You're not losing your sales call on the pitch, but it's in the first three minutes of your call.

As a coach, you should have a 40% conversion rate on your sales calls.

If you don't have that, you need to fix it.

And the problem is people have no idea how to fix it because literally nine coaches out of ten destroy their sales call in the first three minutes of that call, not by the middle or the end.

So today we are going to dig into the first critical three to five minutes of any sales call.

This is literally where you would either lose your sales call or you will win it.

I think most people leave it's by the end where we're doing the pitch, but it's actually in the beginning.

I listen to a lot of these calls and I often hear immediately, no, it's not going to be a close or yes, you got this one.

Yeah.

And I can totally remember when I destroyed my sales calls in the first three minutes and I had no idea that I did that.

Yeah, there's a lot of things happening.

Yeah.

We just got home from Thailand just a couple of days ago.

Yeah.

Not when you're listening to this, but when we're recording this.

We just got home and I don't.

Know, maybe last episode last week, if you're following this, we might said that we're going to Thailand and then now this week, like, we're home from Thailand.

Yeah.

We didn't record any podcasts while in Thailand.

No, but we've been there and we took all of our kids and we lived at.

At such great resorts, showing the kids a new culture.

None of them had been in Thailand.

I've been there a lot.

You'd never been either.

No.

And you know what I like the most?

No, I like the most?

That I did not bring my laptop.

I think I went into Slack to check in with the team literally three times in two weeks.

Apart from that, it was holidays.

I did not check my emails once.

Yeah, me in 14 days.

Yeah, that's awesome.

And me being neurotic.

I brought my laptop and I also didn't open it, so I just carried it around without opening it once.

So, yeah, it was really amazing and it was fantastic.

If you haven't been go.

Absolutely.

And this weekend, it's also a little bit special because this weekend I don't think most people know we actually started in different niches today on for the last four years.

Yeah, five years, four and a half years.

We've been helping coaches building their businesses, but we started another place.

I know most business coaches start as business coaches because they educated business coaches.

But we have a long history.

Before we became business coaches, we've been running a lot of different businesses.

But even in the coaching space, we started helping people with their finances.

And right before we shifted niche into helping coaches, we help people building up passive income streams and their personal finances.

Built economical freedom.

Yeah.

And based on that, you wrote a book.

And that book is really cool.

It's called A Little Guide to Passive Income.

It's written in Danish and it's released in Danish.

And you are spending this weekend when we're recording this at a book fair, representing your book as an author.

And that's really cool.

And you get to meet a lot of people and you get to have a lot of fun.

What would you say is the thing that benefits us today by you being there?

I think what benefits me or benefits us a lot is we still have people following us from back in those days.

And I had someone coming up.

I've not been there.

I was there two hours the other day and I'm going to be there a little bit today.

So I had someone coming up and say, hey, I've been following you.

I just came here to see you and ask questions.

I think think it's so nice because we literally wrote down a complete course into a book.

And I think it's so much fun when people come up and say, I did all of that and they have some questions and they tell and share what they've been doing with all of that that you've been giving away.

I love that part.

I think that's really fun.

And it says a lot about the book quality.

Sure.

But also about the reader.

And I find that fascinating because we're working with more than 6,000 coaches, helping them get their first clients and making money, and then helping coaches get all the way past 1 million euros a year.

It's very rare to buy something cheap and then capitalize on it or actually make something out of it.

So that's really cool.

And you've seen that every year.

You're invited every year to this book fair, which means that you get to acknowledge this.

And last year, every book that the publisher had brought, they got sold out very, very fast.

So, of course, it's also a passive income stream for us.

It is.

Well, as long as you don't have to pay a book fairs.

Well, I've been at book fairs four hours in the last five years, so it's fine.

It's fin.

I would say it's very close to being passive.

But let's talk about sales calls.

Let's go talk about sales calls.

And it's such an important thing because in order for you to be able to learn everything, you need to learn up to €30,000amonth.

You need to have sales calls installed.

After that, you can start to work on more funnels and you can start getting leads differently and you can start to do more things to make it simpler and more efficient so that you can scale.

