You had a great sales call, but they didn’t sign up?
You’re getting the right people on the phone.
They’re interested. They seem like a good fit.
You connect. You give value. You feel like the call went well…
But they don’t sign up.
No follow-up. No payment. Just a polite “I’ll think about it” — and then silence.
Sound familiar?
I’ve been working with a client who was going through exactly this.
She was showing up fully. Giving her time and energy.
But something was off and no one was committing.
So I asked her to record a few of her consult calls.
And what we found explained a lot…
What Stood Out
She was brilliant at connection.
She listened deeply, made people feel understood, and built real trust.
But when it came to the offer, the part where she actually invited them to work with her, she brushed past it.
She mentioned the price quickly, then shifted the topic.
No pause. No guidance. No real chance for the person to say yes.
It’s not that she didn’t want to help them.
It’s that she didn’t want to sell because it felt awkward.
And I get that.
If you’re not used to selling, this part can feel like a weird gear shift.
You’ve just spent 20 minutes connecting and now suddenly… it’s decision time.
It’s easier to just leave the door half open and hope they walk through it on their own.
Reframe What the Sales Call Is Really About
Sales isn’t about hard closes or tricking someone into buying something they don’t need.
Your job is simple:
Find out if your offer is the right solution
Share it clearly
And guide them to make a decision
That decision can be yes or no, but what you don’t want is the call to end and not know if they’re actually interested.
Because if someone can’t commit on the call, you’re left chasing.
The Most Important Moment on the Call
Once you’ve explained your offer and your price, ask:
“Is that something you’re interested in?”
Then stop.
Let them answer.
Even if it’s awkward, hold the space.
This moment is everything.
Because whatever they say next?
That’s where the real sales conversation begins.
How to Respond to What Comes Up
Here’s what you’re likely to hear and how you can respond with clarity and calm.
“Yes, I’m interested.”
Ask:
“Great, when would you like to get started?”
Then move into taking payment or booking.
“I’m not sure about the price.”
Ask:
“What about it feels off — the cost, or the timing?”
Then you can:
Explain the value you will provide, but in a different way.
Offer a payment plan if you have one
Suggest an alternative option that might be better suited to their budget.
“I just need to think about it…”
This is one of the most common responses you’ll hear and a lot of the time, it’s a soft “no” disguised as hesitation.
It’s what people say when:
They don’t want to be harsh
They’re avoiding conflict
They’re not actually ready to commit, but don’t want to say it
So your job here is to find out what’s really going on.
Say:
“Sure, is there something specific you’re still unsure about?”
Don’t be afraid to ask.
If they’re being genuine, they’ll tell you.
If they’re not, you’ll hear it in the way they respond.
Your goal isn’t to pressure them, it’s to simply get the truth.
Because the worst outcome isn’t a no.
It’s leaving the call having spent your energy and still being unsure if this person is interested in what you have to offer.
Your Job on the Call
You don’t need a sales script.
You don’t need to be a sales person.
You don’t need to push people or trick them into buying something they don’t need.
You just need to guide people who need what you offer, into making a decision
Your only job is to create enough clarity for a yes or no.
And if it’s a yes?
Help them say it on the call.