{"id":2735,"date":"2025-10-13T09:28:17","date_gmt":"2025-10-13T07:28:17","guid":{"rendered":"https:\/\/wehes.com\/?p=2735"},"modified":"2025-10-13T09:31:36","modified_gmt":"2025-10-13T07:31:36","slug":"sales-call-framework-client-making-mistake","status":"publish","type":"post","link":"https:\/\/wehes.com\/en\/sales-call-framework-client-making-mistake\/","title":{"rendered":"Sales Call Framework When Client Is Making a Mistake"},"content":{"rendered":"<h2 class=\"text-xl font-bold text-text-100 mt-1 -mb-0.5\"><strong>Sales Call Framework: What Do You Do When You Feel That Something Is Going Wrong?<\/strong><\/h2>\n<p class=\"whitespace-normal break-words\">This <strong>sales call framework<\/strong> works because it helps you see exactly what to do when you&#8217;re on a call and you feel that the prospect is making a mistake.<\/p>\n<p class=\"whitespace-normal break-words\">You&#8217;re on a <strong>sales call<\/strong>. You feel that the prospect is <strong>making a mistake<\/strong>. They&#8217;re about to act stupid. What do you do?<\/p>\n<p class=\"whitespace-normal break-words\">Do you let them go? Do you just leave the conversation there without saying the harsh words that might help them? Or do you take control and help them see how <strong>their indecision now is not going to serve them moving forward<\/strong>?<\/p>\n<p class=\"whitespace-normal break-words\">In this video, you will see an <strong>exact representation<\/strong> of what I do on my <strong>sales calls<\/strong> when I feel something is going wrong.<\/p>\n<h3 class=\"text-lg font-bold text-text-100 mt-1 -mb-1.5\"><strong>The Question Every Salesperson Asks<\/strong><\/h3>\n<p class=\"whitespace-normal break-words\">What do you usually do in situations like these with <strong>clients<\/strong>? Do you let them go when you feel that something is going wrong? Do you just leave the conversation there? Or do you use different <strong>frameworks<\/strong> to help them take ownership and control?<\/p>\n<p class=\"whitespace-normal break-words\"><strong>What the hell are you doing when that happens on your calls?<\/strong><\/p>\n<p class=\"whitespace-normal break-words\">That&#8217;s the question I have for you.<\/p>\n<hr class=\"border-border-300 my-2\" \/>\n<h2 class=\"text-xl font-bold text-text-100 mt-1 -mb-0.5\"><strong>Sales Call Recording: When Client Says &#8220;I Am Not Right Now&#8221;<\/strong><\/h2>\n<p class=\"whitespace-normal break-words\">Here is the exact <strong>sales call recording<\/strong>. You will see how I help the <strong>client moving forward<\/strong> when they&#8217;re about to <strong>make a mistake<\/strong> on a life insurance policy.<\/p>\n<p><iframe loading=\"lazy\" title=\"What To Do When Prospect Is Making A Mistake - Sales Call Recording\" width=\"800\" height=\"450\" src=\"https:\/\/www.youtube.com\/embed\/ciT50s2Uke4?start=1&#038;feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<h3 class=\"text-lg font-bold text-text-100 mt-1 -mb-1.5\"><strong>The Client Says<\/strong><\/h3>\n<p class=\"whitespace-normal break-words\">&#8220;I am not right now. If I wasn&#8217;t in my living situation, I would be willing to do it, but I am not right now.&#8221;<\/p>\n<p class=\"whitespace-normal break-words\">The question on the <strong>call<\/strong>: <strong>Can you stretch yourself for 17 bucks a month?<\/strong><\/p>\n<p class=\"whitespace-normal break-words\">That&#8217;s a <strong>valid question<\/strong>, right? But here is what I do when I feel that something is going wrong.<\/p>\n<h3 class=\"text-lg font-bold text-text-100 mt-1 -mb-1.5\"><strong>How I Help Them See Their Mistake<\/strong><\/h3>\n<p class=\"whitespace-normal break-words\">&#8220;You&#8217;re here on this <strong>call<\/strong> because you need help. I give you a <strong>pathway<\/strong> on how you can get there. <strong>17 bucks a month is not going to put you on the street and you know it<\/strong>, right?