by: Yuri Elkaim

Welcome back to the Healthpreneur podcast. Today, the question is: Are you selling or being sold? See, a sale is always being made. Either someone is buying what you’re selling – or you’re buying the story they’re selling. Yikes.

If someone has gone through the trouble of watching a webinar, filling out an application, and going through a funnel to speak with you on the phone, they’re obviously interested. If by the time you’re on the phone with them they’re giving excuses, they’ve created a story to sell to you – and themselves.

Uncomfortable conversations need to be had. Ask why. Ask why their goal is important, why they’ve booked the call, and why they care for a result. Dig deeper. It’ll help your clients – and your business.

Tune in to hear how you can craft the process so it doesn’t feel sales-y, and so you can help your clients make the next move towards their goal.

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Click here to subscribe to the Healthpreneur™ Podcast on iTunes

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In this episode I discuss:

1:00 – 2:30 – How a sale is always being made

2:30 – 5:00 – Selling and why our sales process works

5:00 – 7:30 – Getting past an uncomfortable conversation with “why”

7:30 – 10:00 – Tips to sell instead of being sold

10:00 – 13:00 – Crafting the process so it doesn’t feel sales-y

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What You Missed:

In our last episode, I talked about how to eradicate your money problems.

Tune in to hear how to earn what you want – and fast. We’ve also got an amazing opportunity to fast-track your success – but you’ll have to listen in to get the juicy details on that one!

I’ll tell you want works, what doesn’t, and how I learned the hard way that income needs to come before influence.

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Transcription

Did you know that a sale always happens? Yeah, when you’re on the phone with someone or if you’re in person with somebody at a store, for instance, and you are being approached by the sales clerk or you’re on the phone with somebody, whether you’re on the receiving end or the coaching side, a sale is always made. A sale always happens.

 

How a sale is always being made

Now, the distinction is that either somebody is buying you and your offer or you’re buying their story about why they can’t do what they say they want to do, so a sale is being made every single time. If you have a phone call, if you have, let’s say, 10 phone calls with prospective clients, and only one of them enrolled, a sale was always made in each one of those 10 cases. The only difference though is that the nine times you bought their story.

“Oh, I don’t have time,” “I don’t have money,” “This is too expensive,” “I didn’t talk to my wife,” “I didn’t talk to my wife,” “I’ll do this in a couple months,” “I don’t really need this right now.” That’s a great story, but there’s a reason that people book a call with you in the first place. We must never, never forget that fact. People are busy. We have things to do in our life. There’s a rhyme and reason to why someone would, in our case, watch your webinar, fill out an application, and book a call with you.

Talk to anybody and ask them, “Hey, do you have all the time in the world?” Most people would say no. There’s a reason someone would schedule a time to chat with you to spend 30 minutes or an hour on the phone with you. They have a problem they want solved, and at the end of the day, what it’s going to come down to is are they buying you or are you buying their story?

 

Selling and why our sales process works

Understand that a sale is always, always, always being made, and part of your job as a coach, as somebody who I would strongly recommend becomes very, very good at, quote-unquote, “selling,” which is not … Again, I don’t want you to have a negative connotation about selling because a lot of people are down on selling because they don’t understand it. They don’t understand what selling is, and selling is essentially just an exchange of … It’s really you influencing somebody, an exchange of value, so you have a solution to their problem, and it’s influencing them to the point where they’re like, “Yeah, this makes sense. Let’s do it.” That’s all selling is.

The cool thing is that the better you are with your marketing, the less you have to sell. That’s why with our Perfect Client Pipeline, when somebody reads a long Facebook ad, which everyone’s like, “Oh, my god, no one’s going to read a long Facebook ad.” There’s no way. It’s gotta be short, to the point, one, two sentences, and a link. Yeah, you can totally do that, but do you think that we would’ve built a multiple seven-figure business off ads that are really long without a reason? No. It’s the same reason that we help our clients build out these long ads as well. They’re not ads. They’re stories. They’re stories that connect with people.

 

Getting past an uncomfortable conversation with “why”

When someone reads that, and then they register to watch an hour-long webinar, and then they fill out an application divulging some really personal information sometimes, and then they book a call with you? There’s a reason someone’s doing that, so you must never forget that. That’s why the first thing, one of the first things you want to be asking people on the phone is, “Why did you book this call with me today? Why are we having this conversation?”

See, you have to be comfortable on the phone asking hard questions. This is a learning process for a lot of us. I’ll be very honest with you. My natural instinct is to avoid conflict, is to avoid confrontation, so I will avoid those types of situations. I will avoid bringing up something with a team member, a friend, family member, whatever, because it’s like, “Oh, my god, it’s uncomfortable. I don’t want to have this conversation,” but we all have been through these conversations in the past, and we always felt better on the flip side of them. The other side, once it was just opened up, we talked freely. You have to bring that to these conversations you’re having with your prospective clients. “Hey, just out of curiosity, why did you book this call with me? Cool. Awesome. Thank you so much for telling me that.”

As you get through the call and you eventually get to your, quote-unquote, “close,” “Hey, would you like my help in making this a reality in your life?” “Would you like my help to lose weight?” “Would you like my help to whatever?” and they say well, “Well, I need to think about it or whatever,” all you have to do is go back to the why. If you’re asking the right questions in your conversation, you should be asking more whys than what. “Hey, what do you want to achieve over the next six months? Cool, yeah, you want to lose some weight. Awesome. Good. Good.”