But below €30,000amonth, there is a learning curve of how to understand your avatar and your clients.

Clients.

But before you even get there, you need to understand how do I facilitate the sales call?

Yeah.

And you need to do that in a way that it's non salesy, non sleazy.

It needs to make sure that it's a good quality call no matter if they buy or not.

But it needs to be very, very, very clear that the intention is to buy.

We are going to talk about the biggest mistake that most people do that doesn't come up to that conversion rate of 40%.

Because as a coach, you should have a conversion rate of 40% of your sales calls.

And I'm even gonna say a little bit about that because 40% is not high, it's actually low.

I would say as an experienced owner of your business, you should be more between 60 to 80%.

But 40% is the first.

If you are new coach, that's our first KPI.

We want to hit getting 40%.

Because of course, if you imagine when you're selling your course, if you have a conversion rate of 10%, that means you need to have 10 sales calls to get one client.

When you got 40% conversion rate, well, every time you have 10 sales calls, you get four clients.

And for most people selling an offer for two to two and a half thousand, that's a 10k month just closing for clients.

Which means that 10 sales calls in a month, it sounds easier than 40 sales calls in a month.

And if you're listening to this and you're like, no, four clients isn't 10k a month.

Because how can you do that?

It's because your price is too low.

Yeah.

And we do have another episode.

Yeah.

In the podcast series that is about setting your prices for your coaching business as well.

So make sure that you have a decent price point.

Watch that episode.

So especially if you are an early stage coach, you need to practice your sales course because that's going to mean how much are you going to work to get your Clients.

Yeah.

For those who are a little bit more experienced.

If you're doing well with your coaching business and for a client doesn't equal 10k, it means that there is a lot of potential in your coaching business.

You can literally turn up the volume and do this so much more efficiently.

And you can 3x, 4x, maybe 5x your business in a couple of months, which is a really cool opportunity.

But let's talk about the sales call because we said in the beginning most sales calls are destroyed in the first three minutes.

And let's talk about the problems first, about the sales calls in general.

What are the symptoms that we are going to experience if the call started in the wrong way?

This is the cheeky part because we meet a lot with our clients and give a lot of feedback on sales calls and we train them a lot in sales because it's such a huge part.

We have different levels of programs for different levels of coaching.

And I would like to say that it shouldn't be a big part, it should be the thing that that happens that it's a very small part of the business.

But if the marketing is wrong, then the sales calls gets harder and if the sales identity is off, then the sales calls gets unreasonably hard.

Yeah.

So we need to make sure that we are good with ourselves in sales and we need to make sure that we have good marketing.

If we have that, then sales are easy and 40 conversion rate is like the bare minimum of what you need to have in order to have a healthy coaching business.

Absolutely.

No, but the problem is that most people just assume that when they lose the pitch, it's something about the pitching or the presenting their price point or the objection handling skills.

And nine out of ten times when we go through it, it's actually lost way, way, way sooner.

Yeah, it's in the beginning, it's the first three minutes.

And most people, they believe it's about the end.

They don't put so much attention to the beginning.

But a strong beginning is a successful end.

Yeah, I find it quite logical.

Yeah.

Like, so what was their objection to why they didn't buy?

Then we're looking for the conversation that was about why they didn't, why they didn't buy and then the reasons.

So it could be money, it could be partner, it could be, I need to think about it, send me more information.

It could be literally whatever.

What we rarely realize is that if they were more prepared to have that conversation based on the earlier part of the sales call, then you would have a Wildly different result.

And the thing is, 90% of your objection handling is throughout the call.

It's not that the back end of the call.

It's not when they tell you this is the reason why I can't buy.

Because that's not the reason anyway.

No, exactly.

And I think we have some other episodes about that.

So we're going to dig into the beginning of the call.

But.

But this is crucial to understand.

You don't.

Objection handle at the end.

Yeah.

You objection hand whatever you did not fix before.

But your closing rate is so much higher if you fix it earlier in.

The call before you even talk about the algorithm.