&#8221;<\/p>\n<p class=\"whitespace-normal break-words\">&#8220;No, it&#8217;s not going to put me on the street.&#8221;<\/p>\n<p class=\"whitespace-normal break-words\">&#8220;Yeah. So it&#8217;s either <strong>you take the ownership and the control of the outcomes that you will have, or you just keep living the life that you live. Your choice<\/strong>.&#8221;<\/p>\n<h3 class=\"text-lg font-bold text-text-100 mt-1 -mb-1.5\"><strong>What Happens Next on the Sales Call<\/strong><\/h3>\n<p class=\"whitespace-normal break-words\">&#8220;Yes. I was saying, I&#8217;m saying <strong>sign me up. I agree<\/strong>.&#8221;<\/p>\n<p class=\"whitespace-normal break-words\">That&#8217;s the decision. That&#8217;s what happens when you help them see that <strong>their indecision is not going to serve them<\/strong>. You help them <strong>take ownership<\/strong>. You help them <strong>take control<\/strong>.<\/p>\n<hr class=\"border-border-300 my-2\" \/>\n<h2 class=\"text-xl font-bold text-text-100 mt-1 -mb-0.5\"><strong>The Harsh Words That Help Close Deals<\/strong><\/h2>\n<p class=\"whitespace-normal break-words\">I&#8217;m saying these <strong>harsh words<\/strong> because I feel that the <strong>client<\/strong> is about to <strong>make a mistake<\/strong>. I&#8217;m <strong>slamming the client<\/strong> \u2013 not in a way that is stupid or wrong \u2013 but in a way that helps them see the <strong>exact representation<\/strong> of what <strong>their indecision<\/strong> is going to do to their life.<\/p>\n<p class=\"whitespace-normal break-words\">&#8220;<strong>17 bucks a month is not going to put you on the street and you know it<\/strong>.&#8221;<\/p>\n<p class=\"whitespace-normal break-words\">That&#8217;s harsh. That&#8217;s not pleasing to see or hear. But without these words, the <strong>client<\/strong> might not have said, &#8220;<strong>Sign me up. I agree<\/strong>.&#8221;<\/p>\n<h3 class=\"text-lg font-bold text-text-100 mt-1 -mb-1.5\"><strong>The Feeling Inside That Something Is Going Wrong<\/strong><\/h3>\n<p class=\"whitespace-normal break-words\">Sometimes I just have that <strong>feeling inside of me that something is going wrong<\/strong>. I could leave the conversation there without saying these words, but then I wouldn&#8217;t be able to help the <strong>client<\/strong> himself <strong>moving forward<\/strong>.<\/p>\n<p class=\"whitespace-normal break-words\">But what do you do in situations like these?<\/p>\n<hr class=\"border-border-300 my-2\" \/>\n<h2 class=\"text-xl font-bold text-text-100 mt-1 -mb-0.5\"><strong>How to Help Somebody Overcome Fear: The Framework for Sales Calls<\/strong><\/h2>\n<p class=\"whitespace-normal break-words\">You know the situations when you&#8217;re talking with somebody and you see they&#8217;re <strong>almost at the finish line<\/strong> and they&#8217;re about to get there, but they can&#8217;t. They&#8217;re like strained, you know, like something is holding them and <strong>they can&#8217;t move forward<\/strong>, right?<\/p>\n<p class=\"whitespace-normal break-words\">So what would be the best way to do here?<\/p>\n<h3 class=\"text-lg font-bold text-text-100 mt-1 -mb-1.5\"><strong>When Somebody Is So Scared Right Now<\/strong><\/h3>\n<p class=\"whitespace-normal break-words\">That&#8217;s the question people are asking. <strong>When somebody is so scared right now<\/strong>, when they need something ASAP but they&#8217;re just sitting still, what do you do?<\/p>\n<p class=\"whitespace-normal break-words\">Here&#8217;s what people don&#8217;t understand. If you&#8217;re gonna start pushing them, right, they&#8217;re just gonna push back.<\/p>\n<p class=\"whitespace-normal break-words\"><strong>Just looking at the situation is not going to fix it. Pushing is not going to fix it.<\/strong><\/p>\n<h3 class=\"text-lg font-bold text-text-100 mt-1 -mb-1.5\"><strong>The Framework to Overcome Fear on Sales Calls<\/strong><\/h3>\n<p class=\"whitespace-normal break-words\">Instead of that, what&#8217;s the best way?