“Preparation is the key to success.” Alexander Graham Bell famously said that, and seen as he went on to invent the first practical telephone, it’s advice worth listening to.
Yet if you listen to a lot of the so-called experts in the sales industry, you’re lead to believe you either have what it takes or not.
That those at the top don’t have to prepare.
That the very best don’t need a sales call plan.
That they just show up and make million-dollar deals every single time…
Are you kidding me?
This myth must end!
It’s holding so many people back, preventing them from even trying.
They figure, “I’m no good at sales. So why bother?”
I want to end this, so today I’ll share the truth that all those so-called experts don’t want you to know.
Are you ready for it? Okay… here we go…
You can have it. You can be part of the 1%. You can become a high-ticket closer.
The kind of person who closes deals 90% of the time…
The kind of person who jumps on every call confident and in control…
The kind of person who has a truly massive impact on those you serve…
It’s within reach. You’re closer than you think. All you need to do is commit!
What You NEED To Become The Best…
The first thing you need is drive. You NEED to want this. You need to commit 100%.
There are no hand-outs around here. Those who rise to the top work hard, and they work smart.
This is where Mindset comes in. Upgrading your mindset gives you the drive and growth oriented outlook to challenge, improve and push yourself to new levels. It develops the confidence you need.
It’s the first step to setting you free.
Beyond mindset, comes the next big thing you absolutely need if you want to succeed.
Anytime you see someone great at sales (hell, great at anything), you can guarantee they’re prepared. Where most people leave it to chance — and set themselves up for failure — the best lay a foundation of success from the very beginning.
- They have a plan.
- They have a routine.
- They turn up focussed.
They know what to say and do before they even say or do it. Preparation, my friend. It’s one of the most important disciplines you need, and it’s something all the experts forget to talk about.
Why? Because anyone can work on this. It’s not a unique skill out of your reach.
They don’t like that. They want you to think that they have something you don’t; that you need them.
You don’t! What you need is to stop ‘winging it’, and instead turn up prepared.
That’s what this article’s about — an insight into how to prepare for a sales call.
(based on the Sales Call Plan I use // and have used for many years)
The Pain of Doing What You’re Doing…
Not having this plan is painful. Chances are it’s hurting you right now!
- You turn up to a sales call worried and anxious…
- You put off planning for a call, because you want to do something (anything) else…
- You wish someone would do your sales for you, because you’re no good at it…
- You turn up to the call and ‘wing it’, because the less time you think about it the better…
- If you can relate to any (or all) of this, I can guarantee it’s down to a lack of preparation.
(and likely a few mindset blocks — which are easier to fix than you may think)
It’s time to set yourself free, friend. It’s time to stop listening to all that bad advice that says you’ll never have what it takes. It’s time to dispel those myths that stop you from fulfilling your potential.
If you don’t, that pain and worry you feel today will remain…
- The stress of not knowing if you have enough to pay your team this month.
- The affect the long hours and hustle has on your health and sanity.
- The arguments at home, as your credit card bill arrives once more.
- The sleepless nights, as you wonder where all the cash flow has gone.
Sales has a fundamental and massive impact on your business and life.
A lack of sales can cripple you, whereas an increase in sales will set you free.
But until you get focussed and prepared, you’ll continue to turn up worried and anxious.
I hope after reading this article, you’ll see the light — and appreciate how easy it is to make a change. I know, because I’ve seen the massive impact getting prepared has on a person (and their business). As well as being at the top of my sales game for the last decade, I’ve helped others do the same.
I’ve seen the transformation, as a stressed, burned-out and apprehensive person takes control of their Sales Call and OWNS it.
In this article, there’s NO holding back. NO half-truths!
There’s enough B.S. advice out there already… so let’s tap into how to prepare for a sales call.
Using the Sales Call Plan I use to turn up prepared every single time.
1: Set Your Environment
The first thing you need to do is get your environment right.
Make sure you’re in a quiet room with ZERO distractions!
It blows my mind how many people get on a sales call when they’re:
In the car…
In the middle of a busy office…
Walking down the street…
Sat in an airport waiting area…
Have the kids running around like crazy in the background…
Come on! For starters, this doesn’t set a good vibe for the other person. They don’t feel like they have your full attention, and that’s because they don’t.
If your sales call plan doesn’t include a quiet room with no distractions, you’re setting yourself up for failure. Consciously you’re making it hard to concentrate.
Subconsciously, you’re telling yourself “this isn’t important to me.”
