In this episode, I’m diving into the importance of asking tough questions during sales calls. We’ll explore how crucial it is to have clarity and truly understand your client's current and future states. I’ll also cover the gap selling technique and how effective it is for high-ticket sales. Plus, I’ll emphasize why it’s so important to quantify the gap and present tailored solutions.

• Ask the Tough Questions: Don’t shy away from asking your clients about their downturns or issues. Understanding these challenges is key to offering meaningful help.
• Follow-Up Questions: Always ask follow-up questions to ensure you have clarity and a deeper understanding of your client's situation.
• Current and Future State: Focus on both the current struggles and the desired future state of your client.
• Quantify the Gap: Calculate the gap between where the client is and where they want to be. Use specific metrics and details to make this gap clear.
• Present Solutions Effectively: Tailor your solutions to directly address the client's identified problems using their own words.
• Handling Objections: Empathize with objections and dig deeper to understand the real concerns behind them.

Let’s talk about changing those negative perceptions about salespeople. It’s so important to embrace the salesperson label for business growth. I’ll share some personal anecdotes about how I overcame my own aversion to sales.

To effectively use gap selling, you need to understand both the current state and future state of your prospects. Use their language to prescribe solutions effectively and avoid generic pitches by tailoring the offer to their specific needs.

• Always use a sales script to guide your conversations.
• Host your sales calls on the phone rather than Zoom for better engagement.
• Document client responses for future reference.
• Continuously iterate on your sales questions and techniques.

• "You will close more individuals on a sales call by asking them questions they have never been asked before."
• "You get to choose who you are. When you choose to be a good salesperson, everything in your business will change."
• "Most people end up hiding behind marketing because they're afraid of sales."
• "Quantify the gap as much as possible because it's going to serve you when it comes time to actually offer your services and cover that gap."
• "A prospect will only believe what comes out of their mouth. They will not believe anything that comes from you."

• Check out LindseyAnderson.live for upcoming masterclasses.
• My digital marketing agency is here to help scale your business if you’re an expert, coach, or consultant.
• Don’t forget to subscribe to The Millionaire Maker Show on your favorite podcast platform.

Embrace the role of a salesperson to grow your online business. Use the art of gap selling to truly understand and address your client's needs. Implement these practical tips for more effective sales calls and always look to improve your sales approach through iteration and learning.

Today we're diving into a super important topic: preparing for the September sales surge. We'll be talking about how to overcome that summer slowdown, get ready for Q4, and leverage September to make the biggest impact on your sales.

• The September sales surge is prime time for selling services online.
• It's crucial to prepare in advance for the September sales surge.
• Long-term planning is necessary to avoid business chaos and ensure consistent growth.
• Maintaining a dependable online presence throughout the summer is key.
• Always making an offer, even during slow periods, is essential.
• The Invite-Only Event is a powerful conversion strategy.

• September is critical for sales for service-based businesses.
• The summer slowdown affects everyone; competitors and customers seem to disappear.
• By September, people are ready to invest in services and routines.

• It's essential to warm up your audience before September.
• If you wait until September to start, it’s too late.
• Having a strategy and plan for the rest of the year is important.

• Long-term thinking is crucial for moving out of business chaos.
• Businesses that plan ahead and strategize succeed more consistently.
• Planning the rest of the year during the summer can set you up for fall success.

• AI and competition are changing the landscape.
• Building trust and intimacy with prospects is key.
• Focus on live interactions, DMs, and relationship building.

• Decreased sales and revenue are common in the summer.
• There’s pressure on Q4 to make up for the summer lull.
• It's essential to continue making offers and engaging with your audience.

• Always have a conversion event, even during the summer.
• The Invite-Only Event: a weekly, rinse-and-repeat masterclass.
• This strategy allows for iteration and improvement over time.

• "September is a sizzling hot time to sell services. The kids are back in school, people are off vacation, and they’re ready to invest in themselves."
• "If you wait until September to get your audience warmed up and your conversion events in order, it's much too late."
• "Businesses that plan ahead and think long-term are the ones that avoid chaos and see consistent growth."
• "Intimacy will sell your services better than anything. Focus on live interactions and building relationships."
• "Always make an offer. Your audience needs to know exactly what you do and how you can help them."

• Visit my website for upcoming LIVE workshops: LindseyAnderson.live
• Previous episodes of The Millionaire Maker Show discussing invite-only events and other conversion strategies.

Preparing for the September sales surge is incredibly important. Adopting long-term planning and always making offers can set you up for success. Don't forget to visit LindseyAnderson.live for free workshops and further training. And remember, building intimacy and trust with your prospects is crucial in today's competitive landscape.

In this episode, I discuss the importance of consistent pitching and making offers, highlighting my Invite-Only Event strategy and the 54-minute masterclass approach. I place emphasis on the importance of improving through iteration and metrics.

• The Invite-Only Event strategy is a game-changer for consistent client acquisition.
• The ideal duration for these events is 54 minutes, tested and proven effective.
• Intimacy and personal touch are crucial for successful sales in the current market.
• It’s important to take a well-structured, repetitive approach to masterclasses.

• Sales success comes from consistent offers and pitches
• The Invite-Only Event provides a structured, repeatable approach
• Regular execution and improvement through tracking metrics are key
• Focus on personalization and intimacy to stand out in a competitive market

• Example: "How to Get Everything You Want in Life" vs. "How to Achieve More Than Success"
• Broad titles attract less qualified leads
• Specific, targeted titles attract the right audience

• Example: "How to Reclaim Your Health Over 50, Even When Your Body Seems to Be Failing You" vs. "How to Reclaim Your Health Over 50, Even if Your Doctor Says There is Nothing You Can Do"
• Refine your messaging to attract high-quality prospects

• "Sales really happen when you're making an offer and pitching consistently."
• "The Invite-Only Event is a masterclass that you give on rinse and repeat."
• "The power in the Invite-Only Event is all about intimacy."
• "Use a script. Use a script."
• "If you don't think offering a 50-minute call is a gift, you have some inner work to do."

• Previous podcast episodes on the One True Client Method: https://www.lindseya.com/podcast
• Go to LindseyA.com/coaching to apply for your Invite-Only Event mapping strategy session