May 18, 2020
Do you know how to pre-frame a
call with a client? Listen, as Nikki and her guest Teresa McCloy
have an on-air coaching call about how Teresa can guide clients
into the business side of what she does and move them to the next
level. Teresa is a member of the Sales Maven Society and a coach,
speaker, and Enneagram practitioner. She is the creator of the
REALIFE Process and she partners these tools together to guide
clients to a fresh way of intentional living.
Teresa wants Nikki to help her
move clients from taking the Enneagram profile to inviting them to
the coaching side to teach them to apply it to their daily lives.
Listen as Nikki shares some ideas with Teresa on how to pre-frame
the conversation and ways to add some questions when discussing the
results of their profile to let the client see additional ways you
might serve them.
Nikki discusses ways for Teresa
to tailor information from calls to the client for offers that will
be perfect for them. She shares how to take notes during a call
looking for key phrases and how much time they need at the end of
the call to make the sales offer. Nikki also speaks about ways to
stay in touch with the client, even if they say no to the
Listen as they speak about
building credibility and pouring love on the person you are
referring the client to and how the call should feel the same no
matter which team member is answering it. Teresa also shares the
main benefit she gets from the Sales Maven Society group and how
much she has learned and continues to learn from Nikki. If you want
to know how to take your client to the next level, this is a
conversation you don’t want to miss.
In This Episode:
- [01:06] Teresa, welcome to the
- [01:15] Teresa shares some
details about her business.
- [01:47] Can you describe the
Enneagram for us?
- [02:37] Nikki speaks about
being a client and going through the Enneagram process.
- [03:16] Teresa shares how Nikki
can serve her today.
- [05:17] Nikki gives Teresa some
tips on how to bring up the need for additional work they might
- [07:30] Leave clients feeling
satisfied and let them know that there are other ways to work
together. Lay the foundation.
- [08:39] Teresa likes
pre-framing at the beginning of a call, so they know that at the
end of the call, there are other opportunities.
- [11:04] Nikki says to drop some
questions in while reviewing their profile with the client to see
if they see a need to do additional work.
- [12:44] That will set you up to
share more of what you offer.
- [14:30] Nikki speaks about
having information tailored to the client by taking notes during
- [16:27] Should we have a list
of key phrasing to look for and then a list of leading
- [19:20] Teresa wants to know
how much time at the end of the conversation, she needs to leave to
offer them more services.
- [22:44] What are the next steps
if we get off the call, and they decide not to go
- [24:31] Teresa shares that once
clients go through the Enneagram profile, they then receive
- [25:18] Nikki discusses putting
out special offers that she handpicks people for with a message
tailored to them.
- [26:55] Are you using a CRM or
any business software?
- [28:30] Nikki shares ideas for
ways of setting tags on clients to know what offers you might want
to send them.
- [30:23] It is so important to
teach your team to establish credibility and paint the person you
are recommending in the most favorable light.
- [33:20] The call should feel
the same no matter which team member is taking the
- [35:00] As a Sales Maven
Society member, what is the most significant benefit you find
within the group?
- [36:48] Thank you so much for
being on the show.
- [37:01] Keep sales front of
mind, it will help grow your business!