Welcome to the Business Advisor Podcast, the go-to show for accountants, bookkeepers and CFOs tired of the grind of client work and eager to step into the role of a business advisor.
This podcast is designed for those looking to increase their income and impact by transforming businesses and lives. Each week, we bring you practical, workshop-style episodes, insightful conversations, and a good dose of humor to equip you with the confidence, clarity, and cash flow strategies you need.
So, hit that subscribe button and join us on this journey to becoming a successful business advisor. New episodes every week, and you won’t want to miss what we have in store!
Welcome to the Business Advisor Podcast, the go-to show for accountants, bookkeepers and CFOs tired of the grind of client work and eager to step into the role of a business advisor.
This podcast is designed for those looking to increase their income and impact by transforming businesses and lives. Each week, we bring you practical, workshop-style episodes, insightful conversations, and a good dose of humor to equip you with the confidence, clarity, and cash flow strategies you need.
So, hit that subscribe button and join us on this journey to becoming a successful business advisor. New episodes every week, and you won’t want to miss what we have in store!
For years, I followed the gurus' advice on sales calls, and I hated every slimy, scripted minute of it. The multiple calls, the hidden pricing, and the high-pressure tactics felt awful for me and my prospects. So, I flipped the entire process on its head and created what I call the 'Champagne Close.' Instead of holding back information, I give my prospects everything upfront: the program structure, case studies, testimonials, and even the price, all before our call. This transforms the conversation from a persuasive battle into a relaxed discussion about mutual fit.
On this episode, I explain how this simple shift eliminated no-shows, attracted better clients who are ready to invest, and allowed me to build a business that truly serves my freedom by protecting my time and energy from the very first interaction.
Key Takeaways
1. Give All Information Upfront, Including the Price.
Stop hiding details until the final moment. By sharing the program structure, proof, and price before the call, you ensure that only serious, qualified prospects show up, already leaning towards a "yes."
"Instead of holding everything back, I decided that before I even had a sales conversation... I was gonna give all the information upfront... And yes, I also gave them the price." - Amanda C. Watts
2. The Call is a Two-Way Audition, Not a One-Way Pitch.
The sales call isn't just for the prospect to see if they want to hire you; it's your opportunity to determine if they are the right fit for your business. This mindset shift protects you from taking on draining "vampire clients."
"...we have to audition clients as much as they audition us to see whether we are a good fit... because we're only gonna get results when we work with the right clients." - Amanda C. Watts
3. Don't Solve Their Problems on the Call.
Your goal is not to offer free consulting during the call. When a prospect shares a problem, listen and ask them to elaborate. Allowing them to sit with their pain helps them recognize the true value of your solution.
"When you do that, you rob them of a reason to hire you... Let them sit in their pain... because the only way you can help them is if they understand that there is a gap between where they are and where they want to be." - Amanda C. Watts
4. Embrace the Power of Silence.
After you ask a question, stop talking. Silence gives the prospect space to think, feel, and articulate the truth of their situation. It keeps you in control and encourages them to open up honestly.
"At first, it can feel really awkward, but silence is so powerful because what it does is it draws the truth out of your client on this call. It gives 'em space to think." - Amanda C. Watts
5. Protect Your Freedom by Saying No to the Wrong Clients.
Every client you accept shapes your business and your life. The "Champagne Close" process is designed to filter out mismatches, so you can confidently say no to those who aren't aligned and create space for your ideal clients.
"Freedom doesn't come from saying yes to everyone. Freedom comes from saying yes to the right ones."- Amanda C. Watts