Why I don’t close on Sales Calls

Postcards from Rethink Central

Fancy chatting live? Scroll down for details (or to read the transcript)

Got a burning business question? Come to a live call

Next live call is October 10, 2023 - Noon Eastern / 5pm UK.
Come along to ask your questions about launches, strategies for marketing, Masterminds or whatever you're stuck on in your business.

Add your email below and I'll send you the zoom info for the calls. See you there!

Or come say hello on Instagram here.  I microblog daily. 

Prefer to read? Here’s the transcript:

If you’ve done traditional sales training, they probably taught you to close people on a call. Or certainly when they’re very ‘hot’.

So, you get your clients all excited and then at that peak moment of excitement, that’s when you close them. And that’s part of why the rest of us tend to not really like the idea of sales at first. It’s why car sales people have such a bad reputation. Because being sold to can feel kind of unpleasant.

My name is Liz Scully. I’m a business strategist.

I do a lot of sales.

I run Masterminds for myself and for other people and I train people how to run & fill their own Masterminds. Which means training people how to sell.

On my calls, I never close on the call.

Because making a big decision about cash, I believe shouldn’t be done at that very hot moment. When you’re all excited and ‘Yes, yes, yes, just take my money!’ At that point, I want people to go away and have a think about it.

My programs aren’t cheap. They’re incredibly good but they’re not cheap. And if someone is going to take a big plunge like that, I want them to sit down with a pen and paper and be sure that this is the right thing for them. Sometimes people get a loan or they rack it up on their credit cards and that’s their choice.

I know I did that when I was starting. I don’t recommend it. Obviously, if you’ve got stacks of cash lying around use that. But when I was first investing big into my business, when I first spent $20,000 that was a massive thing for me.

If I had been pushed to think about it on a call:

– A – I would’ve run away screaming and
– B – it wouldn’t have been ethical to do that.

I sat down, I made the calculation, and I worked out if it was a good thing. And it was. I have got that investment back hundreds of thousands of dollars in return. And I’ve made big investments many times.

I tell you what, if you’ve got a loan out to spend that much money, you are so motivated. I sat up straight and I hit every one of my goals on that.

And I like that. I like to work with people who know that this is the thing they really want to do.

But I don’t want to work with people that are in financial hardship.

If they are making a decision about cash they have to make it in a good state of mind.

But, don’t leave it too long.

Because I find that those decisions take about 24 hours.

You know whether or not it’s the right thing for you. Then you just need to go and see if you can get the cash.

To see if it’s the right choice for you, that takes about 24 hours.

And that’s why on my calls what I do is I don’t do a sales call for a start,

we do a ‘fit’ call:

is what you need and what we’ve got, is it a good fit?

So instead of it being adversarial, we’ve come around the table together to discuss it. We start with that. And if what you need and what we’ve got is a good fit then I’ll make an offer.

As I said, 24 hours is the kind of premium amount of time, the best, perfect time, to think about it, but not cool off and still have that momentum.

So, I give a huge discount if you buy within 24 hours.

Because that is that kind of window of taking action. Because that’s part of why some coaches close when people are hot. They want to help people take action.

I want that too. I just think ethically we all need to have a bit of a think about it before we spend big bucks.

So, do this in your own business:

Learn how to sell – definitely – whatever it is you do because it is super important. When it’s done well, it is a beautiful ethical thing. You’re helping people and you are inviting them to join you as you help them.

Also, know that if you ever get on a call with me, I’m not going to push you to a close. We’ll genuinely discuss whether or not Masterminds or running Masterminds is a good fit for you.

You’ll know that you get a discount for making that decision quickly. But you’re not going to be pushed on the call.

And you’ll come away – because this is super important to me as well – you’ll come away with a real benefit from having discussed even if it’s a nugget of information.

I believe that every time a client interacts with you, they should be enriched by it.

So, if this intrigues you, let’s hop on a call. You can find a link below. AWe can talk about whether or not Mastering Mastermind, – or if there’s a Mastermind open at the moment – whether any of those things is a good fit for you.

And if you just have a general question, then come along to the Q&A.

There’s a link below. Come along to our next one. It will be lovely to see you.

Next live call is October 10, 2023 - Noon Eastern / 5pm UK.
Come along to ask your questions about launches, strategies for marketing, Masterminds or whatever you're stuck on in your business.

Add your email below and I'll send you the zoom info for the calls. See you there!

Or come say hello on Instagram here.  I microblog daily.