Subscribe
What you’ll learn in this episode:
Imagine if every consult call you had not only resulted in a sale but also left both you and your client feeling empowered and satisfied. That’s the power of mastering consult calls! Whether you’re just starting out in sales or looking to refine your approach, this episode is your gateway to transforming your consult calls from mundane tasks into powerful tools for growth and client satisfaction.
Join me as I take a deep dive into the art of consult calls and share the real deal on how to master them so they can revolutionize your business. Once you master this, you’re not just closing deals — you’re building lasting relationships and driving significant business growth. Enjoy!
In this episode, you will learn to:
- How to structure your consult calls to guide potential clients seamlessly towards making a decision, resulting in higher conversion rates.
- The importance of mindset and leadership energy in creating an experience that not only meets but exceeds client expectations.
- How fostering trust and confidence can lay the foundation for long-term client relationships and repeat business.
- Effective frameworks and debriefing techniques that improve efficiency and outcomes and streamline your sales process.
Mentioned in this episode:
Work/Connect with me:
00:00 – 00:34
Jessica Miller: Hello everyone and welcome back to the It’s Your Offer podcast. I’m Jess Miller and I’m so excited to be your host here this week to talk to you about the real deal about consult calls. This week in particular I have had a lot of conversations about sales and consult calls And so I decided to come in here and share my hot take on what I think it takes to really run powerful console calls that convert, that leave you feeling amazing, leave your client feeling amazing, and actually get your results in your business. This is going to
00:34 – 01:05
Jessica Miller: be a powerful right to the point conversation about how to bring your console calls to the next level. If you are in business, guess what? You are in the business of sales. You are having conversations all of the time. Some people don’t call them consult calls, but essentially when you are having a sales conversation with someone or when they are literally reaching out to you to talk about doing business with you, you are essentially having a consult call. And whether you call it that or not, it really kind of follows the same flow that I want
01:05 – 01:40
Jessica Miller: to share with you today and how to do it powerfully. If you want a business that brings in cash, brings in your ideal client, has a big impact, you need to know how to run powerful consult calls that convert, that actually end in clients saying yes and buying from you. And many people, many people love everything about their business except for the sales part, except for the consult calls. And it breaks my heart whenever I hear that, because it is really 1 of the most powerful things in service to your clients and the good you are
01:40 – 02:12
Jessica Miller: doing in the world that you could possibly do for people. But you need to have that start with you. You need to know how to do it well. It’s part skill, it’s part internal journey, and today we’re gonna talk about it all. So, I’m gonna talk to you about what I think are the key components to actually nailing these console calls, and dare I say, actually loving them. I love console calls. I love talking to people about how they can change their life. I love sharing with them how I can share with them my expertise to
02:12 – 02:42
Jessica Miller: help make what they want more in their grip. A shorter time length to do that, more powerful results. It’s so good. It doesn’t mean that every single person says yes immediately or that I have a hundred percent conversion rate all the time because here’s the deal. I don’t and I still love it. I still love it when they don’t say yes. But I will tell you, as I’ve learned to run these console calls more powerfully, I have learned to convert at a higher level and I have learned to love them more no matter what. So here
02:42 – 03:18
Jessica Miller: are the things I want you to think about when you’re thinking about sales conversations or console calls. Okay, number 1 is your mindset. Is your mindset and the energy that you bring to these calls. Like I was saying earlier, I think the most powerful, out-truistic thing you can do in your business for your clients is to tell them about how you can help them. Essentially, it’s to come to these console calls in the energy that this is going to be fun, it’s going to be productive, and it’s going to give your potential clients information and insight
03:18 – 03:45
Jessica Miller: that they did not have before they got on this call with you. Basically, regardless of what the outcome is, and not being attached to the outcome is super important, but regardless of what that outcome is, you are going to make their life better. You’re going to give them information that is going to help them that they didn’t have before. Because let’s face it, if they had all the information, if they had thought of it, you wouldn’t even be having this conversation with them, right? They wouldn’t be on this call with you. So, what you’re giving them
