so mean and intense after saying they wanted to help me??

With love, this way of selling is straight up stupid.

It’s mean, disconnected and gives this industry a bad name.

And it’s part of the reason sales convos are probably stressing you out, because the last thing any of us want is to be thought of this way.

But, then we swing to the other side where we’re super timid and stop acting like the expert on the call…which leads your prospect to feeling unsupported and not signing up.

There’s a sweet spot between pushy b*tch and wet blanket that’s authentic, connected, supportive and super profitable.

Let’s go there.

The Lean Back Formula

One of the most important things to keep in mind is that a sales call is really nothing more than a conversation with someone who’s interested in possibly working with you.

It’s not a free coaching call.

It’s not a long complicated system of talking someone into signing up with you.

And it’s definitely not an audition.

It’s connecting with someone to get to know them better, get clear on their goals and desires and where they’re feeling stuck right now.

And then deciding if you’re a good fit to help them overcome their struggle and move towards their goals.

Sales calls become stressful when we put too much pressure on ourselves to control the situation.

Or when we don’t have a game plan for how the call should go.

Which is why I’ve put together the authentic sales script I use so you’ll always know how to keep your calls on track.

You can’t control the outcome of your calls 100%.

You can do the mindset work.

Be clear on your message, packages, value and pricing.

But, that doesn’t mean that sometimes someone’s just not a good fit.

So let go of the attachment from the get-go of needing to close a sale while still staying completely attached and insistent on hitting your goals.

Not going into your sales calls with an agenda will change everything.

I’m completely open when I get on a call.

If I feel like I can honestly support them with their goals then I let them know this and share the program I think would be a good fit for them.

And I have no problem helping someone through their objections or concerns if they know the program is a ‘Yes’ for them.

What I’m not here to do is talk anyone into working with me.

This isn’t an audition.

When you go in with this openness it takes the pressure off both you and the client.

That’s what the Lean Back Formula is all about!

Your potential clients no longer feel like they’re going to be pushed into something.

And the concern about being ‘pushy’ completely disappears.

Here’s how it looks…

Step 1 – Set the Tone

Set the tone?

What on earth am I talking about?

Setting the tone of the call, lovely.

Positioning yourself as the expert right from the get go and allowing your prospective client to relax into the space and feel totally supported by you.

How do you do this?

I’m so glad you asked!

Greet your potential client and set the tone of the call that you’re the expert and in charge by laying out the structure of the call.

Take charge at the beginning of the call and share how your prospect can expect the call to go.

That’s it.

And it instantly makes you look confident and in control.

Step 2 – Do what you say

Now do exactly what you just said you were going to do in Step 1.

Simple, right?

Start by getting clear on what your potential clients main goals and desires are right now.

How do you do this?

Ask!

This is your time to really get to know your potential client.

Ask questions and listen to what her dreams are and the way she’d like her life/business/body/relationship/etc. to look and feel right now.

This is a great example of ‘leaning back’ during your sales calls.

You’re guiding the call with your questions but you’re not controlling the conversation or needing to know exactly what to say ahead of time.

You’re just staying present.

Which is one of the greatest gifts you can give anyone.

Especially your potential clients.

Step 3 – What’s her problem?

Seriously.

The whole reason you’re even on this call is because your potential client has a problem.

And it’s your job to figure out exactly what it is.

After Step 2 you should be clear on your potential client’s desires and now you can start to explore what her big obstacles are and where she needs additional support.

Find out where she feels stuck right now.

What are her big concerns or challenges?

This will help you decide if you believe you’re a good fit for the areas where your potential client needs support.

And just as important, discover if you’re not.

I know there’s a lot of pieces here, seven steps to be exact.

That’s why I’ve organized them ALL for you right here in my authentic sales script (totally free, of course!) so you’ll have something to reference and keep you on track during your next call.

Step 4 – Is she committed?

Now it’s time to explore how committed your potential client is to actually making a change.

Is she the type who wishes she would have reached her goals yesterday?

Or someone who says this is really important to her, but when it comes time to take action…

Yeah, you know what I’m talking about.

Think about it, there’s always that person who says they want to lose 10 pounds, write a book, become a millionaire.

Whatever the dream may be.

But, if they got really honest with themselves…

They’d realize they’re never going on the diet or starting the exercise routine.

If you’re a health coach this would be a nightmare client.

And totally no fun for them either.

Save yourself time (and save them the investment) by making sure she’s actually a good fit for your services.

So this is the part of the call when you need to figure out how serious they actually are about taking action and changing their life.

