Take the ALPHA role

You must direct the conversation
If someone is talking rubbish, call them out on it and show them you know more about this product then they do. This will build huge confidence in you as a leader.

Do not let the client lead the questions until the end of the conversation

Don’t be a jack ass though… remember rapport is just as important as Alpha role, you need to read the person on the other end, don’t mistake arrogance for confidence

Follow Ups

Always push for a decision on the phone on the first call. YES or NO
Always follow up customers that you have invested time in.
Follow up twice a week minimum at different times of the day via phone, message and email.

How hard should you push a sale?

The age old question...

If the client is a good fit, push as hard as possible until they either break and give you the true objection which you can overcome or they hang up the phone on you.

If they will achieve their goals if they come on board and they do not come on board then you have failed this customer.

Once you have pushed as hard as possible, have a low barrier to entry offer available.

If you believe in what you are selling, then this comes from a place of service, not chasing the $$