Exactly.

Because the real problem is we can actually narrow it down to three different things, I believe.

I think the first one is you have no control.

No call control.

It becomes a dialogue between two people.

But that you are not controlling the call.

If you're not controlling the call, the other person will.

Yeah.

So that's the first thing.

The second thing is there's a very unclear structure.

If you're not following a clear structure again, you will miss out on key elements in handling in key elements in building up the trust in you as a coach.

And then we have the last one.

And I think the last one is more when you are a little bit more early stage and the rapport overkill.

When you are working too hard on your rapport and you become more of a friend than the authority that they're willing to put in money to.

And you could do that in a coin flip on that because it could obviously be the reverse as well, that you come across too arrogant and too not interested or invested enough.

Yeah.

So it could be either one of those.

Either you suck up to them and they feel like, oh, I wish I had a good cup of tea to this call.

And the other one could be like, hey, I feel that you're kind of rude.

And then structure 100%.

And the first one being who's leading the conversation and where are you heading towards?

Yeah.

So there will be a short advice for any sage goal is don't wing it.

Just don't wing it.

And if you feel that you have a structure that works and you feel that that structure is literally inside your nervous system so that it happens pretty naturally, then make sure that you are following a short list of different milestones throughout the call that you literally can be like, yep, shake, shake, shake, shake, shake.

Because structure is the difference between hard and easy.

Yeah.

And just because you know your framework well doesn't mean you should work without it, it just means that you can simplify it.

Yeah.

And I think a lot of people start winging it especially when they get a little overconfident.

Especially when someone is reaching out to them or someone has been referred by someone else.

They believe they're already hot, they're interest and then they start winging it instead of keeping to the structure and they on sell themselves.

Presuming the sales.

Yeah.

Is just as lethal as it sometimes can be effective.

Presuming a sale can be done effectively as well in terms of pitching and doing.

Objection.

Handling.

But when it comes to you presuming the sale before the call, before you've gotten collected any data or any, any indications of their interest and what they're into, you're going to ruin it 100% of the time.

You need to come to the call, prepare to serve.

And you do not know what they need until they've told you.

Yeah.

If you're not having control over the call, what you normally hear at the back end of a call is I just need to think about it.

Yeah.

That is the number one giveaway that you did not have control.

Especially when you're having call with someone.

But it's so clearly they need you.

But you can hear, you can hear they need.

It's a perfect fit.

They need you but still they get you.

I just need to think about it.

There was something that you are not in control with.

Whenever two people meet each other, the one person that is more assertive have a bigger conviction about what they believe is the right thing will always influence the other.

So if you do not have the control, if you're not certain about what structure you want, wherever you're taking this person, this person has another structure and that it probably is a structure to go on a call.

Listen, already knowing I'm not open to buying and ghosting afterwards.

Yeah.

Well, even bigger than that if you're talking about the solution.

So let's take our niche for an example as a coach.

Let's say that a Coach is doing 5k a month and we meet them on a call.

Yeah.

If we can't present to them something that we are highly assertive of or highly confident about.

Yeah.

Where we can show them on a simple enough structure so that they can understand it on firsthand, which means no in depth details, but so that we can show the path.

If we can't do that, their structure that they have that keeps them at 5k will overrule the structure that you present.

Which means that they will stay stuck because what they believe has gotten them to 5k, but not further.

Yeah.

Which means that to get further than 5k, they need to be influenced by something that adds to what they're already doing.

Yeah.

And that's where we come in.

So when you're listening in a sales call, and this is not in the first three minutes, but when you are in tuned into the sales calls, you need to understand what is it that this person believes that holds them from taking the next step, and what is the structure that they need that would help them to get beyond the point of where they're currently at.

Yeah.

Then we can start to have a real conversation about what will life look like if we did this for three months, six months?

Where would we end up?

What would you like to have?

Where would you like to be?

How would you like life to be like?

And then we can have an interesting conversation that is based on their actual needs.

Yeah.

If you don't show up confident and certain, then their confidence in whatever they're confident about will overtake the goal.