<\/p>\n<p class=\"whitespace-normal break-words\">I&#8217;m using just <strong>a couple of questions<\/strong> to remind them about <strong>their past experiences<\/strong>, about the way <strong>they overcame their own fears in the past<\/strong>. So they can understand that <strong>that&#8217;s the normal part of the life<\/strong> and <strong>encourage them moving forward<\/strong>.<\/p>\n<p class=\"whitespace-normal break-words\">Let me show you what I did there.<\/p>\n<hr class=\"border-border-300 my-2\" \/>\n<h2 class=\"text-xl font-bold text-text-100 mt-1 -mb-0.5\"><strong>The Exact Sales Call Recording: See How This Framework Works<\/strong><\/h2>\n<p class=\"whitespace-normal break-words\">In today&#8217;s video you are gonna see an <strong>exact recording<\/strong> of a <strong>sales call<\/strong> where I&#8217;ve used one of the <strong>frameworks<\/strong> to help the <strong>client overcome his own fear<\/strong>.<\/p>\n<p><iframe loading=\"lazy\" title=\"What To Do When Client Says &quot;I&#039;m So Scared&quot; - Sales Call Recording\" width=\"800\" height=\"450\" src=\"https:\/\/www.youtube.com\/embed\/7YQt3aEH_gA?start=2&#038;feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<p class=\"whitespace-normal break-words\">Here&#8217;s how the situation was:<\/p>\n<p class=\"whitespace-normal break-words\">The <strong>client<\/strong> was talking about the decision. He was asking: &#8220;Is there a no later than for this particular option? Do I have to make a decision today or is it something I could give you a decision, say, on tomorrow or Monday?&#8221;<\/p>\n<p class=\"whitespace-normal break-words\">Well, for me, it doesn&#8217;t change anything, right? You can make a decision tomorrow, next week, next year, doesn&#8217;t matter.<\/p>\n<h3 class=\"text-lg font-bold text-text-100 mt-1 -mb-1.5\"><strong>The Very Good Question<\/strong><\/h3>\n<p class=\"whitespace-normal break-words\">But here&#8217;s the question that&#8217;s <strong>very good<\/strong>: <strong>When do you feel you should have, like, when you should get into the training to acquire the skill set?<\/strong><\/p>\n<p class=\"whitespace-normal break-words\">That&#8217;s a <strong>very good question<\/strong>.<\/p>\n<p class=\"whitespace-normal break-words\">The <strong>client<\/strong> said: &#8220;<strong>I need the ASAP<\/strong>.&#8221;<\/p>\n<p class=\"whitespace-normal break-words\">Yeah, <strong>just looking at the finances is not going to fix your situation. It&#8217;s not going to fix it.<\/strong><\/p>\n<p class=\"whitespace-normal break-words\">Then he said it: &#8220;<strong>I&#8217;m scared. I&#8217;m so scared right now. I&#8217;m scared<\/strong>.&#8221;<\/p>\n<hr class=\"border-border-300 my-2\" \/>\n<h2 class=\"text-xl font-bold text-text-100 mt-1 -mb-0.5\"><strong>Everybody Is Scared \u2013 Even People Who Are Going For It<\/strong><\/h2>\n<p class=\"whitespace-normal break-words\"><strong>And that is normal feeling, brother.<\/strong><\/p>\n<p class=\"whitespace-normal break-words\">People who are even going for it, like, they&#8217;re scared as well. <strong>Everybody is scared<\/strong>.<\/p>\n<p class=\"whitespace-normal break-words\"><strong>That&#8217;s the normal part of life. Fear is a normal feeling.<\/strong><\/p>\n<p class=\"whitespace-normal break-words\">But here&#8217;s the <strong>framework<\/strong>: <strong>Is it the first time you are a little bit scared in your life?<\/strong><\/p>\n<h3 class=\"text-lg font-bold text-text-100 mt-1 -mb-1.5\"><strong>The First Question: Is It the First Time You Are a Little Bit Scared?<\/strong><\/h3>\n<p class=\"whitespace-normal break-words\">When somebody is scared, you remind them: <strong>is it the first time you are a little bit scared in your life?<\/strong><\/p>\n<p class=\"whitespace-normal break-words\">The answer is always: <strong>No. No, it&#8217;s not.