03:45 – 04:16
Jessica Miller: is a gift. And I promise you, whether you’re giving them information, challenging them, asking them questions, questioning why they’re making the decisions they are making, you are spending time fighting for what it is that they want with them, sometimes in a place and a time where no 1 has ever fought for them before. Right? A lot of people are just like, oh, you don’t want to do that? Okay, great. Never mind. And you’re like, no, actually, this thing that you’re thinking or how you’re showing up does not need to be the 1 thing in the way
04:16 – 04:52
Jessica Miller: of you getting everything you want, right? So, the first piece is showing up in the mindset, and I also say in the leadership energy, that what you are doing for this person is a gift. That having a conversation about your work and how you can help them and asking for the sale at the end of that is a gift for your clients. Also, when you come to the call with this mindset, with this perspective on what your role is, you also come to the table with leadership energy where you are positioning yourself as the expert. You
04:52 – 05:33
Jessica Miller: are positioning yourself as a leader of the call and how you’re going to drive that call, keeping it tight, keeping it focused, letting people know what to expect, and that you are moving people through this journey to ultimately make a decision. And coming to the calls or coming to the conversation with that energy, that leadership energy, that expertise, the gravitas to run that call in that way and hold the space for someone and help ensure that trust is huge, is huge. Because here’s the thing no 1 tells you about sales. No 1 tells you about what
05:33 – 06:08
Jessica Miller: people are buying from you. Yes, they’re buying your program. Yes, they’re buying the features. Yes, they’re buying the results and the promise. But what they’re really buying from you is your certainty. It’s the certainty and the belief in them and the outcome that they want and will get from you. And that comes from belief, from your mindset, from what your duty is for being on that call and what you’re there to do, and your leadership energy of standing there and holding the space and holding the belief and holding the results that they can attain, often in
06:08 – 06:43
Jessica Miller: a moment when they don’t believe yet, when they don’t see it yet. And that is crucial. So, the first piece is showing up in that mindset of service and really understanding what your role is, and then really latching into that leadership energy in a way that holds the space and allows people to move through the decision-making process and ultimately make a decision, right? It’s about taking the action to decide. So many people, they are in limbo, right? They’re in purgatory, it’s awful, and they’re suffering. It’s like, we just wanna help them make a decision regardless
06:43 – 07:15
Jessica Miller: of what that decision is, right? And that leadership energy and mindset really matters. The second piece is what I just mentioned when I was talking about this, is powerfully running the call. How many people have had sales conversations or been on consult calls where they are like all over the place, right? They’re all over the place. You scheduled time for like 30 minutes and an hour and 15 minutes later, you’re still on this call. Well, let me tell you, you’re not alone, but you want to powerfully really navigate that call. You want to, first of all,
07:15 – 07:42
Jessica Miller: let people know what to expect. You get on the call and you say like, hey, this is how it’s gonna go. First, we’re gonna do this and I might ask you some questions about that. And then we’re gonna talk about this. And then, you know, we’re gonna love each other no matter what kind of a thing. You know what I mean? You’re like moving people through that call and running it in a powerful way. And part of the power of running the call is having a framework. So, every single time I have a sales conversation, whether
07:42 – 08:18
Jessica Miller: it is somebody is booking a call on my calendar, so it’s a very sort of formal sales call, or I’m getting into a dialogue that is a sales conversation, I follow the same flow. I follow the same framework each time. And the reason that I do that is because I have mastered how to powerfully run this call, how to have a framework and a system for moving people through to that decision in a way that feels good for both of us. It flows, it manages to the time, it sets expectations, and it’s a powerful way to
08:18 – 08:47
Jessica Miller: get people to that point of decision. What I do with that call, to give you a sense of the back end of that, is I will ask people, and this is a bridge version, but I will ask people a variety of questions. So first is like, why did you book this call and what are you struggling with? Essentially, what is the problem? And then there are some deeper questions around that, like tell me what is going on with you. Then I will ask them like, what are you doing now? Tell me about what’s going on now.
