492. Avoid These Two "Sales Call" Mistakes at All Costs

The Fitness Business Podcast with Erin Dimond and Jordan Dugger

Erin Dimond and Jordan Dugger

Health & Fitness, Nutrition, Fitness

4.6 • 667 Ratings

🗓️ 7 December 2023

⏱️ 14 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

One of my favorite topics to talk about is conversions and I have noticed a pattern of two costly sales mistakes while reviewing sales calls that I want to talk about today. Setting the intent for the call and not asking enough chunking down questions could be costly you sales. I'll explain in depth what these mistakes consist of, how to avoid them, and why you shouldn't let your potential prospects off the hook when describing their ideal situation.

Time Stamps:

(0:26) My Favorite Topic: Conversions

(2:05) Mistake #1: Setting the Intent of the Call

(2:40) Suggested Language/Framing

(5:31) Mistake #2: Not Enough Chunking Down Questions

(9:41) Don’t Let Them Off the Hook

(11:49) Recapping

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Transcript

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0:00.0	It's not about getting money, not at all about getting money. When you get on the sales call,
0:03.6	you think this is about me making a sale. That's, that's your, you're going to spiral from there.
0:08.2	This is about serving. This is being a great coach. This is about accountability. This is about
0:12.8	making a fucking difference. Hey, hey, welcome back to the fitness podcast. So I want to talk to
0:19.4	you today about one of my favorite things to talk about, which is conversion. So if you ended up listening to Jordan's, I think it's a three-part series on like going from zero to seven figures, a few episodes back, if you haven't, go listen to that right now. But if you have, he breaks down how there's really only four constraints in a business. And they are lead
0:38.2	generation, lead nurture, conversion, or retention. And I am very passionate about conversion and
0:44.8	sales because it was the thing that I had to overcome the most. I've talked about this on
0:49.7	podcast before, but I had so many misbeliefs around how, like, what sales was, how I was supposed to go.
0:54.9	Oh my God, that seems pushy. It's just not my personality, yada, yada, yada. And so once I
1:00.4	understood sales, like not only did it skyrocket business for me, it really helped me become a
1:05.7	better coach and like just a better communicator and break through so much personal growth
1:10.6	and have better
1:11.2	conversations in my personal life and everything. So I'm just so passionate about this. Inside of
1:17.0	our company, I'm currently our sales manager. So I review so many sales calls. And inside of
1:22.4	IFCA, I run an open office hour, a clinic where I review calls and give live feedback.
1:28.8	And then also inside of IFCA, we allow our students to submit their sales calls
1:32.7	and we give feedback on them.
1:33.7	So it's always top of mind the mistakes that people are making.
1:36.7	So I thought, you know, I'll record this podcast.
1:38.3	And I'm going to share two that I see all of the time.
1:41.2	Now granted, there's so many, but the worst thing that you can do
1:45.3	when you start taking the sales calls is go, think, oh my God, I suck at sales. There's so many
	...

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