<\/strong><\/p>\n<p class=\"whitespace-normal break-words\">So if it&#8217;s not the first time, that means <strong>you already know how to overcome fear<\/strong>. You&#8217;ve done it in the past.<\/p>\n<h3 class=\"text-lg font-bold text-text-100 mt-1 -mb-1.5\"><strong>The Second Question: When Was the Last Time You Were Scared But You Still Did It?<\/strong><\/h3>\n<p class=\"whitespace-normal break-words\"><strong>When was the last time you, what&#8217;s the first thing comes into your mind when you were a little bit scared but you still did it?<\/strong><\/p>\n<p class=\"whitespace-normal break-words\">This question makes them see <strong>their past experiences<\/strong>. This question reminds them about the way <strong>they overcame fear<\/strong> in the past.<\/p>\n<p class=\"whitespace-normal break-words\">In the video, the <strong>client<\/strong> said: &#8220;<strong>Airborne school. I was in the army.<\/strong>&#8220;<\/p>\n<h3 class=\"text-lg font-bold text-text-100 mt-1 -mb-1.5\"><strong>The Third Question: How Did You Overcome That Fear?<\/strong><\/h3>\n<p class=\"whitespace-normal break-words\">So, <strong>how did you overcome that fear?<\/strong><\/p>\n<p class=\"whitespace-normal break-words\">The <strong>client<\/strong> said: &#8220;<strong>Oh, shit. I just jumped. I just jumped. Right?<\/strong>&#8220;<\/p>\n<p class=\"whitespace-normal break-words\">Yeah. <strong>You just did it.<\/strong><\/p>\n<hr class=\"border-border-300 my-2\" \/>\n<h2 class=\"text-xl font-bold text-text-100 mt-1 -mb-0.5\"><strong>Show Them What Would Happen If They Just Sit Still<\/strong><\/h2>\n<p class=\"whitespace-normal break-words\">Because if you would be <strong>just sitting, like, still<\/strong> in that plane, where would you be?<\/p>\n<p class=\"whitespace-normal break-words\">The <strong>client<\/strong> said: &#8220;<strong>They would kick me out of the army for refusing a direct order<\/strong>.&#8221;<\/p>\n<p class=\"whitespace-normal break-words\">Yep. Yeah.<\/p>\n<p class=\"whitespace-normal break-words\">So <strong>just sitting still, just looking at the situation, that&#8217;s not going to fix it<\/strong>. You see?<\/p>\n<h3 class=\"text-lg font-bold text-text-100 mt-1 -mb-1.5\"><strong>The Best Question in the Framework<\/strong><\/h3>\n<p class=\"whitespace-normal break-words\">So, <strong>how this is different compared to overcoming any other fear in your life that you already know on how to overcome?<\/strong><\/p>\n<p class=\"whitespace-normal break-words\">This is the <strong>best question<\/strong> in the <strong>framework<\/strong>. This question makes them see that the fear right now is not different. <strong>They already know how to overcome it.<\/strong><\/p>\n<h3 class=\"text-lg font-bold text-text-100 mt-1 -mb-1.5\"><strong>When They Get It, They Just Move Forward<\/strong><\/h3>\n<p class=\"whitespace-normal break-words\">When the <strong>client<\/strong> understood that, he said: &#8220;<strong>All right. Let&#8217;s do it. Let&#8217;s do it. That was only money<\/strong>.&#8221;<\/p>\n<p class=\"whitespace-normal break-words\">You see? He just <strong>moved forward<\/strong>. He <strong>overcame the fear<\/strong>.<\/p>\n<hr class=\"border-border-300 my-2\" \/>\n<h2 class=\"text-xl font-bold text-text-100 mt-1 -mb-0.5\"><strong>Why This Framework Works on Sales Calls<\/strong><\/h2>\n<p class=\"whitespace-normal break-words\">So what would be the best way when somebody is <strong>almost at the finish line<\/strong> but <strong>they can&#8217;t move forward<\/strong>?<\/p>\n<p class=\"whitespace-normal break-words\">Instead of pushing them, you&#8217;re using just <strong>a couple of questions<\/strong> to remind them about <strong>their past experiences<\/strong>.<\/p>\n<p class=\"whitespace-normal break-words\">You&#8217;re helping them see that:<\/p>\n<p class=\"whitespace-normal break-words\"><strong>First:<\/strong> Everybody is scared. That is normal feeling. <strong>Fear is a normal part of life<\/strong>.