Lesson: Sales - Discovery Call Conversion Formula

Lesson 3 - The Art of the Discovery Call

Sales Script Download (PDF)

Sales Script Download (Word)

Overview

Discovery calls are one of the BEST ways to enroll new clients. Whether you offer free or low cost initial sessions, this is the perfect method of having someone raise their hand and say, "Yes, I want to see about working with you." The magic happens when you master the art of this call.

Action Steps

Whenever possible, ask prospect to complete a brief intake form prior to speaking with them.

The intake form serves two purposes: (1) it has THEM collect their thoughts and focus on what they want and (2) It saves tremendous time for you as you know where to focus your conversation.

Remember, YOU are the expert they are coming to for a solution. Be prepared to receive by offering the solution that will best support them. (Revisit Funnelology Lesson if necessary to have your programs and pricing ready.)

Show your value by pinpointing the area they can improve / work on. DO NOT GIVE a big long list of suggestions they will want to go carry out before hiring you!

Sample Client Intake Form

(We Love Using Google Forms)

Embrace your new mantra...
"I work with wonderful people in wonderful ways for wonderful pay!"

Course Lessons

Lesson 1

Anatomy of the Sales Process

Lesson 2

Super Booster Meditation: Listen to this before making calls.

Lesson 3

The Art of the Discovery Call: Converting complimentary sessions into cash.