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’re on a call and you feel that the prospect is making a mistake.
You’re on a sales call. You feel that the prospect is making a mistake. They’re about to act stupid. What do you do?
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 their indecision now is not going to serve them moving forward?
In this video, you will see an exact representation of what I do on my sales calls when I feel something is going wrong.
The Question Every Salesperson Asks
What do you usually do in situations like these with clients? 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 frameworks to help them take ownership and control?
What the hell are you doing when that happens on your calls?
That’s the question I have for you.
Sales Call Recording: When Client Says “I Am Not Right Now”
Here is the exact sales call recording. You will see how I help the client moving forward when they’re about to make a mistake on a life insurance policy.
The Client Says
“I am not right now. If I wasn’t in my living situation, I would be willing to do it, but I am not right now.”
The question on the call: Can you stretch yourself for 17 bucks a month?
That’s a valid question, right? But here is what I do when I feel that something is going wrong.
How I Help Them See Their Mistake
“You’re here on this call because you need help. I give you a pathway on how you can get there. 17 bucks a month is not going to put you on the street and you know it, right?”
“No, it’s not going to put me on the street.”
“Yeah. So it’s either 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.”
What Happens Next on the Sales Call
“Yes. I was saying, I’m saying sign me up. I agree.”
That’s the decision. That’s what happens when you help them see that their indecision is not going to serve them. You help them take ownership. You help them take control.
The Harsh Words That Help Close Deals
I’m saying these harsh words because I feel that the client is about to make a mistake. I’m slamming the client – not in a way that is stupid or wrong – but in a way that helps them see the exact representation of what their indecision is going to do to their life.
“17 bucks a month is not going to put you on the street and you know it.”
That’s harsh. That’s not pleasing to see or hear. But without these words, the client might not have said, “Sign me up. I agree.”
The Feeling Inside That Something Is Going Wrong
Sometimes I just have that feeling inside of me that something is going wrong. I could leave the conversation there without saying these words, but then I wouldn’t be able to help the client himself moving forward.
But what do you do in situations like these?
How to Help Somebody Overcome Fear: The Framework for Sales Calls
You know the situations when you’re talking with somebody and you see they’re almost at the finish line and they’re about to get there, but they can’t. They’re like strained, you know, like something is holding them and they can’t move forward, right?
So what would be the best way to do here?
When Somebody Is So Scared Right Now
That’s the question people are asking. When somebody is so scared right now, when they need something ASAP but they’re just sitting still, what do you do?
Here’s what people don’t understand. If you’re gonna start pushing them, right, they’re just gonna push back.
Just looking at the situation is not going to fix it. Pushing is not going to fix it.
The Framework to Overcome Fear on Sales Calls
Instead of that, what’s the best way?
I’m using just a couple of questions to remind them about their past experiences, about the way they overcame their own fears in the past. So they can understand that that’s the normal part of the life and encourage them moving forward.
Let me show you what I did there.
The Exact Sales Call Recording: See How This Framework Works
In today’s video you are gonna see an exact recording of a sales call where I’ve used one of the frameworks to help the client overcome his own fear.
Here’s how the situation was:
The client was talking about the decision. He was asking: “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?”
Well, for me, it doesn’t change anything, right? You can make a decision tomorrow, next week, next year, doesn’t matter.
The Very Good Question
But here’s the question that’s very good: When do you feel you should have, like, when you should get into the training to acquire the skill set?
That’s a very good question.
The client said: “I need the ASAP.”
Yeah, just looking at the finances is not going to fix your situation. It’s not going to fix it.
Then he said it: “I’m scared. I’m so scared right now. I’m scared.”
Everybody Is Scared – Even People Who Are Going For It
And that is normal feeling, brother.
People who are even going for it, like, they’re scared as well. Everybody is scared.
That’s the normal part of life. Fear is a normal feeling.
But here’s the framework: Is it the first time you are a little bit scared in your life?
The First Question: Is It the First Time You Are a Little Bit Scared?
When somebody is scared, you remind them: is it the first time you are a little bit scared in your life?
The answer is always: No. No, it’s not.
So if it’s not the first time, that means you already know how to overcome fear. You’ve done it in the past.
The Second Question: When Was the Last Time You Were Scared But You Still Did It?
When was the last time you, what’s the first thing comes into your mind when you were a little bit scared but you still did it?
This question makes them see their past experiences. This question reminds them about the way they overcame fear in the past.
In the video, the client said: “Airborne school. I was in the army.“
The Third Question: How Did You Overcome That Fear?
So, how did you overcome that fear?
The client said: “Oh, shit. I just jumped. I just jumped. Right?“
Yeah. You just did it.
Show Them What Would Happen If They Just Sit Still
Because if you would be just sitting, like, still in that plane, where would you be?
The client said: “They would kick me out of the army for refusing a direct order.”
Yep. Yeah.
So just sitting still, just looking at the situation, that’s not going to fix it. You see?
The Best Question in the Framework
So, how this is different compared to overcoming any other fear in your life that you already know on how to overcome?
This is the best question in the framework. This question makes them see that the fear right now is not different. They already know how to overcome it.
When They Get It, They Just Move Forward
When the client understood that, he said: “All right. Let’s do it. Let’s do it. That was only money.”
You see? He just moved forward. He overcame the fear.
Why This Framework Works on Sales Calls
So what would be the best way when somebody is almost at the finish line but they can’t move forward?
Instead of pushing them, you’re using just a couple of questions to remind them about their past experiences.
You’re helping them see that:
First: Everybody is scared. That is normal feeling. Fear is a normal part of life.
Second: This is not the first time you are a little bit scared in your life. You’ve been scared in the past.
Third: When you were scared in the past, you still did it. You overcame that fear. You already know how to overcome fear.
The Questions You’re Using in This Framework
Here are the questions I’m using to help somebody overcome fear:
Question 1: Is it the first time you are a little bit scared in your life?
Question 2: When was the last time you were a little bit scared but you still did it? What’s the first thing comes into your mind?
Question 3: How did you overcome that fear?
Question 4: If you would be just sitting still, where would you be?
Question 5: How this is different compared to overcoming any other fear in your life that you already know how to overcome?