<\/p>\n<p class=\"whitespace-normal break-words\"><strong>Second:<\/strong> This is not the first time you are a little bit scared in your life. You&#8217;ve been scared in the past.<\/p>\n<p class=\"whitespace-normal break-words\"><strong>Third:<\/strong> When you were scared in the past, you still did it. You <strong>overcame that fear<\/strong>. <strong>You already know how to overcome fear<\/strong>.<\/p>\n<h3 class=\"text-lg font-bold text-text-100 mt-1 -mb-1.5\"><strong>The Questions You&#8217;re Using in This Framework<\/strong><\/h3>\n<p class=\"whitespace-normal break-words\">Here are the questions I&#8217;m using to help somebody <strong>overcome fear<\/strong>:<\/p>\n<p class=\"whitespace-normal break-words\"><strong>Question 1:<\/strong> Is it the first time you are a little bit scared in your life?<\/p>\n<p class=\"whitespace-normal break-words\"><strong>Question 2:<\/strong> When was the last time you were a little bit scared but you still did it? What&#8217;s the first thing comes into your mind?<\/p>\n<p class=\"whitespace-normal break-words\"><strong>Question 3:<\/strong> How did you overcome that fear?<\/p>\n<p class=\"whitespace-normal break-words\"><strong>Question 4:<\/strong> If you would be just sitting still, where would you be?<\/p>\n<p class=\"whitespace-normal break-words\"><strong>Question 5:<\/strong> How this is different compared to overcoming any other fear in your life that you already know how to overcome?<\/p>\n<p class=\"whitespace-normal break-words\">\n","protected":false},"excerpt":{"rendered":"<p>Sales Call Framework: What Do You Do When You Feel That Something Is Going Wrong? This sales call framework works because it helps you see exactly what to do when you&#8217;re on a call and you feel that the prospect is making a mistake. You&#8217;re on a sales call. You feel that the prospect is [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":2736,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_surecart_dashboard_logo_width":"180px","_surecart_dashboard_show_logo":true,"_surecart_dashboard_navigation_orders":true,"_surecart_dashboard_navigation_invoices":true,"_surecart_dashboard_navigation_subscriptions":true,"_surecart_dashboard_navigation_downloads":true,"_surecart_dashboard_navigation_billing":true,"_surecart_dashboard_navigation_account":true,"iawp_total_views":16,"footnotes":""},"categories":[47],"tags":[90,88,79,80,82,86,83,84,77,89,78,85,81,55,50,87],"class_list":["post-2735","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-call-reviews","tag-bring-awareness-up","tag-client-is-scared","tag-client-making-mistake","tag-closing-deals","tag-cold-calls","tag-helping-clients","tag-moving-forward","tag-overcome-hesitancy","tag-sales-call-framework","tag-sales-call-recording","tag-sales-calls","tag-sales-conversation","tag-sales-experience","tag-sales-process","tag-sales-training","tag-what-to-do-on-sales-calls"],"acf":[],"_links":{"self":[{"href":"https:\/\/wehes.com\/en\/wp-json\/wp\/v2\/posts\/2735","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/wehes.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/wehes.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/wehes.com\/en\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/wehes.com\/en\/wp-json\/wp\/v2\/comments?post=2735"}],"version-history":[{"count":7,"href":"https:\/\/wehes.com\/en\/wp-json\/wp\/v2\/posts\/2735\/revisions"}],"predecessor-version":[{"id":2743,"href":"https:\/\/wehes.com\/en\/wp-json\/wp\/v2\/posts\/2735\/revisions\/2743"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/wehes.com\/en\/wp-json\/wp\/v2\/media\/2736"}],"wp:attachment":[{"href":"https:\/\/wehes.com\/en\/wp-json\/wp\/v2\/media?parent=2735"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/wehes.com\/en\/wp-json\/wp\/v2\/categories?post=2735"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/wehes.com\/en\/wp-json\/wp\/v2\/tags?post=2735"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}