Rahaf Hares (00:44)
Hi, welcome back to the Really Rahaf podcast. We are in episode five and my gosh, I have a good one for you today. My goal for you, by the end of this episode, I want you to have the exact blueprint
to hitting $20K months in your coaching business by getting so good at high ticket sales. That's my promise for you, is to have these tools, to have the framework, to go layers deep, to do a feminine approach instead of the icky salesy masculine approach that you may have been taught. And we're gonna do it in a way that feels so good in your body, that regulates your nervous system so that you can reframe objections
and to sell your $8K, $16K, $32K offers. This is a proven framework. Let's get into it. So why do I want to teach you this? Why is this so important to me? Because one, these strategies, they work. I'm talking about exact strategies that helped one of my clients go from selling her $1,500 offer
to quadrupling it and selling it at $6,000 in less than 30 days.
this framework works. And most importantly, I've worked with a sales coach that taught a very masculine approach to sales. And I had to do a lot of rewiring to understand that there's more depth to a sales call than what you've been taught. So you could be listening to this and maybe you've taken a few sales calls.
but you don't really have a structure to walk through it. You don't really know what outcomes to get. And that's also different is we haven't really been taught how to take outcomes from a call. You've probably been taught how to ask questions
And I want you to be able to feel so confident when you get someone book a call on your calendar. I want you to know exactly how it's going to go because you can assure yourself by knowing the path that you're going to take them. They're not going to run the call. You are. So that confidence, I think, means more than anything.
because we can self-sabotage without that confidence. You maybe got so excited, you got a call booked and you're already like, my God, well, maybe they won't show up, secretly hoping that they don't show up. And that's sabotaging our business just because we merely lack the advanced skills to holding a sales call the right way. So I know this because I lived this. I didn't have a deep...
framework to take my prospects through on a sales call. I was only taught a superficial surface level approach and it didn't build trust. It didn't build authority and it didn't show my leadership. And then when it got to the end, when they said, I need to think about it or I don't have the money. my God, forget about me knowing how to handle that. I was booking a follow-up call. And then what happens with that? The energy is gone. It fizzles and
they're not gonna be your client. So I've learned a way to hold the mirror, to go those multiple layers deep, to have them see what is the pattern that's kept them stuck in the same cycle that your offer solves.
And it comes down to how you hold the sales call, how you are pre-qualifying and how you are collecting outcomes and reframing objections. So that's what we're going be diving into in this episode. So grab your notebook. Let's get into it. Number one, what is your pre-call qualification process? How is your prospect
getting in the calendar. Do you have a DM setter? Are you handling the DMs? What is your DM setting process look like? If you're coaching in the DMs, and you're wondering why the conversations are just fizzling, this means we need a solid DM process.
And when that DM conversation leads to a zoom call, are you giving them an application? Are you embedding a Calendly inside an application on your landing page? So it looks high value with testimonials and case studies underneath with a VSL showing who you are, what you do and what your offer is going to solve.
What happens after they book the call?
There needs to be a thank you page with a resource that they need to watch before they get on the call with you or listen. this is all to build awareness and to build trust before they get on the call with you so that there isn't a value objection at the end of the call.
And there's also an email sequence from the moment they book the call, showing them who you are and what you do.
Those are the two main things your prospect needs before getting on the call with you is understanding the depths of who you are, your teachings, and making it seamless for them to invest in you by the time they get on the call. So what is your pre-call qualification process like? Number two, and I think this is the most important one, is learning an approach to sales where you're collecting outcomes instead of asking questions. We are not using scripts. I think scripts are the most
robotic thing that you can do to just not be able to individualize who's in front of you. Yes, there are questions we can ask that can guide us, but at the end of the day, it's not about the questions we're asking, it's about the outcomes that we're collecting. And this is what the feminine approach of sales is, is being able to go those layers deep by understanding what is this person's desired outcome? What is their tangible problem?
What is their experience with the problem? And then being able to drive awareness by understanding what is the cause? Like what process are they using that's causing this problem?
able to connect the process to what's causing their problem. That's another outcome. Then diving into pre-handling. What have they invested in in the past? Have they invested in anything? Because this is where you can see the future by asking this question. Because when you can understand whether the person is getting over themself, whether it's fear or...
They've invested in the past and had a bad experience. You're reframing that experience right there while you have the most trust and the rapport is building. So by the time you get to the end of the call, you're able to refer back to, remember when you said that you thought you could do this on your own? And we worked through that philosophy and how that's kept you in the cycle of not investing in yourself. This is me holding that accountability for you. And then.
They're able to see that because you already had that conversation earlier
So being able to collect outcomes during a sales call instead of asking questions and drilling them and wondering why your calls are running so long, hour and a half, maybe even two hours. When you know what outcomes to collect, you have a solid 30 to 45 minute call with a high ticket close paid in full because you've gone those layers deep. And when you practice going multiple layers deep,
with curiosity and really understanding that there's a human in front of you and you know that your offer could help them, then it becomes a no-brainer. And then the third pillar that we're gonna talk about is how to reframe objections by going multiple layers as well instead of the superficial surface level approach we've been taught. So this is the practice for the entire sales call. We're peeling the onion. And when we get to objection handling,
We're peeling layers back of what is blocking them from making a decision because people get hung up on the decision, making that decision in the moment. Not everyone is a green flag prospect. I take pride in the fact that when I know what I want, I get on a sales call and I am just a complete lay down. I'm like, yep. Assuming that it was held with leadership and authority.