And I share a lot of examples of the questions to ask during these calls to keep you in the role of the expert and your potential client feeling totally supported in my brand new course 7 Steps to a Perfect Sales Call Every Time. However, don’t click on that link yet…

If you’re going to take advantage of this brand new (and powerful) course be sure to download my free sales script first as you’ll receive an offer for 50% – 75% off just for signing up.

Yep, I’m totally hooking you up!

Step 5 – It’s recap time!

Now is when you wrap everything up.

What have you learned so far about the potential client?

Share your summary back with them.

What did they say are their main goals and desires?

Biggest concerns and obstacles?

This not only lets them know that you’ve heard them correctly but also gives you the opportunity to make sure there’s nothing else that they’re looking for support with.

Now you can see why it’s so important to take notes during these calls!

Get your potential clients exact words written down so you can use them here.

Step 6 – The Prescription

Ready to play doctor?

At this point you should have all the info you need to diagnose what’s going on and give your prescription.

Your prescription being whatever you’re offering.

Position your offer as the solution.

You should be clear and in agreement with your potential client on exactly where she desires extra support.

Now start to create a potential plan of how you would help her reach her goals and which offer is the best fit.

This is your time to step forward in the conversation.

No more leaning back!

Share the what (not the how) of what working together will look like.

What this means is that you might share a recommendation like…

“To help you reach your goal of losing 10 lbs I would create a personalized eating plan to give you the exact meals, recipes and grocery lists you’ll need every day.”

This clearly helps the client see how you would be supporting her, but is completely different than giving her the ‘how’.

Which would be something more like…

“To help you reach your goal of losing 10 lbs, start by eating a bowl of oatmeal every morning with a 1/2 a cup of blueberries in it. Then you’ll go for a walk afterwards for at least 30 min, then…”.

See the difference?

This is where far too many coaches and entrepreneurs slip into coaching people who aren’t their clients, yet.

And turn someone who was ready to sign up with you…

Into someone who got what they needed for the day and are out.

It’s like putting your client on a pool raft and sticking them in the ocean.

They might be floating right now…

But, at some point, that pool toy of false security is going to pop.

And they’re going to find themselves in a predicament.

Don’t abandon your clients by coaching too soon when what they really need is ongoing support.

I break down all these steps for you in my authentic sales call script.

You’ll never feel overwhelmed or confused by which step comes next when you steal your copy now.

Step 7 – Close the sale

Don’t skip steps.

Be honest, did you just scroll through this entire article to the ‘Close the sale’ section?

I get it, but you must do the previous steps for this one to work!

After doing the previous steps, you should be crystal clear on:

• What your potential client needs
• Her goals
• Concerns and big problem (that she needs a solution to!)
• And you’ve shared a plan of how you would support her

Which means NOW it’s time to share what working together would look like, to break down your package and see if it feels like a good fit for her.

I highly recommend that you help the client decide if the package is a ‘Yes’ BEFORE you start discussing the price.

If the program is a ‘Yes’ you can support the client in signing up today or exploring where the money is available for her to take action.

But if the package isn’t a good fit for the client in the first place then there’s no reason to discuss finances.

Instead you might bring up a different offer that could be a better fit.

Got it?

Great!

Holy mackerel, we covered A LOT today!

But, there’s one more thing we must cover before you put all this into action…

The ONE thing that will make or break your sales calls

Now, this is one step you CAN NOT skip.

Honestly, it’s the one thing that will make or break your sales calls.

I’ll give you a hint, it has something to do with what happens after Step 7.

And it typically sounds something like…

“I’d love to but I can’t afford it.”

“I just need to meditate on it for a bit.”

“I’m totally in after my wedding/vacation/unicorn gets out of the shop, etc. etc.”

And the 101 other things that people say at the end of calls when they’re in indecision or fear.

I’ll be breaking all this down for you over on the ‘Thank You’ page as soon as you steal a copy of my authentic sales call checklist.

All the work you’ve done up to this point on the call doesn’t matter if your potential client has an objection and you don’t have this final piece to wrap it all up.

Seriously, get yourself over there, sunshine — you don’t want to miss this.

Or, if you’re ready to start consistently closing sales calls with integrity today then grab my brand new course 7 Steps to a Perfect Sales Call Every Time and I’ll walk you step-by-step through the entire sales process.

Just a heads up though…

If you grab my free authentic sales call script first you’ll get the opportunity to purchase my new course for 50% – 75% off the regular price.

It’s totally up to you.

But, either way, it’s time to start authentically crushing your sales calls.

Ready?

Let’s do this.

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