The room is dim, your headset is on, and the stakes are high.
You’ve been at this for hours, meticulously crafting your pitch and finetuning your strategy.
And then, like clockwork, it happens:
The familiar ping of an incoming Zoom call signals the potential for another deal to be closed.
Welcome to the alchemy of sales.
A blend of science and intuition that gets you paid.
And I’ve got a great story to share with you.
By the end of this, not only will you feel inspired to hop on your next sales call, but also be armed with the tactics and psychological hacks I’ve used on 91% of my sales calls.
Wanna learn a blueprint for online success? … Used by a non-native English speaker (me) to sell his digital products and services to his English-speaking audience from a country most can’t place on the map, The Dominican Republic.
Join HyperGrowth, my private community, before I close enrollment.
Simple tactics get you paid.
Just days ago, a single call turned a $10,500 deal into reality—a sum that will be paid in three installments of $3,500.
My new client was absolutely floored in our first coaching session.
He was so shocked that it got me thinking…
Sometimes, what’s obvious to me is like discovering fire to someone else.
And because of that, I will pull back the curtain and show you my sales playbook.
Common knowledge ain’t as common as you might think.
So, I wanted to give you a little peek into how I make sales calls work for me and dispelling the illusion that what we often consider ‘common knowledge’ is anything but.
Stage 1: The Handshake
Unlike others, I don’t build rapport at this stage.
In my world, there are no “How are you doings?” or “Where are you calling me froms?”
I start with the most straightforward question I can:
“Can you hear me well?”
This short question serves as an auditory handshake.
And it’s the perfect leeway for a quick, “Do you mind if I walk you through what we’re doing today?” that gets the ball rolling.
Once they agree, I assure them that if we click, I’ll share my offer, including the time and financial details. But importantly, I want them to feel comfortable knowing that they can decline without any hard feelings—it’s a no-pressure zone, after all.
This sets the stage and brings down their guard.
Stage 2: The Power Question
“What drove you to this call, and why now?”
or its variation:
“What drove you to this call, and why with me?”
This question is nothing less than an incantation.
It’s like a magic key that opens up their emotions, struggles, and goals.
You start to get a really good sense of what’s eating at them and why they’re considering working with you.
It’s also a question that banks on the consistency principle of persuasion, which states that people naturally tend to act in a way that is consistent with what they have previously said or done.
Most times, your prospects will say that they saw you on social media or that they’ve been reading your newsletter for a while and that they trust you.
And that’s why this question works so well.
They are telling themselves that you are the right person. Hence, they’ll try to be consistent with everything they just told you.
Stage 3: Dig Into The Struggles
Next, I focus on their challenges.
Usually, prospects tell me about it immediately with the question I just showed you.
But if they didn’t, I ask them:
“What are the main challenges you’re facing right now?”
Or this weird one:
“If you hand a magic wand, which of these challenges would you instantly disappear.”
During this stage, you’re going to pry.
And you’ll pry hard.
The key is in the follow-up questions.
Always dig deeper.
And to dig deeper, ask ‘what’ and ‘how’ questions.
Here are a few follow-up questions you can ask during this stage:
- What specific challenges are you facing?
- How long have you been dealing with these challenges?
- Have you tried any solutions or strategies to address these challenges in the past? If so, tell me about them.
- What impact do these challenges have on your daily operations or goals?
- What are the risks of not resolving these challenges?
- What efforts have you made so far to overcome these challenges?
- How have these challenges affected your team or organization as a whole?
No, you don’t have to ask them all.
Use your intuition, friend.
Stage 4: Identify The Core Issues
Many clients mistake the skin for the skeleton—the symptom for the disease.
You’re there to unravel their confusion.
My most recent client, for example, thought his battle was purely one of lack of sales.
A deep-rooted fear of failure and a sense of insecurity.
He had been trying new strategies for the past four months, but some of the instructions from the coaches he had hired let him down.
Let me give you a taste of what these other motherflowers told him to do.
Send direct messages using this script: “Hey, I love your content. I’ve been following you for a while. And I’ve noticed that you run a TYPE OF BIZ. My name is NAME, I help businesses like yours achieve X.”