Fix this now. It’s step one for a reason.
2: Set Your Equipment
Once you’re environment is set, you then need to make sure your equipment is ready.
To begin with, make sure you RECORD every sales call. That means you should use a platform like Zoom. There’s a couple reasons why you want to record every call:
- So you can re-listen to the sales call at a later date.
- It sets the expectation that the call is important.
As well as YOU being prepared, you want your prospect to turn up prepared.
Recording the call sets this expectation. It says to them…”this is important.”
However, whenever possible, avoid doing the call via your laptop or computer. Use your phone. This allows you to get up and move, which helps you remain focussed and in flow throughout the call.
If you’re at your laptop, you’re stuck in that place for the entire call.
Being on your phone gives you options, and options are good.
Just make sure you use your headphones, so you remain hands-free throughout.
This means you can make notes, which is a habit every single high ticket closer lives and dies by.
3: Set Your Area
As your sales call nears, make sure you have everything you need for the call:
- Have their completed questionnaire in front of you (if they completed one).
- Have any notes you have previously made about them, their personality or their business.
- Most important of all, have a pen and notepad ready!
Make notes. Good preparation doesn’t just happen before your call. The notes you make during your sales call prepares you for what comes next — after you’ve closed the sale, and the time comes to deliver.
This is why you need your hands free throughout the call. Get into a habit of making notes. Just about every high ticket closer I know makes A LOT of notes. Throughout the call, you’ll hear their pen scratching away. It’s a great sound to hear if you’re a prospect, because it proves to them you’re present.
Which brings us to what you should not have in your area during a sales call:
It should be you, your phone and your notebook. This is how to prepare yourself for the sales call. This brings clarity and removes all white noise.
You’re ready to focus, which means the only thing left to prepare is your mindset 😉
4: Set Your Mindset
Good preparation doesn’t only involve what’s around you; it’s about what’s inside you.
Your sales call plan NEED to take YOU into account.
- How are you feeling?
- What state of mind are you in?
- What emotions are present?
No amount of good preparation matters if you and your mindset aren’t prepared. Here are a few recommendations I give my personal 1-1 clients, to help them get in the right frame of mind:
- Release all attachment to the word, “YES” — don’t focus on getting the sale. Instead, place all attachment into getting an “Accurate Diagnosis.” Your job on the call is to help your prospect figure out what they need to, and see past their objections and resistance. That’s it.
- Lose ALL previous emotional baggage — all those previous calls that didn’t work out… forget about them. Be tranquil. Be focussed. Be in control of your emotions.
- DO NOT bring a desperate mindset into the call — don’t be too hungry. Don’t push too hard. Let your prospect talk, and listen to what they have to say. Those who come across as desperate, rarely get the ending they desire (and that isn’t only true in sales).
- Commit to the 80/20 rule — Listen 80% of the time, and speak only 20% of it (and when you do speak, make sure you’re asking the “right” questions).
- Focus on the 3 Levels of Pain your Prospect has — to learn more about these 3 Levels of Pain, check out this separate article where I share what they are and how to overcome them.
As part of my own Sales Call Plan, I have a list of affirmations I read beforehand.
I remind myself of what to do and what not to do. I assure myself I have what it takes, and that I have the confidence to close the deal when the time comes.
It doesn’t just happen. I have the success I do because I turn up prepared.
Every time you come across someone who makes it look easy, remember that it only is because they make it that way. They have a routine. They follow good habits. They’re prepared before the sales call, and throughout it — from the first hello to that all important close.
Preparation is the key to success.
This is as true in sales as it is in most aspects of life. Yet this is something so few of the so-called experts talk about. They want to make you feel like you need them; that they have something you don’t.
Well, you can have what it takes.
You just need to prepare yourself…
After reading this article, you know how to prepare for a sales call. You’ve gained a peek into my own sales call plan, and what I do before and during it. Of course, reading about this is one thing…
Doing it is another!
I learned long ago that knowledge alone isn’t enough (something else the experts don’t like to focus on). That’s why I’ve created a free community for those looking to level-up their sales game.
This private mentorship group gives you access to me and other high ticket closers. It’s a place to ask questions and surround yourself with people who force you to level-up.
I’ll personally help you create your own sales call plan. I’m here for you, to answer questions and guide you in the right direction. Your fellow members are too, so don’t try and do all this on your own.
Join this private mentorship group, and surround yourself with those who are as committed to becoming a high ticket closer as you are.