And if you don't have a system for selling, you're gonna follow and hope that their system for buying will help you out.

Yeah.

But it probably won't.

No.

No.

We're pretty easy buyers.

We do not go to a sales.

Call if we are so easy.

Bias.

Yeah.

But we don't show up for a sales call if it isn't the right thing, if we don't know that this could be something that takes us to where we want to go.

But if the sales call is delivered in the wrong way, then we never buy this.

Exactly.

Thing happened about a month ago.

I was looking for a person who can help us with some of our reels and some of our Instagram content.

So it was a small, small part of our marketing.

I wanted someone specific to help with that, and I found one of the biggest person.

I'm not gonna say who this is because it does not look good for the person.

So I'm not.

Absolutely not gonna say it, because I found this person and I reached out to the team, say, hey, I'm interested, I'm curious.

I want help by this person.

And I got on a three ask call, and I was ready, and they asked me a bunch of questions and they let me know, it's 8,000 for three months of help and it's 8,000 years.

Perfect.

No problem.

So I was ready to buy, and I was looking forward to the sales call.

And I got on a sales call with someone.

Step number one, he got in I think he was nine minutes late.

And when he was nine minutes late, first of all, I was not there alone.

I was there with our head of marketing on this call because I wanted him to be on the call as well and just hear the same thing, because I literally sold this person into my marketing team.

Yeah.

It was like, where's this guy?

Did he write to you?

Like, have you seen anything about this guy writing, I'm so sorry I'm late?

No, there was nothing.

Nine minutes in, he comes in and he says, I got a problem with my laptop.

It restarted.

There was no sorry.

There was no, like, sorry I'm so late.

I really apologize.

I do respect your time.

Because I did not feel he was respecting my time.

I was only there because I was busy doing something else.

I didn't leave the room.

But he didn't even apologize.

He didn't send anything to us about it being late.

Talking about the first three minutes.

Don't be late.

And if you ever get late, make sure you let people understand you're not there to disrespect them, because you will lose them before the call even start.

If you come in late and you don't care, you just move on.

Doesn't really matter.

That's so disrespectful.

So let's have a chat.

And we was just like, okay, but lead the call.

He didn't lead the call.

He had no structure for the call whatsoever.

So he started showing some pages.

It made no sense.

There was no system.

He couldn't show us.

Our question was, so what will happen and when we start?

Well, this and this will happen.

He went into some different pages, but he couldn't tell him, how will it work?

So I started leading.

I started asking him because he had no structure.

He literally told me, we don't have a plan.

He told me, I don't have a plan for this call.

He's like, okay, you're late and you don't have a plan for the call.

Because I was so into.

I wanted to buy this thing, but there was no plan.

There was no structure.

There was no nothing.

And it ended with that.

We said, well, I still don't know what I'll get out of buying this program.

I don't know how it will work.

I have no idea what will happen.

I actually heard the conversation because I was in my office next door and we had both our doors open, and I heard the conversation, and I heard you saying, hey.

So here's what's what.

I actually came here prepared to Buy.

But to be honest, you've actually talked me out of it.

And I remember that you said, I'm so disappointed because I was excited about this.

And that's gone.

His attention goes to, I'm supposed to show up for this call and I'm supposed to deliver this call in whatever.

And we don't know the person that you should have a sales call with.

Maybe that guy had the same name and he was sick and someone who'd never done a sales call before had to jump in.

Maybe.

So benefit of the doubt there.

Yeah, but we can't treat people that way.

No.

And you could sense that not just in the first three minutes when he was nine minutes late, but when he actually showed up.

It was the first sentence.

Yeah.

That threw you off and was like, okay, good.

This is not what it was.

Within the first 20 seconds of him speaking, me and Brian, we kind of looked at each other and we thought the same.

Yeah.

What are you doing?

Yeah.

How can you miss this call?

How can you not sell on this call?

Yeah.

You have someone ready to pay.

You have a penalty shot.

And we took out our goalkeeper.

Literally.

That's what happened.