My friend, that doesn’t work.
I was livid when I heard that.
But I hid my emotions well.
In this stage, dig deeper into these issues.
Also, figure out how their challenge makes them feel.
A simple “How does that make you feel?” gives you crucial insight.
But if you’re not up for that, you can always “tag the emotion.”
Tagging the emotion means literally naming it aloud.
For example, if you notice their challenges making them a bit anxious, call it out and ask if that’s how they feel: “I sense some anxiety. Is that how this makes you feel?”
Stage 5: Mold The Future
It’s time to mold the future.
Shift the conversation to their goals, asking,
“Where do you see yourself in three to six months?”
Surprisingly, many folks undercut their true potential by offering modest projections.
My new client said he wanted to make an extra $20,000 monthly.
This is where I step in, calculator in hand, revealing the math of possibility.
I started by saying, “Hey,” I said, “you can achieve even more.”
And then do some math.
This new client sells SEO services for $ 3,500 a month.
That means that he would need only six new clients to reach that extra $20K.
“You only need one client per month,” I told him, “Do you think it’s possible for you to get at least one new client per month?”
He said yes.
See, as a salesman, your job is to frame things so that they make emotional and logical sense—hence, mold the future.
The best thing about this is that…
With me, he’ll also learn how to sell his services for a little bit more money.
So if he raises his prices to $5,000, then he would only need 4 new clients.
Which, of course, we will try out.
Stage 6: The Offer
After covering the basics, I walk them through my program, mentioning their required commitment.
This is usually where people start to waver, especially when discussing the financial part.
It’s not easy to swipe your credit card for $10,000+.
But I still go for the close.
In this specific call, I still didn’t go for the close though.
I asked him,
“Do you have any questions?”
And, of course, he had some.
Stage 7: Overcoming Objections: The Final Hurdle
Objections are often not about your system.
It’s mainly about the lack of confidence in themselves.
So what I do is I tag the emotion again.
That’s why I told my client,
“You seem to trust my system, right?”
Then, he proceeded to drop this bomb on him:
“So it seems like you’re unsure if you can follow through?”
He said, “That’s exactly it.”
That phrase is a tell.
It’s when I knew he was going to become a client.
If you can get your clients to say, “That’s exactly it”, you’re good.
Also, please notice that I did not ask “right?” at the end of the question.
That’s because I don’t want them to answer with a yes or a no.
It’s an open-ended question. And these questions let clients reply however they please.
Unfortunately… for me… there was still one objection.
It was the mother of all objections.
“In six weeks, Jose,” he said, “I am going on a 2-week trip my wife to celebrate our anniversary.”
Before I tell you how I crushed their subjection, I want to ask you, How would you reply to it?
Think for a few seconds.
What would you say?
Here’s what I almost always default to: “That’s precisely why you should take action now.”
It’s the reframe of all reframes.
You turn the objection into a reason to let go of their money.
The way you’re going to do this is by telling them the benefit of working with you.
Here’s what I said:
“That’s precisely why you should take action now. Let’s get your systems in place so you can truly relax and enjoy that special time.”
I also told him to imagine being on his vacation worrying about work. His wife? Giving him a bombastic side eye because he’s working. And two weeks without working? Damn, son… A recipe for disaster.
And my lil’ psychological hack worked.
(The hack is to use fear tactics, coupled with the word imagine while vividly describing a situation to the client.)
Stage 8: Close The Deal
By this point, you know their fear and goals, you’ve shown them the value you bring, and you’ve answered their objections.
So, the last step?
“Should I send you the link to pay in full or would you like the split pay?”
In other words, assume the sale.
Make them pick.
And proceed to send the appropriate payment link.
Congrats—you’ve made the sale!
And there you have it.
A walk-through of how I turn hesitant prospects into clients.
It’s a 30 to 60-minute process, but a rewarding one for sure.
So, how about giving it a try in your next sales call?
Here are 3 ways I can help you right away:
- Need an automated sales funnel?
Book a call with me .
3. I’m reopening my coaching soon. I’ll be accepting five people.