08:47 – 09:12
Jessica Miller: Like, why do you think this is happening? Why do you think you have this problem? Then the third part is something around like, where do you want to be and what do you ultimately want? Right? Why did you come here? What are you struggling with? What’s going on? And why do you think that’s happening? And then what do you want in the future? Like what is the result you’re seeking? And then I move into the part of the conversation where I take all that information in, I understand what they’re struggling with, where they’re going, what they’re
09:12 – 09:44
Jessica Miller: doing now, what they think the problem is. And then I really stand in that leadership energy. I stand in that expertise and I move into diagnostics, right? Diagnostics and then offering a solution. And I essentially tell them, based on my diagnosis of what it is that’s happening for you, here’s where I see the opportunities are. Here’s where I see we can help you. What would it look like if you had this result? Would it feel better if this sort of thing happened? And I help connect those dots for people around here’s a solution, here’s your problem,
09:44 – 10:16
Jessica Miller: and here’s how your life is going to be better when we work together. For my consulting clients, this is really important because they’re coming with a specific situation. I’m listening to them. I have so much experience with working with these clients and understanding what they’re struggling with that it’s very easy, I say that in quotations, but I have honed in the skill to laser in on what is actually going on and what could potentially solve it. And so, I will offer that to them. Like, well, what would it look like if you instead of putting 17
10:16 – 10:46
Jessica Miller: more offers in your business, if you could consult your sales calls at a more powerful and productive rate, because you’re getting calls on the books, but they’re actually not they’re converting at a very low rate. So, what if you could not change anything, and actually just make your sales calls a more powerful asset that are now converting people at 50% instead of 15% as An example, right? How would your life look like and I’m connecting those dots for them So I and then at the end of that I will ask what do you want to
10:46 – 11:16
Jessica Miller: do? How does that sound? Okay, great. So, what are your thoughts? Do you wanna get started? What is holding you back? What’s going through your mind? I’m asking for those, any hesitations they might have as well. I wanna know if there’s an objection and we will get to that part next. But I move them through the call in this very systematic fashion. And we go through that same process. And at the end, it’s a call to action. Are you ready to get started? What do you need? That sort of thing. And because of that, I very
11:16 – 11:50
Jessica Miller: often have people say, yeah, let’s go, let’s get started on the call. Great, here’s the next step. So, I have a framework for moving people through and it’s very much focused on like, where are you now? What is happening that is causing this problem that you have. What do you think the issue is? What do you ultimately want? And then how can I help you? And really painting that picture in a succinct and focused way that is always connected to what people are struggling with and what the results are and giving them clarity and certainty around
11:50 – 12:21
Jessica Miller: how we can do that, especially being that we have done it so many times, we can really help show them with certainty how we’re going to help them get the result. And in my business, when it comes to this kind of work, it’s really important that the structure is intact in that way, and we can connect the dots for them. Because our goal for our clients is to help them double their revenue with what they already have in their business. So, when we’re talking to them, we are looking for those opportunities that they already have to
12:21 – 12:54
Jessica Miller: help them create all of this growth without going out and hiring a million people and spending a bajillion more dollars on ads or adding all this complexity to their business. Because I’m here to tell you, it’s often about what you’re doing and doing it better. And we want to go in and say to people, like, listen, you’ve done all the hard work. You’re doing the thing. Like let’s help you sort of 10x that with what you already have. And in the output of that, you’re going to get more revenue, more great clients, more time, more energy,
12:54 – 13:27
Jessica Miller: and more ease in your business because we’re making those assets repeatable. That is the whole purpose of the framework of that consult is to run people through that consult in a powerful way, in a way that we do all of the time, so we can make it really tight, and then we can show them how that’s possible. So powerfully running the call and having that construct is really important. And here’s also why it is super important. Number 3 is debriefing after your console calls. It is so important for you to go back and look at your
13:27 – 14:00
