We live in an era where over-the-phone sales and conversations are becoming increasingly more common. People don't want to meet with you in person before they've had a chance to interview you or vet you out over the phone. Closing simply means having the desired end result, where the decision can either be Yes or No. If no, that means you need to focus on the next opportunity. Welcome back to The Million Dollar Mind, if you're looking for money-making tips and tricks to living a more passionate life, you've come to the right place.
These are natural laws that have been proven and validated through trial and error. And that's really the only way to really put these laws to the test. It doesn't matter if you started with zero clients this month, these 3 steps mixed with the 6 Natural Laws will help you get 10 or more clients a month. To recap, these were the laws of reciprocity, scarcity, authority, consensus, and liking. Though face-to-face interactions can always go a lot further than phone interactions for the simple fact that in-person sales are far more natural than over the phone sales. People can feel your vibe very quickly if you're a good person. Where phone sales gets more difficult keeping these three steps in mind during the duration of each call!
When you're on the phone, you have to consider a lot more than just being in front of this person. Know your stuff, smile, and be a nice person. That's sometimes all it takes for in-person sales. When you're on the phone, you have to manage and maintain a positive attitude toward yourself. You should always begin each call with a smile. That smile, that laughter that comes out of your voice when you say "oh, hey John?" you'll say it with a much more enthusiastic tone than if you weren't smiling.
Rule #1 You are not customer service
Drop the "Hey, how may I help you," You are not a customer service representative. You should not be picking up the phone and treating it like customer service. The more friendly, welcoming, and inviting you appear on their phone, the more their walls break down. When taking inbound calls, being yourself and answering calls with a friendly welcoming tone, the person on the other end can actually see themselves as working with you as your client more frequently than if you come across as this customer-service-oriented person.
Rule #2 Understand conversational rhythm
Each phone call has its own rhythm and flow, and you must be able to maintain that conversational rhythm throughout the call. One of the things I enjoy most about sharpening my skills as a podcaster and show host is not only asking the right questions, but also listening first. You don't want to come across as if you're reading from a script and saying, OK, next, I'd like to talk about this. Your clients love being "sold" by a person they is on their team on the same side as them. Pleasant salespeople are successful salespeople.
Mirroring is another skill you should consider picking up if you want to take your sales to the next level. This is typically something that works VERY well in person, but there are various ways to mirror over the phone, such as beginning to pick up on tone of voice and how slow or fast a person is talking. "Quiy," Joe Schmo says, "Hey, I'm calling because ..." If they speak slowly, I will respond slowly. You have to mirror them. The only time you don't necessarily want to mirror someone is when they act sour or negative toward you. You can't meet someone at their lowest point. If the person sounds sad and slow, I always recommend being a step above, just slightly above. In attempts to cheer them up or brighten their day. You typically don't want to mirror emotions in most cases anyway.
Rule #3 Do not push for the sale
Under no circumstances should you push for the sale; instead, let the sale come to you. When you treat others with dignity. You are agreeable and treat them as equals. When you focus on these micro behaviors and are intentional about the using 6 Laws, you'll find that you don't even have to push the sale, you can pretty much expect to have that sale or income coming in for next month, which isn't a bad thing at all.
If you're barely meeting your quotas, as far as your breakeven is concerned, you may discover you need about three clients per week to break even. This specific number is relative to YOU, what's important is how you track your activities to be able to consistently hit this metric. Let's say you only talked to 100 people today, but you find that you are short of you goal to be on track for your weekly sales. So now, instead of 100 people a day, I'm thinking maybe I need to set the goal to speak to 150-200 people daily. You have complete control over how many people you talk to and how many offers you make per day. No matter how good I am at sales, I have no control over when people say yes or no, when people refuse to sign the contract or are not prepared to move forward. That is outside my control. So what I need to do is set more work goals, and the work goal in relation to their reward goal is not to secure X number of sales, but to stop X amount of people daily, or to send out X amount of offers. You can only control your actions, how you start each call, how many people you reach out to, but you can't control the outcome.
However, you CAN improve the outcome, by improving your outputs.
Change the Output to Affect the Outcome
Change the output to affect the outcome. I'll repeat, too much focus on the sale and not enough on the person can very much so backfire. When you push the sale and you ignore humans, ignoring the fact that this is a human you are communicating with. 90% of people will tell you how and when to sign them up if you can hold their attention long enough and listen to the cues. If you're focused on selling, you'll miss these cues.
How can you make yourself their five-minute bestfriend over the phone? Initially, nobody knows who's calling, you are a total stranger asking for their credit card information. You don't know who's on the other end of the line when speaking to you, just as they don't. So let's go over a few things that will help you identify people over the phone quickly.
We must establish the relationship dynamics for future calls early on because virtual relationships are so important. If you don't understand the dynamics of the professional relationship, you might start your next conversations with this person incorrectly.
What is easy on the front end is usually harder on the back end. So we have savvy and not-so-savvy, which translates to difficult and easy. Individuals who are savvy and difficult to work with will be attracted to you for the same reasons you would be attracted to clients who are not too savvy but easy to work with. The savvy and difficult we'll call the O.Gs, they know just about as much as you do and can call you out on your BS when you BS. Jokers are the less savvy and difficult to work with individuals. These are considered jokers because they waste a lot of your time in the end. Pawns are not aware of what you're telling them, as a result, you are automatically positioned and aligned as the professional, so as you imagine, pawns are not too savvy and also easy to work with. Pawns may not be the nicest word, but I assure you treating people with respect provides you with everything you need. Lastly, we have the Homies, who are both savvy and easy to work with. It will take some time for you to convert your clients into 'Homies' as you both have to get accustomed to how each of you do business and learn that you both enjoy working with each other.
Final Thoughts
In this day and age of technology. Your smartphone gives you access to information that was not even available 50 years ago. Can you imagine? We're at a point now where we even teach from our computers. You can still join live trainings, watch videos, listen to full presentations, read blogsm and play games with each other virtually. I'm not sure how many people expected or saw this coming, outside of movies we may have seen. However, knowing that things are changing is reassuring. The question lies, what we will do with this information? What will we do with technology as it learns and grows in tandem with us? You have so many ideas, resources, at your disposal for you to create products that can truly help others.
If you are like me and have a ton of different ideas that you know you can turn into products and services but you don't know how to monetize it, check this out: "I have this idea and that plan..." he says. "...but I'm at a loss as to what to do or how to create it." If you share these same thoughts often, I'd like to invite you to a private one-on-one session with me to develop two to five offers that you can start making money from in less than 30 days. The more niche-focused offers you can create, the more options for your clients and the higher your conversion rates will be. To get started, schedule a one-on-one strategy session with me. Click here to schedule your session. See you there, remember to stay focused, build momentum, and drive results so you can live abundantly!
I appreciate your continued engagement; please keep in touch. Please DM us on Instagram if you have any thoughts on topics and discussions you would love for us to have! The MDM Brand was created with YOU in mind, carefully curated to inspire and influence you to want more, find more, and have more abundance in your life! Would love for you to check out our official website and browse some of our motivational Millionaire Merch in the gift shop, perfect for you or a friend you'd love to Be, Do, and Have more! Regardless, stay focused, build momentum, and achieve results to live abundantly peacefully. The Million Dollar Mind Podcast has gone global thanks to you, rated #1 in passion attraction in the UK, Ireland, France, Belgium, Tanzania, and the USA. With this accomplishment, we are growing bigger and better than ever!