I use Cloud Code to analyze the last two years of sales calls for my company that has done over $30,000,000
in sales. And what we found was that 85%
of our one call closes had these four things in common. Not only am I gonna show you exactly what those four things are, but I'm gonna show you how we infuse it into our current sales scripts so that every rep produces it every time. If you run a service business and your close rate is under 35%,
this video is gonna change how you run every call starting tomorrow. And if you want me and my team to take a free look at your sales process and identify where the leaks are happening, go down below and book a constraint clarity call. The first thing that 85% of our one call closes had was all of the decision makers on the call. Now this might seem obvious. I get that. You have to have a decision maker on the call in order to close somebody, but you'd be surprised how many marketing and sales processes aren't built to have all the decision makers on the call. Most of them are reactive instead of proactive.
So take a look at your marketing and sales process and ask yourself, are you making it crystal clear that you're making a decision on this call? There's a few ways to do it. I'm gonna show you what we do in the sales script and what you can do as well. So in the sales script, the second thing that we ask them after we set the frame quick question before we go further. Besides you, who else needs to be comfortable with this if we decide this is the right move? So we're asking them in kind of a non sales y way, are all the decision makers on the call. And it's nice to say who else needs to be comfortable with this because this also helps you handle the spouse or, like, life partner objection, which happens a lot. And as you can see down here, if we have all the decision makers on the call, that's actually gonna show one sales script. And if we don't have all the decision makers on the call, it's actually gonna show another sales script known as the champion sales script. And this is how we get this person who's on the call, the sales manager, the marketing manager, a partner, enough assets and information that they can then take this to their decision maker and then bring us all on a call together. Now it is so funny. I do sales calls for our company as well, and I can't tell you how many times I just make the assumption that this is everybody that needs to be comfortable with this decision when I'm talking to, let's say, a founder doing $50,000 a month. And then I skip this question. I get all the way to the end, and they say, well, I need to bring this by my wife who's my partner, or I need to talk to, you know, my actual partner or something like that. And it makes it difficult for us to move forward. Where if I get this earlier on, I can actually tie this down to later on when they say, well, I need to run this by my partner. I can say something like, well, didn't you tell me earlier that you were the only person that needs to be comfortable with this? And that doesn't mean that it's a guaranteed close there, but it does turn a lot of those people that are kind of hesitating
into closes.
Now another great proactive way to get all the decision makers on the call is gonna be in your marketing process.
In your application, you can say, especially if you have an offer where it's typical that only one of the decision makers is on the call. I'll give you a great example. We have a lot of clients who are, um, like, helping students either get into college sports, get into colleges, get into med school, get into law school, etcetera, etcetera. That's actually a really hot offer right now. And what we do is we make it clear in the application process, hey. We need both the parents and the students on this call, and they can't book the call unless they confirm that everybody's gonna show up. And then on the call, we have this decision maker check because we write these scripts for our clients, and we make sure that everybody's on there. Now I wanna be crystal clear. We don't hate money. Meaning that if somebody still books the call and all the decision makers aren't on it, we're not gonna say, oh, we'll go back and book this call again when all the decision makers together because the truth is you're probably never gonna see that person again, which is why we have this champion process here so that we can enable this person to bring the decision makers on later on and still close a good bit of these deals. The second thing that 85% of our one call closes had in common was an accurate diagnostic
of their constraint or accurately identifying what their real problem is. AKA,
we are able to show specific
numbers.
Now this is important irregardless of what offer you have. You could be a personal trainer. You could be, you know, a wedding photographer. You could be a a business consultant, then done for you agency like we are. The point being that you need to make sure that before you say this is the right thing for you, you're collecting as much specific data as you can do. So I'm gonna show you what the inverse of this looks like, and this is what I see a lot of our clients doing, uh, when they first work with us or when I get on calls with other people. Typically, it's something like, hey. Uh, how are you doing, Ravi? I'm doing well. Great. They do a little bit of intro, and then they say, okay. So where are you at in your business? And I say the number, and they say, okay. Great. Where do you wanna be? And I say the number, and they say, what do think is the biggest, uh, thing preventing you from there? And I say, you know, this is the biggest thing. And they say, great. We can help you with that. Can I walk through what it is? And here I am thinking, okay. You know, I'm a pretty savvy business person. I've been doing this for a relatively long period of time. And so if I can't figure out what my constraint is after banging my head against the wall for, let's say, weeks or months at a time, you're gonna be able to do it by just listening to just, like, three words that I just said. It's gonna make me not believe in whatever they say next in that prescription. So it's really important that you collect enough numbers, not only just so that the person feels like the diagnostic that you're gonna give them is accurate, but also so that you could actually give an accurate diagnostic.
