Most of these experts were once like me (and maybe you, too). They were not naturally gifted or comfortable with sales. Fortunately, it’s a skill—one you can improve no matter what your starting point is.

Over time, I’ve built a phone sales process for my workshops that goes something like this:

Step #1 – “Hi! [Insert small talk].”

This is where you connect with your client based on something they mentioned in an email or on social media.

Step #2 – “Tell me more about your business.”

Collect vital information.

Step #3 – “Congratulations on launching a successful business! I’m wondering, though: What elements of running your business are still giving you pain? In what way are you still overwhelmed?”

Discover pain points you can solve.

Step #4 – “What would things look like in your business if you didn’t have to deal with these weaknesses?”

Encourage the client to see the concrete benefits to a solution.

Step #5 – “I think I have something that can help.”

A perfect-for-them solution is often too good to be true, but the manager/rep will often be open to hearing what you have in store.

Step #6 – “Great, let me tell you about the XXX we offer …”

Explain the benefits of your product or service and what you actually deliver. Create an enormous amount of value to justify the customer’s investment.

Still, the customer may balk …

People who need to listen to this show are entrepreneurs