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322. Are Sales Calls Worth the Time?

Are Sales Calls Worth the Time?

Unpacking the Power of Sales Calls in Growing Your Business

The Mindset Shift

Amy highlights the crucial role of mindset when approaching sales calls. She challenges the notion of feeling inadequate in sales, emphasizing that selling is inherently ingrained in various aspects of life. By reframing sales as an invitation to a solution rather than a transaction, the pressure and stigma associated with sales diminish. Recognizing one’s ability to provide value and viewing sales calls as opportunities to understand and address the needs of potential clients are pivotal mindset shifts that can enhance the effectiveness of sales interactions.

Targeted Approach and Pre-Screening

One key takeaway from Amy’s insights is the importance of clarity regarding the transformation offered and the ideal client profile. By defining one’s niche and understanding the unique value proposition, businesses can target the right audience and pre-screen potential clients to ensure alignment. This targeted approach not only saves time but also ensures that sales calls are conducted with individuals who are more likely to benefit from the services offered, ultimately leading to more meaningful and successful engagements.

Building Relationships and Establishing Trust

The heart of effective sales calls lies in the ability to build relationships and establish trust. Amy emphasizes the significance of assessing the compatibility and chemistry between the service provider and the client during these interactions. By focusing on listening, asking relevant questions, and addressing concerns, businesses can create a foundation of trust that is essential for long-term success. Honesty and integrity in determining if a prospect is a good fit, even if it means redirecting them elsewhere, showcase a commitment to client well-being over immediate sales gains.

Empowering the Client Journey

Sales calls are not just about closing deals; they are about empowering the client journey towards their desired outcomes. Amy advocates for a client-centric approach where the focus is on understanding and fulfilling the client’s goals rather than imposing one’s own definition of success. By guiding clients towards their version of success and prioritizing results over mere transactions, businesses can foster trust, loyalty, and positive referrals, creating a ripple effect of growth and impact in the long run.


Mastering the art of sales calls is a multifaceted endeavor that goes beyond mere sales techniques. It involves a mindset shift towards viewing sales as a collaborative process, a targeted approach towards identifying ideal clients, a commitment to building relationships based on trust, and an unwavering dedication to empowering clients towards their goals. By embracing the insights shared by Amy in Episode 322 of The Motivated CEO Podcast, businesses can harness the true potential of sales calls to drive growth, foster meaningful connections, and achieve impactful results in their entrepreneurial journey.

In conclusion, remember that sales calls are not just about making a sale; they are about making a difference in the lives of your clients. Cheers to mastering the art of sales calls!

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Transcript for Episode 322. Are Sales Calls Worth the Time?

Amy [00:00:03]:

Are you using. Hold on. All right, start from here. Are you using sales calls or discovery calls, connection calls, whatever you want to call them. Are you actually leveraging them in your business? In today's episode, I want to take you through my strategy of, for a while, I stopped doing them and why this actually hurt my business. But now I've restarted. I'm leveraging them in a strategic way, and my business has grown. There's so many shoulds that we're seeing out there.

Amy [00:00:46]:

We should be doing sales calls. We should be posting on instagram. We should be doing reels. We should be doing all of the things. And this brings up a very important point, that the things you think you should be doing, if you are doing something because you think you should, quote unquote, I challenge you to ask yourself, do I really need to be doing this? Why am I doing this? Because the word should should start to raise a red flag. It should make you take notice as to, hmm, what is the true intent behind this activity? Am I doing it because everyone else is doing it, or am I doing it because it actually does work for me and my business? So, number one, it's all about the mindset, the mindset that you approach this with. For years, I felt like I wasn't good at sales. The reality is, I have been selling my whole life, and so have you.

Amy [00:01:57]:

If you're a parent, we're constantly selling to our kids. If you're working in any type of service industry, you are constantly selling, even when you're giving your friends recommendations. Hey, you need to read this book. You need to go to this movie. You need to try out this restaurant you're selling, and you don't even realize it. So it all starts with approaching it, with approaching sales, with that curiosity that, hey, I have the mindset for sales. I'm really good at sales. It's not something icky.

Amy [00:02:36]:

It's not something sleazy. It's not something slimy. It's simply an invitation. And when you realize that it's just an invitation to the solution, it takes the pressure off. It makes it feel better. It makes it feel aligned. Just like if you were to offer a friend a stick of gum and they said, no, thanks. Sales is the same thing.

Amy [00:03:01]:

It's not a big deal. If somebody says, no, that's okay. And we're going to dive into the power of the word no in future episodes. But for now, let's really unpack this whole stigma around sales calls. So I had this limiting belief that I was not good at sales and because I was not good at sales that I shouldn't hop on sales calls. This decreased my sales. Why? Because now I wasn't giving that prospective client a chance to really completely feel seen, feel heard, feel validated, answer their questions that they have. Do they take time? Absolutely.