It would be like, for example, somebody going to a testosterone clinic and the person saying, oh, well, I have low testosterone.
And the doctor says, oh, have you ever gotten tested? And they say, no. And they say, okay. Well, here's some testosterone. Right? No. A good doctor is gonna say, great. Let's get this tested. Let's start with this dosage. Let's look at your estradiol, etcetera, etcetera. And so you wanna do the same thing here. If you truly are doing consultative selling, which the majority of people are doing, then you need to make sure that you collect the numbers accurately
so they believe you and so that you can give an accurate diagnostic. And so this is just out of our sales script. So how do we do this every single time? I literally wrote down all the numbers that we typically need to generate. So what's their current monthly revenue, lifetime value of a client, what lead channels are doing, you know, close rates, uh, show rates, how long they've been at the current revenue level, etcetera, etcetera. And an important element of this is that this isn't a non exhaustive list. Meaning, if somebody comes in on their biggest bottleneck, let's say, is operations. You know, I've had a couple of agencies come to me at 400, $500,000
a month, and we get on this first, uh, call together, which you can book down below. And we talk about what their biggest problems are, and their biggest problems are not a number of leads. Actually, some of them are literally turning off their funnels and turning off their calendars because they have so many leads coming in. So instead, I might be asking stuff like, you know, what's your average time to results?
You know, what is your exact road map journey from when somebody pays to when they've seen the first, uh, results, uh, etcetera, etcetera. See, these this is not gonna be an exhaustive list. However,
75% of the calls that we take, the biggest bottleneck they have is marketing and sales. So these numbers are obviously gonna be attuned to that. Number three, the cost of an action. And this was actually something I didn't even realize was part of so many one call closes until I analyzed the data. Because I was kind of doing this, and my sales team was kind of doing this every once in while if the conversation organically went this way. And I personally had always felt a little cheesy asking these questions. You know, it's like when I get on a call with somebody else, I'm like, and if it stays the same, you know, how is that gonna make you feel? You know? But the truth is in order to have the prospect in enough pain, which by the way, that was clear on every single one of the closes, these people were saying, like, I desperately need this thing to fix. Remember, these were all one call closes. Doesn't mean that every close we've ever done, but people who are literally gonna get on that first call and pay, they have to be in a serious amount of pain. And it's helpful if they come on the call in a lot of pain, but what you can also do is uncover this pain. And that's what this cost of an action does. So we say, one last thing before I pull this together. So this is right after I start collecting the numbers. I say, if we just roll this forward ninety days and you're still roughly at this current monthly recurring revenue and dealing with the same bottleneck, what changes for you? What gets harder or stays off the table? And I'm not afraid to go deeper on some of stuff. So they might say, well, you know, I'm at the same revenue level, and I'm upset at myself. Well, what do you mean you're upset at yourself? Well, you know, I've been doing this for three years, and I can can't seem to get above this revenue level. And I feel like I should quit and go do another job if I can't get this done. Right? And now I'm getting to, like, some of their ego stuff. Like, what would it feel like to you for all your friends and family to know that you're quitting and going over to another job, that this thing had failed. Right? So I'm kind of really trying to pull out this pain point. Now I know there's some people in the comment section here that might be like, oh my god. You're making them feel bad about themselves. You know, maybe there is, like, an element of, like, yes, showing them the pain. Because if people don't feel enough pain, they're not gonna make the payment to change. Right? So I do have to pull that out there. But a lot of times, this is kind of what therapy does as well. It's like people give surface level reactions to it. Like, how do you feel? Not good. Why do you not feel good? Because I've had a bad day. Why do you have a bad day? Because I got an argument with my sister. Well, why'd you get an argument with my sister? Because she's doing all these things here. Well, why does that really bother you? Oh, because and then you end up later on that one time when your sister was six years old, she stole your toy. You know what I mean? So you sometimes have to go that level of depth if you're trying to get these one call closes. So we bake this into,
uh, the sales process. And as you can see here, the scripts that we create for our clients that we use ourselves, they're kind of, uh, live scripts. So So instead of like a Google document, you can actually write out their exact words, and that's gonna come into play here in a little bit. And the fourth key element we identified in 85% of our one call closes is something that we call conservative
upside math. As you can see, there's lot of math and numbers going on in these, and I can't stress this enough. This is not just because I'm in business. You know, if you're still doing fitness or relationships or anything else, people are always gonna be looking at this as a return on investment. If unless you're gonna ask them to pay in feelings, and so then you can sell feelings. You're If gonna ask them to pay in dollars, then you need to make sure that you're running, uh, the mathematical equation of why this makes sense to invest in this because that's how every single person's gonna be thinking. I'll give an example before I go into this real quick. For one of our clients I just wrote the sales script for, they help people, uh, get better SAT scores. They're doing about actually, they're they're really cool. There's a couple of young kids who are, like, 18 years old. They're doing, like, $80,000 a month. And, uh, what we noticed is that a lot of their sales calls, they were running, without even realizing it, upside math for, uh, merit scholarships.