And I believe the worst thing he said was, well, we normally only sell to people who already know what we do and what to buy.

But how are people going to know what you do if you're not willing to show them or tell them?

It was so weird.

So this is just to understand that if you're new.

Yeah.

This can happen for the biggest name in the industry.

Because this was a big name.

If I say their name, everyone here would know who this person is.

Let's look into it.

What needs to happen?

Yeah.

Because the solution here is you need to master your first three minutes.

Three to five minutes.

I mean, it's just the first three minutes.

And you need to lead, you need to jump in, you need to take the lead.

You need to have that other person feel like you're in control and you know where we're going on this call.

So they are not grasping for something.

You are leading the call.

So one of the things that I love is compare something that we don't know with something that we do know.

And I call that a metaphor for if you've never been at a five star hotel or a Michelin restaurant or anything like that.

When we were in Bangkok, on the way home, we went out with the kids to celebrate and we took them on the 76th floor, very, very high up in the air, 310 meters up in the air with to a Michelin restaurant and study the way that they behave.

Because especially when it comes to a really exclusive five star hotel or if it comes to a Michelin restaurant.

Because Michelin is not just the food, it's the presentation, it's the behavior, it's the everything.

Experience the experience.

Yeah.

Study what they are doing and try to figure out why are they doing what they do and why are they doing it that way then we can start to realize a part of it is an embrace where we welcome, facilitate, make them feel like this is a good space.

The other part is showing where to go, leading the way so that you're completely taken care of without stepping them on their foot, but still manage to control the line of like the docs connecting everything to make it a really, really pleasant experience.

And that is what you should do in the first three to five minutes of a sales call.

Yeah.

You need to make sure that they feel that this is the best place to be in and they need to feel that you got this covered.

I'm just going to lean back and be like, yeah, let's do this.

So if we take the first thing that needs to happen when you get on the call, creating rapport.

But don't become a friend.

Yeah.

And that means literally your first thing is ask about their cat.

Ask about something that goes on behind them.

Ask about the dog.

If you can hear the dog barking.

Ask about something that's going on to create rapport.

Something similarity to something you're doing.

Or if you can see they have kids or whatever it is.

And let's say that they're sitting with a sterile, pure white background.

Then ask them something personal then.

Yeah.

Ask them about where they are, their surroundings.

Yeah.

Where are you currently at?

Are you in your office or are you at home or you had you have a home.

What city are you in, what country are you in?

Whatever.

So simple.

Yeah.

So you don't even need to fetch that.

You can just be a normal human being and be curious about.

Okay, so hey, what's going on on your end right now?

So easy.

So that's the first and it takes 10 to 20 seconds.

And then once you have that first report, what's really important there is that you need to demand responsiveness.

You need to have them to answer you.

You don't go move forward until they've given you an answer.

You want to start having a conversation from the beginning.

You ask questions, they answer you.

I love it.

So building rapport, 20 seconds.

That's step number one.

What's step number two, coming up with.

The agenda for the call.

Show them that there is a clear script, there's a clear plan for this call, what will happen.

Let them know what will happen here because it builds safety and builds trust.

When you tell them the agenda it's about, you build trust and you build safety for them that you are the leader.

So as soon as you gotten through the rapport, we start going into.

So I'm really happy you're here.

Let me just go through what will happen on this call.

Or you can start by saying, so on this call, we have 45 minutes together, framing the length of the call.

This is my plan for the call.

This is what will happen.

And you go through.

Watch your faces.

The first thing I'm going to do is I'm going to ask you a few questions to understand, figure out where you are regarding niche you're working with, where you are right now.

I will also figure out where you want to go, what you really want.

And I'm trying to figure out also I'm asking you some questions to figure out what's holding you back, slowing you down to get there.

Is that okay with you?

Asking for permission?

So now step one, I'm getting permission to ask the questions that I'm going to ask.

So two things are happening while doing that.

Number one, frame control.

You're setting the structure, you're leading the conversation, which means that you control the frame, which is what you need to do because they've come to your call, it's not the other way around.

So number one, frame control.

