More Tools For Your ‘Conversational Calling’ Toolbox

In Module 2 I gave you the line that I really like to use to open a conversation with a prospect. It works for me and fits my style. I can pace it slowly, control the conversation, not sound frantic, and use a really fun word – grapple – in a logical way 🙂

What if you aren’t a ‘grappling’ kind of person? I mean, what if that brings up images of slippery mud wrestlers, or a bad rugby memory from your childhood? I don’t want that running through your mind as you begin a phone call.

Today I want to give you some other choices for creating an opening to conversation that still lets you poke at the prospect’s Core Conflict.

The following are examples of openings you can use – play with each of them and find one that feels best to you. You should be able to say it slowly, and control the conversation in a way that feels authentic.

I recommend ALWAYS starting with the “… Hi… my name is [wlm_firstname]… I’m… hoping you can help me out for a moment” (Note: this is different than what I said in the module… the important part here is the pacing, and asking for them to help you out for a moment. I’m showing my lack of rigidity here 🙂

After that opening, wait – silence is golden – until they say, “How can I help you?”

Select one of the openings below, and then one of the connecting phrases that will best lead into one of their Core Problems. Your conflict/problem statement should be general enough that they reply with ‘what do you mean?’ or ‘tell me more’.

Example Openings

• I’m calling to see if you’d be open to a different perspective…
• I’m calling to see if you’re open to some different ideas…
• I’m calling to see if you’re grappling with issues around…

Example Connecting Phrases

• “on how to”
• “to decrease” or “that increase”
• “that might affect” or “that could affect”
• “to uncovering hidden problems with…”
• “surrounding” or “related to” or “regarding”
• “that might help to” or “that are preventing”
• “to eliminate” or “that eliminate”
• “to improving” or “for improving”

Then Into Your Core Conflict/Problem that you suspect hits pretty close to home!

Below I share some deeper, advanced strategies for diffusing objections and re-engaging the conversation.

Today

I’d like you to play with these phrases and come up with others of your own. Making this style of conversation second nature really comes with practice, and customization. Stay clear of going for the sale, talking about your solutions until you fully understand their problems. The second they hear that you are selling a canned solution the wall goes up and it’s not coming down.

And Tuck This Away

We’ll cover this in depth in a module and I want you to plant this seed right now so it has time to grow! Never mention money on the phone during a first call. Don’t ever let someone put you into a box with a number on the outside label.

E-V-E-R!

When pushed I resort to “I’m still trying to see if we’re a fit! My appearance fee is one factor but most importantly I want to use my experience to assess if we’re a fit. If I’m not, for any reason, I can help you find someone who is.”

I have a lot of strategy around this point – and we’ll dig into it next week. It’s really important. So for now, promise me you’ll never talk about money during a first call. Yeah – even that call that you’ll get later today! Don’t do it. You’ll differentiate yourself right away from the boxes of numbers they have sitting in front of them.

This is a Long Homework Day

You didn’t become who you are overnight. Bill showed us how to honor who we have been and define who we are becoming. In this second part of the homework, I want to give you a few more tools.

Objections Without Resistance – Aikido Communication

OK… this week we’ve dug deeply into a new way of communication with prospects.
I hope you have taken a lot from the work we’ve done around conversational calling. It’s a new way of looking at all relationship based around listening, hearing, and then – and only then – stepping in to offer a solution. I’ve watched prospects melt from this kind of attention.

And know that it takes practice. See those guys on the left with the black belts? They didn’t get them overnight, or in one week!

Right now I want to talk about something that is really the frosting on the cake for Conversational Calling.

Diffusing Objections Like a Master

In the face of an objection – price, ‘we already have someone’, ‘we’re going another direction’, ‘we’ve tried using entertainment and it doesn’t work’ – we are going to commit to never trying to ‘overcome’. That is banging your head into a wall. The only thing this will do is trigger more objections and reinforce the stereotype of a bad salesman.

Instead, we are going to always aim to reopen the conversation and instantly remove conflict from the conversation – four golden words – “That’s Not a Problem”, and a big juicy pause.

Is it just me or does that line induce calmer breathing? It works for me because I have said it so many times – and I want that for you, too.

Follow those 4 words up with some ‘active listening’. Acknowledging the truth of their objection will be music to their ears – I not calling to push you outside of your budget. Would you be open to hearing some ideas about how to (core conflict/problem statement).

Remember, if you’re using any form of traditional selling, you could be triggering a resistance every time you communicate with your prospect.

And as I stated in the module, this will only work if you have fully integrated the Mindset of Step 1. Trying to patch this on top of a traditional sales conversation will look and feel awkward.

So – To Diffuse Like a Master

• Stay Centered – Don’t React
• Stay Humble
• Relax and speak in a slow, calm, steady tone
• Create a two-way dialogue, not a sales pitch
• Stay away from words, phrases that trigger resistance
• Diffuse Pressure
• Use trust-based language (examples galore in the slides from Wednesday’s call)
• “That’s Not a Problem – and mean it!
• Forget about being defensive – you aren’t tied to making a sale on this call.
• Don’t panic about ‘not getting the sale’
• Remove all assumptions – use that ‘infomerical mentality’ to get them to tell you their truth
• Reopen the Conversation with a question about their core conflict
• Learn the prospect’s truth – ‘Can you tell me what that means to you…’
• Restate the problem in their words to make sure you understand – they’ll offer more at this point!
• Don’t ask questions to lead the prospect – ask because you’re curious

Keep these notes on hand and use the rest of today and for as long as they serve you. Get clear on step 1 – Your Mindset.

Yesterday I challenged you (extra credit!) to get on a call. Starting next week  I want you to do a few calls – practice in your group and with real live people. Earn your white, yellow, and red belt over the next few weeks. Once you master this style of conversation you’ll have clients, and their referrals, telling you more than you ever imagined about their core conflicts.

Please write in your journal, or on our Facebook group, where you are at right now with the Conversational Calling style.

Don’t butter it up – where are you at right now and:

• What might be at risk if you try it with earnest for a week
• What might be at risk don’t try  it with earnest for a week
• In a bonus article also available today, I’ll share a series of calls with a prospect. You’ll hear exactly how I do what I’ve laid out here. I want you to know that all calls should be like this. And with a clean mindset in place, they always are.
• Success never pends on what the prospect says! We don’t hand out our power that easily.