I will invest whatever my business needs if I know someone has an offer that can help me solve it. Last week, I did this last week. We hired a marketing and sales program to start launching ads for our business. I'm sharing this with you for the first time right now. So we're going to be doing this starting this week. And I knew what I wanted. I got on the call. So it doesn't matter.
$8k, $9k, I think I paid something like that. They had something that I needed and they conveyed it
the call. We got to see the client proof, the client testimonials, and it was a no-brainer. And they presented it in a way that was a no-brainer. So when you're working through a prospect that isn't a green flag and you're helping them get over limiting beliefs with themselves or a previous program,
It is especially important to isolate the smoke screen first. So the way we do this is, for example, let's look at when someone says, "I need to think about it." I need to think about it is not what you think it is.
So can ask them a question here to isolate the smoke screen, to see what's actually that layer underneath. "yeah, of course. And I'm curious, while you think about it, what is it that you're gonna be running in your mind?" And then they say, money, time, or they give you an excuse which you bring to reframe and to hold the mirror. But let's say for this purpose is, yeah, I mean, I just got to look at my bank account. Now you have it. They don't need to think about it. You're getting a money objection.
Now we take that money objection a layer deeper because it could be one of two things. That's it. It could be logistical. They just need it broken up into smaller payments or it could be fear. They want certainty to know that I believe that I can do this. I believe that I can get these results. It's not actually a money objection. And when someone has fear of the certainty that your offer will bring,
and you don't know how to reframe that properly, then they're going to continue to show up on sales call after sales call with no one holding the mirror for them to see now is the time to take the leap. Because that is the responsibility that you have as the coach holding the call. When you can hold the mirror and show them that this is the exact cycle that's kept them in the same loop.
and being stuck where they are for however long they've been telling you they've had the tangible problem for, it becomes a responsibility that if you know you can help them, absolutely, let's learn how to go those layers deep, let's learn the sales psychology.
This is impact.
And for you to have these skills from the get-go before this person even becomes your client, you can only imagine how going those layers deep will help you in the coaching program as well. it's gonna help you in your relationships, it's gonna help you with people because sales, everything, everything in this world is tied to sales, everything.
So learning how to be curious and ask questions and to go those layers deep is what truly separates you from the other coaches out there. So I want you to practice something. I want you to practice running through a sales call by collecting outcomes instead of asking questions, going through the different phases. I want you to practice
reframing an objection and going those layers deep. If you haven't already grabbed my free reframe guide, I have 10 objections that you can reframe with all those layers and it's free. I'll put it in my show notes so you can grab it so you can start getting on the frequency of, how do I ask the right questions to get the outcomes that I want? So practice being curious.
Practice as if it were a normal conversation where you truly just want to understand someone's problem and how and whether you can help them. Sales is leadership. And I briefly mentioned this to you, but I'm building the revenue room right now. And this is a group program to help you master high ticket sales. I haven't launched it yet. I'll put the waitlist link in the show notes. This is going to be absolutely out of this world.
I'm sharing with you peer-reviewed research on sales psychology, direct things that I'm researching because I'm doing my dissertation on this exact topic of how to raise that close rate, to raise your confidence, to help you know what questions to ask, to walk you through the structure, the backend of the pre-qualification process. This is the room for it.
This is where coaches are scaling their business from $5K to $20k plus. All you need is an approach and a framework that aligns with your philosophies. And if you know me and you love what I talk about, then you know that my approach is feminine sales. It's going deep. It's finding resonance. So that's what I'm going to be teaching inside the revenue room. Stay tuned because with every new offer, there's a masterclass that launches before it.
we have an opportunity to sit in the same room. You get an opportunity to be in my pilot launch, be there from the ground up, watch it. And when that happens, there is the best deal to join. Cause that's what I like to honor my beta people. So keep your eyes peeled for that. And this is going to be my core offer moving forward. So starting November, I will not be offering one-on-one containers at least for the next year.
I never like to make anything set in stone, everything changes, but there will be an opportunity to upgrade in the revenue room to get one-on-one calls with me. So this is where I am. We're to be running ads here starting this week. And there's just so much on the horizon. And I'm so excited to take you into your $20k months and
Finally see the fruits of your labor so that you're not sabotaging sales calls anymore because the worst feeling is getting excited about a call getting booked in the calendar and then immediately crushing yourself because you don't trust how you're gonna show up on the call to know that you can truly get the sale So thank you for tuning in as always
I love being your ears on your drive home. I love being in your ears while you're at home, going on your walk, wherever you are. Take a photo of you listening to this podcast and I will re-story it. And it's just gonna put the biggest smile on my face. I'll see you next week, my love, and I love you.
