Are you one of those people having sales calls where, by the end, the potential client seems interested but says they have other things to take care of first?
I call this the sales call homework issue. You’re giving them tasks or homework to do as a result of the sales call, and that’s holding them back from deciding to invest in the offer you’re pitching. If this sounds familiar, this episode is packed with nuggets to help you out.
It’s also day 10 of #Tashmas, and there’s something special for you—maybe a discount on a course?!
Let’s dive in.
Here for the links referenced in the show notes?
Get 75% off Skyrocket Sales by being one of the first 30 to request a coupon on the Day 10 #Tashmas post on my Facebook Page.
What is the “Homework” Issue?
When it comes to sales calls, homework issues can arise whether the calls are specifically to discuss a product or service, or they are a single session that then leads to a sales conversation towards the end. The homework issue is more common to crop up in free or paid sessions rather than short and sharp sales calls, but really all conversations can turn into free advice, and thus generate a homework issue if not handled effectively.
And let’s just be clear – if you’re listening to this podcast, you’re likely someone who’s an over-giver, so of course this will happen. We’re eager to help, share, and add value—it’s just who we are. I know that for a lot of heart-centred entrepreneurs, sales conversations that are supposed to just be sales conversations turn into free sessions pretty easily because we are so keen to help people.
The problem? Sometimes, we give too much advice. It’s okay to give advice in sales conversations, but be mindful of creating “homework” that stalls the buying decision.
So let’s look at how to structure calls so that you’re able to help, without creating the homework issue.
Structuring Sales Calls: First Steps
Start calls by setting the scene. If it’s a straight sales conversation, confirm that at the beginning. For example, “We’re here to discuss whether the Take Off program is the right fit for you. Is that correct?” This sets the tone and confirms what the conversation is about.
For sessions, I’d start like this: “We’ve got 45 minutes today. From your pre-session questionnaire, you want to work on x, y, and z. We’ll focus on the high-priority items. And, toward the end of the call, if you’re keen, we can discuss ways to continue working together.”
These little cues make a significant difference and set a clear direction for the call. It creates clarity about the intention of the call but also relief that you both have an explicit understanding of how this will unfold.
Free advice into sales pitch… tricky?!
Next, I think it’s important to note that the goal is not to give people zero strategies or homework, especially if they are on a paid session or a free session. You want to deliver that value. You want to give them the advice that you wanna give them. Even in free sales conversations to talk about an offer quickly, I do still give people nuggets of advice or strategies that I think will be really effective for them.
However, I do not send them away with a 6 month full calendar of 97 different things that they need to get done. I don’t to give a giant list of things to do before they’re even ready to consider the next step of working with me. I’m mindful of the types of strategies I give as well as the volume of homework that I give people.
Remember, more is not more.
If someone is doing a 45-minute session with me, I can see it in their eyes if I have given them far too much homework. This has taken practice and finessing over the years. Yes, I want to maximise how valuable people find those sessions. But it’s very important to remember that more homework doesn’t equal more value.
More strategies does not equal more value either. Ultimately, the value that people get from their sessions with me is what they implement and the results that come from that. I know if I give people 97 different things to do in a session, the odds of them actually doing it all are slim to nil. It’s more difficult to prioritise, and it impacts their results negatively.
It’s a matter of structure and practice
Regardless of the interaction, giving advice and homework doesn’t mean there’s no space to discuss further work together. It’s about structuring your conversation and asking effective questions so you can qualify and measure how ready they are for that next conversation.
I ask specific and effective questions in my sessions and sales calls to ensure I have a solid understanding of what the person wants, their goals, their needs and their readiness for my offer. Generally, this allows me to map out a simple, effective (generally 2-4 step plan). In doing something like this, you’ll generally get a good read on their excitement for that, their willingness to try it out, and also what might be in their way.
Incorporating questions like: “Does this plan sound clear for you? What’s stopping you from moving forward?” will give you an opportunity to ask directly. Tailor these questions based on past conversations and client feedback to craft a process that works in your market and for your services.
You don’t need to be a mind-reader
You can tell whether someone is leaning into the next part of the conversation, or they are getting fixated on the homework. Notice their enthusiasm, body language, facial expressions, and whether they’re leaning in or appearing overwhelmed. If they’re fixated on completing homework, suggest a follow-up call to stay motivated with a deadline in sight, rather than pushing the issue. BUT – book that in immediately, and book it for a nice short timeframe so it’s not just going to drag out the consideration of the next steps.
Ultimately, crafting your sales call structure and paying attention to where you may be overloading and overwhelming people is critical.
Addressing mindset and worthiness
This isn’t just a strategy issue. I want you to notice, if you’re in the state of going over time, over-giving, and giving people a lot of homework as a pattern. Over-giving strategies might be tied to mindset, particularly that you are feeling unworthy unless you give a lot of advice and homework.
Are you trying to ‘show’ how valuable you are by giving a lot of advice for free, or going beyond the boundaries of the sales conversation? And if so, is it simply because you don’t know how to express the value of working with you without giving that demonstration, or is there a mindset element here as well?
Over-giving and the homework issue can crop up when people have recently increased their prices, or when your delivery starts to feel a lot easier. If it’s not hard, it brings up wobbles around the value. And in those cases, sit with your mindset—why the urge to overdeliver? Journaling post-call helps connect the dots between feeling and outcomes, and to interrogate what the drivers are beyond the strategy and structure of the call.
In sales conversations, the balance between strategy and mindset is key. Be mindful of both, especially if the habit of giving people loads of homework persists.
Day 10 #Tashmas Gift
Because it’s Tashmas Day 10, there’s a special offer – but it’s only for the first 30 people who comment on the Day 10 #Tashmas post over on my Facebook Page.
The first 30 people to request a coupon code will receive 75% off my Skyrocket Sales course. Anyone who misses out can STILL get a coupon, it will just be a slightly smaller discount… so be sure to comment and grab a discount!
Skyrocket Sales is a really powerful course and it’s one that you can smash out in a couple of days. Don’t let that fool you into thinking it’s not a BIG transformation though, because it makes a significant difference to the effectiveness of your sales strategies and marketing. Plus you can move on from the pushiness of admiration and agitation marketing!
Make sure you check it out to refine your sales and marketing strategy, especially if you want to embrace consent-based marketing without manipulation or trickery.
AND DON’T FORGET – there are DAILY podcast episodes for the 12 days of #Tashmas! See you tomorrow for another practical episode, and another special gift.
Thank you so much for joining me for this episode of the podcast!
Until next time, I cannot WAIT to see you SHINE.
