Most coaches and agency owners make the same mistake in their sales process.
They spend all their time trying to convince people on sales calls.
They pour energy into explaining the value, answering objections, and hoping the prospect says yes.
But here’s the thing:
If you’re doing all the convincing on the call, you’re already too late.
Joe Polish nailed this concept when I interviewed him recently.
He said:
“Selling is what you do when you're on the phone.
Marketing is what you do to get them on the phone already excited, motivated, and qualified.”
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And that’s the game-changer.
If your marketing is doing its job:
✅ They know exactly what you do
✅ They understand the value of your offer
✅ They’re already sold on working with you
So by the time they book a call, it’s no longer about convincing.
It’s about enrolling.
The best part?
When someone’s pre-positioned correctly:
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Sales calls are shorter
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Conversion rates skyrocket
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You only work with people who are excited to be there
This is the difference between easy, lucrative, fun (ELF) clients and hard, annoying, lame, frustrating (HALF) clients.
So here’s the takeaway:
Stop selling. Start pre-positioning.
Build marketing that educates, qualifies, and excites people before they ever get on a call.
When you do that, you don’t have to push or persuade.
They’re already sold—and you’re just helping them take the next step.
Stay motivated, stay elevated,
Raylen
P.S.
If you’re tired of chasing leads and want to build a system that attracts high-ticket, ready-to-buy clients, check out the High-Ticket Enrollment System. For being a newsletter subscriber you get $130 off.
P.P.S.
Reply if you’re ready to stop selling and start enrolling. I’ll help you map out the next steps.
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