Feb 03 2025 16 mins
Are you struggling to make the most of your client connections? Do you find yourself wasting time on calls where the purpose feels unclear or unsure?
Is the person on the other end a potential client, colleague, or someone to politely part ways with?
It’s time to bring clarity and strategy to your conversations. In this episode, Nikki reveals how to master the art of identifying your goal in every call, transforming vague interactions into productive opportunities.
Learn how to spot the signs that you're talking to a potential client and how to move them seamlessly into the next step of the sales process.
Discover practical strategies to nurture meaningful relationships with colleagues or friends and how to gracefully "bless and release" connections that aren’t aligned with your goals.
Nikki shares the game-changing question to ask that establishes mutual purpose and sets the tone for every conversation: “What would make this call a valuable use of your time?”
Armed with this powerful tool, you balance rapport and strategy to ensure every call supports your business growth.
Say goodbye to wasted energy and hello to productive, impactful client connections. Listen now to learn how to approach every call with confidence, clarity, and purpose!
Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!
In This Episode:
[00:40] We're going to be talking about how to navigate those calls when you're not really sure what the purpose is.
[01:02] It's so important to understand the goal of the call. You could be wasting time on someone who's not a potential client or has a rapport mismatch with each of you having different intentions.
[02:07] My NLP training, where I had to create an outcome statement in a conversation, really highlights the importance of knowing the outcome.
[03:01] Having clarity and being strategic in client conversations is one of the most important things I teach. It's about knowing where you're going.
[03:41] Am I talking to a potential client, friend or colleague, or could this be a "bless and release" situation?
[04:48] We have to make time in our schedule by eliminating people in time sucks.
[05:48] A question to establish the intent of the call. "What would make this call a valuable use of your time?"
[06:39] You also need to establish a balance of power by being able to answer this question.
[07:49] What to do when you identify a potential client. Get the next step in the sales process done. Ask if they're interested in an offer then put together a proposal. Get it scheduled.
[10:05] What to do if there is a potential friend or colleague. Schedule a time to get together. Make an effort to stay in connection.
[12:27] If it's a "bless and release" situation, wrap up the call, "It's been so great talking to you. I wish you all the best in the future. Take care."
[14:51] Your outcome is to quickly establish whether you're talking to a potential client, a possible friend, or someone that you're going to bless and release.
[15:26] Set yourself up for success and be more strategic with your time and your business.
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