Summary
Tired of feeling icky and manipulative during sales calls? It’s time to reimagine the sales call model! Join me as I explore why the traditional approach to sales calls may not be the best fit for everyone, and how withholding pricing and program details can negatively impact both you and your clients. At the very least, let’s consider sharing a price range for our offerings and take into account the mental health of our potential clients.
In this episode, we’ll discuss the process of trauma resolution and its objectives, as well as how understanding these aspects can help you communicate more effectively during sales calls. We’ll also emphasize the importance of screening processes to ensure that clients are a good fit for your work while staying within your scope of practice. Learn how considering your clients’ mental health can lead to better outcomes and more successful sales calls.
Finally, we’ll tackle financial objections and discuss how to create a supportive environment for both you and your client. Discover the importance of financial literacy and budgeting when creating services and programs, as well as how to price your services accordingly. Learn how to offer equitable payment plans that protect you financially and when it’s the right time to present them. Don’t miss this episode full of valuable insights and tips to help you navigate the world of sales calls with authenticity and integrity.
Chapters & Key Points
Reimagining Sales Calls (12 Minutes)
I explore the conversation around sales calls. I discuss how the traditional sales call model perpetuates the idea that sales calls are icky and manipulative, and how this model involves withholding information about pricing and program details until the call itself. I then discuss why I don’t agree with this model, as it creates a belief around people and their willingness to make big investments and their ability to understand what’s best for them. Lastly, I share my belief that at the bare minimum, a price range for offerings should be shared.
Sales Calls and Marketing Messaging (8 Minutes)
We explore the process of trauma resolution and the objectives of the work. I discuss how the process can help individuals feel a deeper connection to themselves and to life, and how this work can help people to regulate and feel a sense of safety. I also explain how this understanding of trauma resolution can be used to communicate in sales calls more effectively, and why applications and sales calls were originally created. Finally, I emphasize the importance of screening processes to ensure that clients are a good fit for the work.
Navigating Client Boundaries and Expectations (6 Minutes)
The importance of considering mental health when creating application forms for programs and during sales calls is paramount. It is important to be mindful of boundaries and staying within one’s scope of practice when working with clients who have experienced serious mental health issues such as depression or anxiety. Trauma resolution can help individuals feel a deeper connection to their own mental wellbeing. Advice on how to assess a client’s expectations and objectives to ensure that they are realistic and can be met is also provided.
Financial Accessibility in Personal Development (6 Minutes)
I discuss the importance of financial literacy and budgeting when creating services and programs. I explore how the personal development world can sometimes feel like a fairy tale and how this can lead to unrealistic expectations of our finances. I offer insight to service providers on how to price their services in accordance to the annual revenue of their clients, as well as support for those who have limited financial resources.
Financial Objections and Changing the Culture (7 Minutes)
I explain how to handle financial objections during a sales call. I emphasize the importance of considering the customer’s budget when creating services and programs and how to offer alternative options if the customer’s budget does not match your pricing. I also explore how to offer payment plans that are equitable and that protect you financially, and how to determine the right time to offer payment plans.
Asking For Feedback (1 Minutes)
I explore how to handle customer objections and how to create a supportive environment when making sales calls. I emphasize the need for individuals to provide honest feedback, and the importance of considering customer’s budgets and mental health when creating services and programs.
Episode Keywords:
Sales Calls, Authenticity, Integrity, Communication, Mental Health, Trauma Resolution, Financial Literacy, Budgeting, Financial Objections, Payment Plans, Equitable Payment Plans, Customer Objections, Supportive Environment, Honest Feedback, Program Details, Price Range, Scope of Practice, Realistic Expectations, Annual Revenue, Limited Financial Resources, Right Time to Offer Payment Plans