The other thing that happens is that they feel led and they also feel informed, they feel respected, which means that we have set up a good frame to be able to have a decent conversation because they get to accept that, yeah, sounds great, let's do it.

And then I want to tie it to something that is really a big benefit for them.

So at the end of this call, when understand more about you and your niche you work with, we'll be able to create a plan for you to get to reach your goals.

At this point, at the end of this call, you'll have more clarity on how to get there.

And if, and only if, I believe we can help you there, then we could have another dialogue about what it would look like making sure you're creating that plan to get you the result.

After I let them know I got the permission for them to ask the questions, I let them know really good.

So by the end of this call, when I understand what you need, if I believe, and only if I believe I can help you or we can help you, then we can talk about what it would look like to help you to get that result.

Is that okay with you?

Yeah.

And they'll say yes.

Now at this point, what I'm doing is I'm actually just taking away all of the fear of being sold to because I just told them, only if I believe I can help you, I will present you what that would look like.

Which means now they'll be more open to answer the questions I'm coming with because they'll not be defensive or they'll not being a bias resistance mode because they'll be open to it.

But I also do the other thing.

Most people coming into a series call feel like, oh, they are going to question me or that person will question me or ask me questions and judge if they want me, if I'm good enough.

But what I just did is I turned the table around.

I said, if I believe I can help you, then we can have a talk about that.

Which means I'm letting them know, you know what, I'm questioning you here.

I need to know if I believe you're right fit for me.

Not just you deciding if I'm a right fit for you.

I'm taking them to want to fit into what I'm doing.

Yeah.

And it's such a crucial part because it's disarming the potential hostility in the call.

Yes.

It takes away the tension.

Yeah.

So here's the thing where we come from.

We are never going to convince someone to buy our stuff.

It's a decision, It's a principle.

We want clients.

Who wants to be there.

Yeah.

Because it builds much healthier business.

It's just as simple as that.

Our strongest recommendations is that you shouldn't convince people either.

There is in the sales industry, especially with young guys, especially if they live in Dubai.

Whatever.

There is something where there is a status kind of thing that I could sell to anyone.

Even if they don't want to.

I could sell to them.

The only thing that it means is I care about what I have.

I don't care about the other person.

If you care about the other person, try a relationship that goes beyond your business.

Friend relationship, romantic relationship, relationship to your family, whatever.

Yeah.

You need to give in order to get.

Yeah.

And coming from that standpoint and setting up the call exactly the way that you described allows the tension to go away, which means that the call can open up and we can have a real conversation about.

So what is your need what's life like right now?

Where do you want to go?

What's a problem?

And then we listen.

With our knowledge and what we know, we can pinpoint few different things that allows them to open up new.

Ah, can you think that way?

Oh, can you see that way?

Okay, cool.

So that we can help them see what's in their blind spots.

Because the moment they realize that we have all the answers, they have a really easy time saying, yep, I don't just want to be with you, I need to be with you.

Because I can hear that you know what I need to know.

And by the way, I just want to say, if you want the exact script, what to say, we'll put it down here.

The ultimate sales frame work the complete framework for your sales call.

And it's only a thousand euros.

Go buy it.

No, it's free and you can download it down below.

So go and get it.

So, so go and grab that.

No worries.

That's a very important thing because now what we've done is we finished the agenda.

We have a clear agenda.

We got the micro commands, the embedded into it, asking a lot of permission and getting the commitments and micro commitments to.

Yes, I'm okay with that.

Those are very important that we do this at this point.

Now we can go to the third part and the last part of the beginning.

So number one, rapport, number two, agenda.

And now number three.

Number three is the decision question we want them to get snap out of.

I'm just gathering information into being honest with why am I here?

What do I want to get?

Because we want to take them out of that step and the best question I know to get there.

And the first question I always ask anyone on a sales call after I get through this first part is, so let me know, why us?

Why now?

Why are we here?

Because I want to know where are they in the beginning?

Why did they book this call?

Why did you?

And why did you come here?

Why did you book it with me?

I not want to know where they're coming from, what they're looking for.