Jessica Miller: calls and say, why did it end up this way? What was the result of this call and why? So why did this person make this decision the way that they did? So, I always go back and ask myself, what worked well on the call? What didn’t work well on the call? What could I do differently? The only way for you to debrief your calls is to have a consistent framework that you are able to look at things and compare them against, right? If you’re running every single call differently and it’s always apples to oranges, it’s very
14:00 – 14:34
Jessica Miller: difficult to understand where the gaps are. So, for example, like let’s pretend we use that framework that I just talked about, and I’m utilizing that every single time I’m talking to my clients, and let’s pretend a call didn’t go well, they didn’t close, it’s not even good or bad, right? It’s just that they didn’t buy. I can go back and say, okay, what happened in this console call? And maybe I see, you know, when they had an objection, I didn’t overcome that objection well, or I actually didn’t really tie my solution back to the results they
14:34 – 15:05
Jessica Miller: really wanted in a powerful way because I didn’t really get clear on what those results were because I didn’t ask that in the console call well. So that’s an example of just you can go back and measure and really debrief and hone in on what is working, what is not working, what would I do differently, what would I do the same in the future if you have some sort of consistency around how you’re running the call. And you need to have that. You can’t have these calls running all over the place and you saying sort of
15:05 – 15:35
Jessica Miller: like a different thing every single time, we’re having no structure because it just becomes super inefficient and you’re not able to really move that person through to the decision in an easy way. So, after your calls, you always want to debrief. It’s like any other asset in your business. This is very much in line with what I tell people all the time about looking at what their business is doing, looking at their data, looking at what is actually happening, getting as clear as you can on it so you can optimize it. And the way you optimize
15:35 – 16:04
Jessica Miller: your console calls is you debrief them and you look at those pieces and you see like where did it work, where did it not work. The great part is with the things that are working, you’re like, yeah, I got to do that every time and you pull it forward with the things that are not working. You’re like, yep next time I’m not gonna do that so it gives you some way to really analyze what you’re doing and make your console call a repeatable asset in your business just like any other asset and then the last piece
16:04 – 16:36
Jessica Miller: like I mentioned is everyone is going to have a sticking point when they come on the call. And this is the, I think it’s number 4. Like which number am I? I think it’s number 4. You know, people are in all different places of the buying journey. And they also have questions, and sometimes they have objections. Objections are a gift. So, the fourth piece is embracing these objections and thinking of them as a gift. Because when someone tells you what is the sticking point for them, where things are not jiving, they are giving you the inner
16:36 – 17:06
Jessica Miller: view to the thing that is standing in the way from them getting what they want and essentially buying your service or your product. You want to know what that is and you want to know what it is on the console call, and you want to be able to talk through those things powerfully. And the way that you do this is a couple of ways. Number 1 is you start to get a lot of similar objections, and knowing and thinking about and strategizing how to answer those objections in a quick and powerful way. Emphasis on quick and
17:06 – 17:34
Jessica Miller: powerful is really important. You don’t want to go on and on and on and raise more objections because you’re over talking or not being clear. There are things that people come up with or common objections that people come up with related to your business or your services. You want to know what they are. When you track your console calls you start to figure that out. You figure that out in your marketing. You figure that out by asking clients. All of those things. You want to overcome them in a powerful quick manner. So that is 1
17:34 – 18:04
Jessica Miller: piece. And then the second piece is you really get your energy in check. You really get neutral about the fact that someone has an objection, because essentially, it’s just an area that they don’t understand. It’s a lack of clarity. So, you wanna handle them quick and powerfully and you wanna be in a neutral place. Like, oh, not that you’re freaking out that they’re not gonna buy, oh, that you’re gonna annoy that they’re asking, oh, 0 my gosh, the pricing objection again. It’s like, it’s just the thing, it’s just a data point. And it’s a really important
18:04 – 18:33
Jessica Miller: data point because like I said it’s the thing holding them back from getting what they want and buying from you but it’s also a window into your marketing and making your business a more powerful asset from the perspective of how can we essentially overcome this objection possibly before this person even gets on the call with us. So, it’s giving you insight into how you tighten up the other things in your business so that you can be aware of this objection and you can even overcome it before they even get on the call. And so people are
