Yes, No, or the Next Call Booked

selling
image of a man pointing to the words Yes, No, or the Next Call Booked

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As someone who's spent over 18 years in sales and closed over $10,000,000 in deals, I have seen and experienced so many different processes. I understand the challenges of making sales feel natural and honest. I remember those days selling Cutco knives. It was easy to feel pushy or unsure, but I've learned a key strategy that has transformed how I approach sales, especially how to END sales calls the right way!

The concept is simple: end every call with a Yes, No, or the Next Call Booked. This decisive approach eliminates the uncertainty of follow-ups and the anxiety of not knowing where you stand.

Here's a breakdown of this strategy:

The YES: When a prospect says yes, they're ready to move forward. Seize this moment by being prepared to take payment immediately. This clarity ensures momentum and commitment.

The NO: Sometimes, a no simply means "not right now." Understand their reasons graciously. It could be timing or budget constraints. Respect their decision and set a future follow-up if appropriate.

The Next Call Booked: If a prospect needs time to decide, honor their process by scheduling the next call. Set a clear deadline for their decision-making. This approach respects their time while keeping the conversation moving forward. Aim to meet again for your “decision call” within 3 days. To be clear, you are not following up in 3 days, you are ending this conversation with the next zoom call already scheduled and in both of your calendars. This is key.

Practical Tips for Implementation

  • Payment Process: Have a streamlined process ready to collect payments on the spot, ensuring smooth transitions from decision to action.

  •  Follow-Up Strategy: For no's or future considerations, schedule follow-ups upfront. This keeps the dialogue open without feeling intrusive.

💡Take the Challenge:

Let's commit to ending every sales call with clarity—yes, no, or the next call booked. This simple shift can significantly improve your sales process and reduce unnecessary stress.

I hope these insights resonate with you as much as they have with me. Let's make it easy for the right people to say yes.