Amy [00:03:47]:

But here's the caveat. I am not hopping on a sales call with every prospective client out there. I am very upfront, okay, this is the investment it costs to work with me. And then I have them fill out just a very short questionnaire as to what are your needs, what are your desires, what are you hoping to achieve? Because now what that allows me to do is pre screen and make sure they're in aligned fit before they even get that scheduling link. Therefore saving me time because I am not for everyone. Take for example, product based businesses. That's not my zone of genius. I have wonderful referral partners that I can send you to all day long, but I know my zone of genius and I'm going to stay with in it.

Amy [00:04:37]:

So once you have the clarity as to the transformation that you provide, as to who you can serve best with your services, that right there is beautiful. That right there is powerful. Because now what you're doing is you're opening up the relationship in the online space. A lot of people have gotten burned this past year. Especially the landscape of doing business online has changed. People are more skeptical because they've invested thousands of dollars into coaching, into programs, into products that didn't deliver, that didn't deliver the results that that client was working for. And yes, it's a two way street. If you don't put in the work, you're not going to get the results.

Amy [00:05:28]:

And there's never a 100% guarantee. But by getting on a call with a potential client before they decide to invest in me, I can make sure that I am confident that I can help them achieve the results that they desire, that they can get the outcome that they want for their business. Because we can't help everyone. It's a fact. It's life. Say it all you want. Yes, I can help everyone. But who can you really help the most? Who can you really, truly impact with your service? And this is hard, this is a hard truth to come to terms with that you know what? You're not going to be for everyone.

Amy [00:06:20]:

You cannot help everyone. It's just a fact. It means nothing about you. It means nothing about the amazing things that you're doing. But the fact of the matter is you are the best solution for a select group of people. So instead of trying to be for everyone, why don't we focus on achieving those massive transformations, getting those massive results so that those clients become referral partners for us, that they help us speak, spread the word, amplify our message and bring in even more aligned clients. It's all about targeted marketing. It's not about being everywhere.

Amy [00:07:01]:

It's about positioning yourself in front of your aligned clients, not just every service provider out there. No. Who do you provide that transformation for? And when you're on these calls, it's really important to get a feel for if your personalities vibe with each other. Because, yes, we think we know someone, we think we like someone, we think we trust someone. But do you really have that chemistry between each other? Are you really going to get the best transformation for this client? And some people, we just have personality conflicts. We just don't jive with some people. And that's okay. That is okay.

Amy [00:07:48]:

But when you take the time, and yes, it's an investment of time to hop on a call with someone, but you're really taking the time to see if it's a mutually good fit. And I'll be the first to admit, I've gotten on sales calls where I'm like, you know what? I'm not the best fit for you. But here's who is. Here is the resource that you need. Or maybe you know what? You're not ready for what I offer right now, but later on, once you've done X, Y and Z, let's talk, get back into my world. This has protected my peace, my inner peace, because now I'm not attracting those clients that just, we've all had them right? Where they're just draining, where it's like you see their name on your schedule and you're like, oh boy, here we go again. And that's what burns us out in business. But at the end of the day, this is your business, and you call the shots.

Amy [00:08:51]:

You get to determine who is worth your time, who is worth your energy, who are those aligned fits. You get on that call and you form that relationship. You just have a conversation. And honestly, when you're on a sales call and this is something else, let's go into it in a further in a future episode, you get to determine what your sales call structure is like. There's no magical formula. There's a little bit of strategy behind it. You want the person to feel heard, validated. But most of the time when you're on a call, you should be listening, should just be asking questions.

Amy [00:09:37]:

And listening to the person to make them feel heard, validated, to get their questions answered. Because I want people getting that return on investment. I am not out there to burn anyone. I want to get results. I want to help my clients achieve their version of success. Not mine, not anyone else's. It's really easy to get caught up in the glamour of running a business. Of all the shiny objects out there, of all those shoulds that we talked about at the start of this episode, it's so easy to start to adopt others goals as our own.

Amy [00:10:23]:

But at the end of the day, this is about the transformation that they want for themselves, not about what I want for myself, not about my version of success. It's how can I help you? How can I help you achieve the results that you desire? So what I noticed is when I started doing sales calls again, started doing my discovery calls, my sales increased, my sales increased, because now I'm forming those deeper relationships, I'm building that trust, and I'm really taking the time to be intentional with you know what, this just isn't a good fit versus I'm desperate and I just need sales. There's a lot of that right now in the online space. Oh, sure, I can help you, but it's a slippery slope because can you? Can you really help them achieve the results that they desire? I am here cheering for you. And until next time, cheers to making the money you want so you can create the impact you desire.


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