“The way I have sales conversations does include the science of selling, but also the component of connecting with people on a more heartfelt, spiritual level.”(3:08) – Janet Clark, The Freedom Shift
Your sales calls should foster a genuine, empathetic connection between you and your future client.
If you’ve been in sales for a while, you probably have your conversation structure down to a science. Of course, there is a definite science and psychology to sales, but the art of selling is the part where we get to bring our personality in and make a genuine connection with our prospects and clients.
The “Heart Flow” model is where the science of selling and the art meet. It is the best method for selling in a transformational economy, where you’ll most often find yourself on the phone with someone who is personally invested in the transformation you offer. Heart Flow allows you to figure out what the prospect wants from their life, what their dreams are, and why they are seeking a change.
There are nine basic steps within the HEART FLOW model. These steps are a direct path to deeper connections and higher conversion rates.
H is for “Hello.” This is the beginning of your conversation, and the perfect opportunity to build rapport. Take a moment to find out who the person is, where they’re coming from, and establish common ground.
E is for Explain. Establish your leadership in the conversation by explaining how the rest of the call is going to play out. Let the other person know that you are going to ask some questions, determine whether they’re a good fit for your offer, and at the end, even if they’re not right for your program, you’re going to help steer them in the right direction.
“Surround yourself with people who are going to uplift you and remind you that you have a purpose, and are going to make an impact.”(17:21) – Janet Clark, The Freedom Shift
A is for Ask. This is where you ask all of those open-ended questions. The “who, what, when, where, why, and how.” While you may be tempted to prepare a script, it’s best not to lay the order of the questions out beforehand. The answers you get should determine what you ask next. If you’re a good listener, the conversation will flow naturally, giving you the next step, the next question, as each answer is given.
R is for Recap. At this stage, give a summary of the first parts of the call to make sure you’re on the same page. Something like, “Okay, so you told me you want X, but you’re struggling with Y and Z, which is costing you this.”
T is for Transition/Teaching. As you’re getting ready to move into sharing your offer, take a minute to stop and teach your prospect something valuable. Inspire an “Aha!” moment with some insight you’ve gathered over the course of your experience in business.
F is for Feelings. You’ve imparted a lot of information. At this point, ask the other person how they feel about everything they’ve just heard. This helps establish where they are emotionally and instills empathy to cement a healthy emotional connection. If they are a good fit for your offer, proceed.
The most successful sales calls forego talking about surface-level details and impact in favor of life transformations and empathy.
L is for Lay Out the Offer. Laying out the offer doesn’t mean talking about the bells and whistles. Explain, on a high level, what they are going to get from your program that they really need based on the transformation they’re seeking.
O is for Own the Silence. After you’ve talked about the offer, you can choose to either throw out the price of the program, or you can let your prospect ask for it. Either way, after you’ve named the price, be silent and let them think. Whether positive or negative, the person you’re talking with has a narrative playing through their head at this point, and you don’t know what it is. So just sit quietly for a bit and let them come up with a response.
W is for Wrap it Up. Figure out what it’s going to take to get the deposit or the first payment. Be flexible and say yes.
“I like to think of silence as an opportunity for them to share what’s on their mind. So always own the silence and let them speak.” –(24:35) – Janet Clark, The Freedom Shift
The best sales process is one that works with empathy, good information, and real connection to close calls. The best thing you can do for your future clients is to guide them through the conversation to the incredible transformation you have waiting for them.
How to Get Involved
If you’re ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high-ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website.