So we would say, okay. This is your current SAT level. This is the SAT level that you want to get into. And did you know that at this SAT level, you also can be qualified or eligible to get this much in merit scholarships? So you invest 3,000, $5,000, and you could earn essentially $50,000
potentially in merit scholarships. And so now it's starting to see, like, a real return on investment for these parents that are considering this SAT prep. So for us, what does this upside math actually look like? Well, we say, uh, quick math so this isn't abstract. Your average client is worth blank in lifetime value. Now this is something that populates from the lifetime value section that we had a little bit earlier. And I say, if the system just adds one more client a month over the next twelve months, then you're gonna get this much more money, uh, conservatively speaking. So let's say, for example, uh, their lifetime value is $10,000 a month. Well, if they want, uh, work with us and we're able to just do, uh, out of the five or six things we're gonna do in the first thirty If just one thing gets one more client a month, you're gonna have a $120,000
in additional revenue at the end of the year. So this way, when I come to drop the price, they can see that return on investment instead of me never mentioning this. And maybe, like, I think it's obvious, but the prospect isn't really doing that math in their head. Then when I drop the price later on, now they're going back and starting to do the math in their head on whether it's worth it or not. And instead, I want to do the math for them. Right? And the most important part about this thing that I've learned is that it is conservative.
Meaning that we are making it so that it's not like, okay. So you're at $50,000 a month, and let's say I get you to $1,000,000 a month the next ninety days. Uh, aren't you gonna be happy you made this investment with me? No one's really gonna believe that. Right? So instead, you need to say, in the most conservative version, literally just one more clients a month is gonna pay this over 10 times, 20 times, 30 times, 50 times, etcetera, etcetera. And because my name is Ravi Overdeliver Abhubala and because I love you, yes, you watching this video right now, stop smiling. Stop smiling. I'm gonna give you one more bonus tip. What we saw in eighty five percent of our one call closes was not just that we ran the upside math and that we talked about the cost of an action, but right before we dropped the price, we ran it one more time. And this is so important because you gotta think, the average sales call is what? Forty minutes to fifty five minutes long? And so if we talked about a lot of this stuff in the first five or ten minutes and we're kinda fire hosing them with some information right now, then by the time we're about to drop the price, they might not even be in that same pain state. They might not even be thinking about the return on investment. And so what I found that works very well is right before I'm about to drop the price, I run the upside math one more time, you know, just to ground it in numbers. By the way, if we just get you one more client next twelve months, it'll be an initial $120,000 in revenue. And earlier, you said that if nothing changed over the next ninety days, that you're still gonna be dealing with this big problem here, this thirty day sprint is gonna change that considerably.
And the investment is going to be x.
And what I love since we implemented this is when I go through this pitch and we get to the very end and I say the investment is gonna be x, people are literally like, oh my god. I thought you were gonna say $30,000.
And the number I say is a fraction of that. And so they're just like, this is a total no brainer because I've I make it almost like like they're almost getting a little anxious a little bit. They're like, oh my god. Yes. I get it. This is gonna make me, like, a lot of money. It's gonna solve this pain point for me. Like, yes. Yes. Okay. So I know this guy's gonna do all this just so he can drop $30 on me, and then I'm like, and it's this pricier. And people are like, oh, wow. That's like the the lady I closed on Saturday said, like, that's unbelievably reasonable. And she closed. You know what I mean? One call close. If you wanna get on a call with me so I can diagnose the biggest constraint in your business and show you the plan that I'd run to fix it, go down below and book a free constraint clarity call. And if you wanna see what our entire sales script looks like, be sure to check out this video here.