And it's so much better that they tell me up in the front what's on top of their mind so I can grab that one and work with.

That so you can discover more about their actual intention.

Because if you need to start the conversation without that, you need to guess and guess what's going to happen if you guess, you're always going to guess wrong.

Yeah.

Because you don't know.

Yeah.

And it's such an easy question.

And when we say it might make sense, but it's so easy to miss if you don't actually think about it because you're so much into, okay, I'm going to serve, I'm going to do.

I'm going to help this person.

I'm going to discover.

And you know that you have the capability of doing so, which means that you might take too much control.

Yeah.

And start talking about something that makes you lose them.

Instead, let them let you know them.

And then go past the surface, go into what's really real about this.

Because what you're looking for is, is this a fit?

Is this person really looking for help?

Is this person looking for something I actually do?

Doesn't make any sense for us to continue conversation.

Because if this person would go on a sales call with me and in the beginning say, well, I'm just curious.

I don't know if I want to do this or there's not really anything.

I was just curious, but there's not really any problem.

Okay.

Then it's easy for me to just lean back and say, so why does it make any sense?

We're wasting time having this chat.

Because then at this point they will either say, no, it doesn't.

Okay, then let's cut it off here.

There's no reason for us to speak if there's nothing you need.

But.

And you'll be surprised how much that comes up by that question because you actually ask them for their intention and they do have an intention.

Yeah, but the question is, are they aware of their intention?

And to some degree, yes, they are.

Yeah.

But the moment you start to discover it and you start to unpack it with them, they become more clear to themselves of why is this a need?

Why is this important?

So you actually help them by setting a clearer intention, what they can expect out of the call.

Yeah, but it's also, I'm taking them seriously.

Yeah.

And I.

You're taking yourself seriously.

I'm taking myself seriously when I'm asking if they're being very vague and it's not really important when I'm asking.

So does it really matter for us to have this call?

Well, they get an option.

Either they can lean out and we off, we don't want to waste any more time, or they will lean in and say, yeah, the problem is this thing.

And now they become for real.

And now we can start talking about why they're really here.

If you're watching this on our YouTube, look at my body language because it's so damn important.

What body language?

You're at remember you here to figure out if this person is a fit for you, not the other way around.

Well, they will probably do that as well.

But if you always trying to lean in and you want something from them, they'll move back.

But if I'm moving back and say so let me know.

Does it matter if we're having this call or not?

If they feel that I'm about to move out, there's a reason why they booked a call.

Right.

Then they'll start to come closer to me.

They will lean in when I'm leaning out and I can start questioning them.

I love to do calls on Zoom so I can actually see the person because I can also call them out and say, so I hear you're saying this thing, but your body language looks like this thing.

Can you share?

What's that about?

Yeah, and this is literally what happens in the first three minutes.

But these are essential things to have a real honest conversation.

Take the lead from the beginning and earn the respect.

If you do this right, you'll not have people saying I just need to think about it or being just wasting time.

They will go to what's really about.

And we don't need to stress how important that is.

No, like this call is for them, but your time is still important and you need to value them as much as you value yourself to discover the right thing about why are we here?

And then when you've set it up this far, we have more episodes about how to facilitate calls.

We have more episodes in this podcast about how to handle objections and how to meet them.

But like you said, then it's about discovering what's standing in their way in order to get there.

You'll hear all of the objections in the call before you even talk about your program, which means that you can add perspective to it without doing it in the light of you trying to pitch to them.

Because again, that raises the awareness of potential hostility or uncomfortability so that you can facilitate really, really good sales calls.

The moment you get them as a client, you're going to help them more than than anyone else could.

If you're the right coach for them and you should be the right coach for them.

And that's a decision that you need to make.

If you love this episode, make sure that you like and subscribe for future episodes.

Don't forget to go down below and download the Ultimate Sales Framework.

It's helped more than 6,000 coaches to get clients, so it can easily help you as well.

No matter if you're new.

Have been in the game for a while.

See you next week.

See you next week.

Bye, guys.

Sam.