#255: Mastering Sales Calls: Your Comprehensive Guide to Success

The Max Tornow Podcast

This is a special podcast episode, and it's my so-called Sales Masterclass. We are providing you with a rundown of the knowledge that we've been using very successfully to generate over eight figures with our consulting company. This is the same material that we're teaching to our very own paid clients, and we want to offer it to you for free.

So, if you want to learn more about sales and avoid being sleazy, weird, or awkward, you'll gain the information necessary to effectively close your sales calls right after listening to this podcast.
Enjoy!

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As one of the most influential online business consultants Max Tornow has built several multiple-7-figure companies in the online coaching, consulting and agency market.

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Timestamps:
00:00 Introduction
0:02:37 The "Red pill" - You are not the first person to charge high ticket prices.
0:05:29 Always try to have a mindset that you want to help someone.
0:07:30 You can only win if you act in the best way possible.
0:10:06 Preparation is everything.
0:13:18 How should the sales call structure look?
0:15:19 Alex Hormozi's small talk joke for sales calls.
0:17:22 What is "Away and towards" language in sales?
0:20:05 What to do in discovery phase?
0:22:05 Following the "Way of why's".
0:23:58 Acknowledgement and rapport.
0:27:34 Heaven and hell - Identify both with the client.
0:30:26 Hero story - Becoming their Hero.
0:33:42 How not to sound braggy on the sales call?
0:37:31 Early price drop - Make the price go to the 2nd plan.
0:39:42 Always write notes during the call.
0:41:18 Consulting about next steps.
0:48:41 Starting with the pitch - Pitch the steps, not the program.
0:54:34 Don't speak after revealing the price.
1:01:57 Don't put your idea into the prospect's mind.
1:03:28 Always undersell and overdeliver.
1:04:24 How to handle objections?
1:11:59 How to be persistent without being pushy.
1:15:02 Become a financial advisor - A lot of time it's going to be about price.
1:21:53 Mimic Apple - Congratulate them after buying.