by 
A big audience is great. It gives you reach, credibility, and authority. But let’s be real — none of that guarantees sales. Even if leads are pouring into your inbox, that doesn’t mean money is hitting your bank account.
The truth? The sale isn’t complete when a prospect books a call. It’s complete when payment is made.
Over the years, I’ve fine-tuned my process, and now I close 80% of my sales calls. In this post, I’ll break down my seven-step framework for turning more calls into paying clients.
Let’s dive in.
1. Build Rapport
A lot of people think small talk at the beginning of a sales call is unnecessary. They just want to get straight to business. Big mistake.
People buy from those they like. And people like those they connect with. The first few minutes of a call set the tone for everything that follows.
Here’s how I start:
- Use their name: “Hey [Name], how’s your morning/evening going?”
- Acknowledge their location: “You’re in [City], right? I bet it’s [hot/cold] there now.”
- Let the conversation flow naturally: I ask simple, relevant questions to get them talking. Before we talk business, we just talk.
Once there’s a natural connection, I transition into the next phase.
2. Identify the Problem
They booked this call for a reason, and I need to uncover the real driving force behind it.
Instead of just going with the one-liner they submitted in their form, I ask open-ended questions:
- “You mentioned you’re struggling with [X]. Can you tell me more about that?”
- “What have you tried so far?”
- “What’s holding you back?”
I also encourage emotional responses:
- “That must be frustrating.”
- “It’s tough, isn’t it?”
- “I remember feeling the same way when I started.”
The goal? Make the pain of the problem front and centre in their mind before introducing the solution.
3. Paint the Solution
Now that they’ve shared their struggles, I guide them toward envisioning success.
I ask:
- “If we work together for the next 6-12 months, what would success look like for you?”
- “What kind of income would you be making?”
- “How would this impact your life?”
This shifts their focus from frustration to possibility. It also helps me gauge their expectations and ensure they’re realistic.
4. Give Value First
This is where most salespeople go wrong. They hold back, thinking they need to save the good stuff for paying clients.
I do the opposite.
I tell them:
“This is a sales call, but I want you to walk away with something useful. I’ll treat this call like you already paid for it. Can I share some actionable tips?”
They always say yes.
Then, I provide real, valuable insights. If they’re struggling with LinkedIn, for example, I review their profile on the spot and give them a few key improvements.
This data is for demonstration purposes only. It is sourced from Being Guru, and all rights belong to the respective owners.
