The SUPER Simple 4 Part Process For Sales Calls | The Sales Series

Brian Hood (0:00)

This is the 6 Figure Creative Podcast, Episode 286

Welcome to the 6 Figure Creative Podcast, where our mission is to help you turn your creative passions into a stable, reliable income.

If you're in audio, video, design, photography, or really any other creative field, and you just want to learn from other successful creatives, you're in the right place.

Hello, and welcome to the 6 Figure Creative Podcast. I'm your host, Brian Hood. If this is your first time ever listening to the show, first of all, hi, hey, hello, welcome. So glad to have you here. This podcast is for you if you are a creative who offers freelance services and you want to make more money from your creative skills without selling yourself. That sounds like you. You're in the right spot right now. For my returning listeners, we are continuing our sales series where last week we talked through what this series is going to be about. We started this whole journey of discussing the entire sales process from the very first inquiry you get from somebody all the way to the close, money collected. And we've got a lot more topics to cover today. We're going to probably just hone in on one area of this entire sales process. And this is one of the biggest ones. I think the entire sales process hinges on this one big thing, and that is the discovery call. Now you can call this whatever you want. We can just call it a sales call because, hey, we're all adults here. We can use the S word, sales. We can call it what it is, but we can name this whatever you want, discovery call, clarity call, curiosity call, whatever you want to call it. But at the end of the day, we know it's a sales call. And as long as we're on the same page here, we're going to have a good time today. Now, if you missed last week's episode, because maybe this is your first episode, go back and listen to last week's episode before you get into this. It's not like this won't make sense if you don't do that, but it just, when I do series like this, this is part two in the series, they're built to just flow into one another. So I prefer you just start at the beginning of the series from last week. But let's start with kind of a philosophy I have about sales and sales calls or discovery calls or how you do them in general. I believe in an ever evolving process when it comes to sales calls or discovery calls, whatever you want to call these. And that means you just start dead simple. And I have a whole framework you can use to actually run your calls, but start simple and evolve over time.

What I started with on my version one of my sales outline is totally different now. We're on version eight after hundreds of calls. That thing has evolved and grown into its own thing. So what I'm teaching here today isn't even really what we're doing now. However, what I'm doing now isn't going to really work for you if this is your first iteration of trying to come up with a sales process for your own business. So again, start small, start simple, and evolve over time. So I have a simple four part process we're going to talk through on this episode. I have a whole companion course that's free a hundred percent free. I'm not trying to sell you a course here that'll go into the more specifics. It gives you a whole Google doc that you can fill out for your own to actually use on the calls with a nice checklist and everything. But this is your V1. If you don't have any process you're running on discovery calls, which is most freelancers I talk to, they're just like, this is a mistake you make. You just talk about the project. You do like parts one and three here, and you skip like all the other parts that are necessary. And I think most freelancers, especially as we get deeper into this episode, where we talk about what you do at the end of a sales call, that's the part most freelancers absolutely butcher. So let's talk through the four parts. I'm just going to quickly talk about these big picture that we'll dive into the specifics, and then I have a whole companion course on this if you want the like Uber specifics that you want to map this out for yourself. Part one is connect, part two is diagnose, part three is prescribe, part four is collect.

And the number one goal, surprisingly, which may sound counterintuitive because we're here to make more money from our creative skills, the thing that we're trying to do here is not actually just get a client. If you just get a sale for sales sake, that's selling your soul for money. That's not what we do here. The goal with a discovery call, while we're on the process, is what we call find their truth. And that is you dig through all of the junk that's in their heads, in their minds, that's in their lives, and you're trying to figure out the truth, which can sometimes be different than what they think.