18:33 – 19:06
Jessica Miller: even further down that buying journey when they get on a consult call with you. So, objections are a gift, like love them, lean into them, expect them. I’ve heard people say like, the buying journey doesn’t even start until the objections come up. In a way, that’s true because those are the things that are getting in the way. Otherwise, like they would have said yesterday, they don’t even need the console call. They are a gift and you shouldn’t fear them and you should move through them with ease, neutrality and in a powerful way. And when you do
19:06 – 19:38
Jessica Miller: that, like nothing can stop you, right? You’re just there. You’re curious. There’s a lot of curiosity in it and you can just move people through. So, to summarize this again, I want to go back. The first piece about really mastering your console calls is you need to be in leadership energy. You need to have that mindset around sales and your console calls locked in, in a powerful way in service of your client, really in belief that it is the best thing and the biggest gift you could ever give to someone to talk to them about how
19:38 – 20:08
Jessica Miller: they can make their life better through your services or your products or your business. It is awesome and it’s such an honor to be having that conversation with somebody. So that is the first piece is getting in that mindset. The second piece is powerfully running the calls. You need a framework. You want it to be repeatable. You wanna be moving people through that conversation in a powerful way. It takes trial and error. It takes talking to people and again, figuring out what’s working, what’s not working. But as much as you can standardize that and systematize that,
20:08 – 20:36
Jessica Miller: the more powerful it will be and the higher your conversions will be because you will be able to, next thing, debrief that. Go back and look at your console call as 1 of the most powerful assets in your business and how do you optimize that and make it better? How do you see what is working, what is not working, what you would do differently, what you would keep the same to continue to optimize that asset in your business so that you can move people through that in a really powerful way. And for people that are selling
20:36 – 21:12
Jessica Miller: higher ticket offers, this is really important because you’re likely having a lot of these conversations. If you’re selling something that’s $7, you’re gonna be pushing that through a different marketing funnel that is not going to rely more heavily on relationships and intimacy and having these conversations. So, you wanna do this, it is a very, very powerful asset in your business if you are selling higher ticket, higher ticket priced offers or things that require a longer engagement. You’re going to have to have those kinds of conversations. And this is where it really, really comes into play where
21:12 – 21:42
Jessica Miller: you want to be having those consult calls work as a powerful asset in your business, which of course includes you. And then last but not least, it’s overcoming those objections. Don’t be afraid of them. Really embrace them. They are a gift. It’s where the selling starts, all the things, but you want to answer them powerfully and quickly and you want to make sure that you have your energy in a neutral place. It’s really about being curious, about hearing what people are saying, offering them the information that they need in order to move through it, standing in
21:42 – 22:11
Jessica Miller: that confidence, not being defensive, not avoiding it, not being afraid of it. Like it is where the good stuff is. Because again, the things that people are coming to the call with that are holding them back or haven’t allowed them to buy yet, they don’t need to be the thing that keeps them from getting everything that they want. That keeps them from getting out of pain and getting the pleasure that they want by solving this problem. And you get to be the gatekeeper of that. So, objections are really, they’re an awesome thing and they’re something you
22:11 – 22:43
Jessica Miller: should not be afraid of. So, if you want a business that is going to thrive, bringing cash, bringing your ideal clients, have a big impact, you need to have these sales conversations and run these consult calls with ease and powerfully. And this is my hot take on that. If you do these things, I promise you, you will watch your business explode. You will watch your happiness explode. You will watch the people that get on these console calls with you explode with happiness because it is such a powerful tool in your business to really drive that momentum
22:43 – 23:02
Jessica Miller: and drive growth in your business. So, I cannot wait to hear all of the success stories about how you’re running these consults, how you’re loving them, how you’re building your business and you’re helping people get out of pain and move toward the pleasure that they want, which does not have to be the elusive thing. Until next week everyone have an awesome week!