Now, instead of jumping to the next question, what you should be doing is asking why. “Let me ask you, why is it so important for you to lose 20 pounds?” “Because I just kind of hit a wall. I don’t really feel good in my body anymore. I know that I can get back to where I was 10 years ago.” “Okay, great. I totally understand where you’re coming from. You want to lose those 20 pounds because you feel like you want to get back to where you were 10 years ago. Why is that so meaningful to you?”

 

Tips to sell instead of being sold

What I’m giving you an example of here is digging deeper with questions that are going to bring true emotion to the surface. As I’ve said before, the goal of these enrollment calls is not, they’re not sales pitches. They’re coaching calls that get to the truth, and the truth is that if someone is in pain, the fact that they booked a call with you means that they want something solved. They’re not just going to waste time and be like, “Yeah, I’m just going to book calls all day with different people.” They’re not just browsing and they’re happy with their … If someone goes into a car dealership, do you think that they might be thinking of buying a car? Maybe not today, but maybe. Yeah. We don’t just randomly walk into a car dealer if we have no intention of ever buying a car.

You have to understand that. If someone brings up an objection later in the call to say, “Yeah, it sounds right. I just need to think about it.” There’s obviously ways of handling all these different situations. I’m not going to go into the details right now, but if you turn back to the first question I talked about, “Okay, well, I completely understand you want to think about it, but let me ask you one thing. Earlier when we started talking, you had mentioned X, Y, and Z of why this call was happening, like why you booked this call. Just out of curiosity, what has changed in the past 30 minutes? You told me that this was a must, you had to make this happen, that your family depended on you achieving these goals, that your happiness was dependent upon that, so just out of curiosity, what’s changed in the past 30 minutes?”

The whole idea here is that we’re getting to some way of just obliterating these excuses. You want to get to the ultimate objection. If it’s a price thing, hey, that’s totally fine. It’s a price thing. Let’s talk about it. Let’s figure out some payment options, whatever, but what you don’t want to have happen is you don’t want to get into conversations where because you don’t know how to handle yourself and you don’t know how to handle different situations, you’re just like, “Oh, okay, cool. Yeah, totally, it’s not good timing. Maybe we’ll connect in a couple of months. Cool. Awesome. Thanks so much for your time. Have a great day.” That’s what you don’t want to have happen.

 

Crafting the process so it doesn’t feel sales-y

The reason a lot of people fear sales is because they don’t know how to handle a selling situation. When someone says, “I want to think about it,” how do you handle that, or when someone says, “It’s too much money,” how do you handle that and turn that in such a way where they actually see the value in paying more for your services? If you don’t know how to handle these situations, obviously, selling is always going to feel uncomfortable, and ultimately, you will be buying that person’s story about why they can’t work with you.

This is one of the biggest opportunities for growth and improvement in your business if you are like, all of our clients are, for the most part, talking to people on the phone, and you’re not really well-versed on the phone, we can certainly help you because that’s a big part of what we do in our Health Business Accelerator program.

There has never been a more effective way to have a conversation with someone other than one-on-one and offer them something that is of premium price to somebody who’s never met you before who’s maybe has spent 30 minutes with you and is willing to invest several thousand dollars to work with you. There’s a way of doing that. There’s a way of crafting that process, and there’s a way of talking to people on the phone where they don’t feel like they’re being sold, they don’t feel high-pressured, and it’s an honest conversation where there’s actual back and forth real true honest, no fluff, no superficial nonsense conversation.

If you don’t know how to do that, you are massively limiting your potential in your business, and the easiest thing to do would be just to get our help because why try to figure this out on your own? I don’t understand. It’s one of these things where if you don’t know something, you can try to figure things out on your own and hope for the best, or you just ask yourself, “Well, who can help me do this?” I’d like to be that who because we help a lot of clients who are health professionals, practitioners, trainers, health coaches, you name it. Take their expertise, package it in a way where people are super excited to pay premium prices for them to work with them.

If that’s of interest to you, and you want to build out a more profitable and predictable business where people are knocking on your virtual door instead of you hoping for clients to come in somehow, then we can definitely help you, and we’d love to.

The first step is to watch our online training. It’s called the 7-Figure Health Business Blueprint, and you can watch over at healthpreneurgroup.com/training. If you resonate with what we’re talking about, then at the end of the webinar, at the end of the online training, you can book a call to speak with us, and honestly, just on the receiving end, you’re going to learn a lot about how to conduct these calls because, I’ll be very honest with you, my team and I, we spend every single day, we meet every morning, and we train on how to handle these calls, on how to be of better service, on how to improve our communication with prospective clients.

It’s something we do every single day. It’s not something we do once in a while. Every single morning, 9:30 a.m., my self, my team, boom. We’re training. This is our commitment to mastery, and this is our commitment to not only becoming better for ourselves, but also just really find those nuances that we can then help our clients with.

If you really want to be making the money you feel you deserve, because you can be making a lot of more money than you are. I don’t know your specific situation, but I can tell you, you can probably be making a lot more money, impacting people at a lot deeper of a level, and if you’ve been in situations where you’re just frankly frustrated with being on the phone with people and feeling like, “Man, I just lost the sale again,” then you’ve got to stop. You have to figure out a better way to do things, and we could help you do that.

It all starts with the free training online. Go today right now, healthpreneurgroup.com/training.

I hope you’ve enjoyed this episode. I look forward to seeing you in the next one. Continue to be great and do great, and have an awesome day.

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