Pre-Call Ritual Guarantees You Close More Sales by Chris Do

Last Updated: 

October 25, 2023

Sales calls can be make-or-break moments in any business. The success of these calls is often predetermined by the preparations you make. In a YouTube video, Chris Do, a seasoned professional in the sales and creative industry, shares three key strategies to dramatically improve your close rate without resorting to complex negotiation skills or sales hacks. This article will delve into powerful insights on how to enhance your sales calls even before you pick up the phone.

Key Takeaways on Closing More Sales:

1. Pre-Qualify Your Leads:

  • Define Your Ideal Client: Make sure you attract the right prospects by clearly stating the types of clients you work with, your budget range, and the problems you solve.
  • Introduce a Buffer: Have someone screen potential clients, asking essential questions about their budget, timeline, and specific needs to save your time and position your services professionally.
  • Customer Intake Form: Implement a concise customer intake form on your website to gather crucial information for pre-qualifying leads.

2. Anticipate Objections:

  • Imagine the Complaints: List potential objections related to pricing, experience, team size, or other factors.
  • Prepare Your Responses: Develop responses to the objections you've identified to address them proactively during sales calls.
  • Building a FAQ Section: Consider creating a comprehensive FAQ section on your website to address common questions and objections, showcasing your awareness and solutions.

3. Align Objectives:

  • Determine the Purpose: Clearly define what the client and you need to achieve during the call, such as project scope, timelines, and budgets.
  • Set a Logical Sequence: Start discussions with the budget to ensure alignment with client capabilities, timeline, and project scope.
  • The Value of a Structured Sales Call: Develop a structured format for your conversations, covering key topics like budget, timeline, and scope to demonstrate professionalism and maintain focus.
Discover Real-World Success Stories

1. Pre-Qualify Your Leads

Defining Your Ideal Client

The first critical step to increase your sales success rate is to pre-qualify your leads. In a world where countless potential clients can discover your business online, it's essential to ensure you're attracting the right type of prospects. Unqualified leads can consume your time and leave you feeling frustrated when you don't land the job. Chris recommends two methods for pre-qualifying leads:

a. Define Your Ideal Client

If you're a solo entrepreneur, provide clear information on your website about the types of clients you work with, the budget range you require, and the problems you solve. This self-selects clients who align with your services. This not only filters out unqualified leads but also positions you as an expert in serving a specific niche.

b. Introduce a Buffer

If you have the resources, consider having a team member or a contractor screen potential clients. Ask crucial questions about their budget, timeline, and the specific problem they're trying to solve. This buffer ensures that only qualified prospects reach you, saving time and energy. It also adds a layer of professionalism to your initial interactions.

Customer Intake Form

In addition to the above methods, implementing a customer intake form on your website can be highly effective. This form can include specific questions that help in pre-qualifying leads. Keep it concise, with no more than five questions, as you're not conducting a full interview at this stage. The goal is to gather relevant information to determine if the potential client is a good fit for your services.

2. Anticipate Objections

Understanding Potential Objections

Understanding and addressing potential objections is paramount in sales. Whether you're a newcomer in the business or working with a broad range of clients, you must predict the objections potential clients might have. Start by imagining your ideal customer's perspective:

a. Imagine the Complaints

List the complaints, accusations, or objections your potential clients might have. This could be related to your pricing, experience, team size, or other factors. Prioritise the top three objections you need to tackle. Chris advises that the key to addressing objections effectively is to be proactive and have responses ready.

b. Prepare Your Responses

Develop responses for the objections you've identified. Knowing how to address these objections can make you appear confident and capable during the sales call. Addressing objections with empathy and clarity can build trust and reassure potential clients.

Building a FAQ Section

To address objections proactively, consider creating a comprehensive FAQ section on your website. Include answers to common questions and objections potential clients might have. This not only provides valuable information but also shows that you're aware of potential concerns and have clear solutions.

3. Align Objectives

Ensuring Mutual Success

The final, and perhaps most crucial, aspect of successful sales preparation is aligning objectives. Don't mistake a sales call for a mere rapport-building exercise. It's about ensuring that both you and the prospect get what you need from the conversation.

a. Determine the Purpose

Create a clear list of what the client needs to achieve and what you need to accomplish in the call. This could include defining the project scope, establishing timelines, and discussing budgets. When both parties have a shared understanding of the purpose, it streamlines the conversation and reduces ambiguity.

b. Set a Logical Sequence

Chris emphasises the importance of sequencing. Start by discussing the budget because if the client's budget doesn't align with your requirements, other details become irrelevant. Align the conversation with the client's financial capabilities, timeline, and project scope. This approach shows respect for the potential client's financial constraints.

The Value of a Structured Sales Call

To ensure that your sales calls are goal-oriented, develop a structured format for your conversations. Outline the key topics to be covered, including budget, timeline, and scope, and stick to this format during the call. A structured sales call demonstrates professionalism and ensures that both you and the client stay on track.


In a competitive market, effective sales calls require thorough preparation. The strategies presented by Chris Do can significantly enhance your chances of closing deals. Moreover, maintaining a positive and confident state of mind is the key to building trust and resonating with your clients. Confidence arises from recognizing your qualifications and past successes, and this self-assurance can be projected during your sales calls.

By pre-qualifying leads, anticipating objections, and aligning objectives, you'll not only save valuable time but also increase the likelihood of securing deals with clients who are the right fit for your business. With these steps, you can enter every sales call with the assurance that you're not just a service provider but a valuable partner. Remember, in the world of sales, confidence, and positivity are infectious – and they can be your most potent sales tools.

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