Episode 21. 3 Things You Should NEVER Do on a Sales Call (& What to Do Instead)

Episode 21. 3 Things You Should NEVER Do on a Sales Call (& What to Do Instead)

Episode 21. 3 Things You Should NEVER Do on a Sales Call (& What to Do Instead)

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Your time is valuable. As a business owner, you spend a lot of that time pursuing leads and, more specifically, making sales calls. Love it or hate it, it’s a part of business. The best thing you can do is to get good at it. 

I get tons of questions regarding what you legally can or can’t do on a sales call, whether or not you’re allowed to give advice, what counts as advice vs. education, taking payment over the phone, and so much more. So, in this episode, I break down three things you should never do on a sales call, before diving into what you can do instead, so you can make the most out of your time and effort.

In this episode, you’ll hear… 

  • 04:21 – Why sales calls can land you in hot water
  • 08:17 – Why you should never give advice on a sales call
  • 13:16 – Whether or not you should take payment over the phone
  • 19:04 – How to guide the conversation when running a sales call

1. You should never give advice on a sales call

Giving out advice or recommendations on a sales call is a big no-no. Instead, treat it as a chance to get to know each other. I even like the term “connection call” over “sales call” because I feel like it’s a better description of the goal. You want to be asking questions, collecting data, and finding out if they’re a good fit for your product and vice versa. If you’re not in the position to get their full backstory and gather research, you’re in no position to be giving advice.

2. You should never take payment over the phone

We deal with a lot of data in our businesses. No matter what size business you run, there are data breach rules and PCI compliance requirements that apply to you. You’re responsible for what happens in your business, so it’s important to take as many steps as possible to keep information safe – or avoid taking it (and the long term responsibility of protecting it) at all. Your best bet is to hand this highly-sensitive element off to a PCI-compliant software or processor and let them handle payment. Your phone is not the place to handle transferring important personal information. 

3. You should never let the other person take the lead on the call

It’s easy to let the other person take the lead during a sales call. I’m non-confrontational by nature, but I’ve still managed to learn how to hold onto the lead without being abrasive. My advice? Take charge from the beginning. Start off by giving a brief overview of your history and expertise before getting right into the purpose of the call. Don’t leave too much room for them to take the reins. 

If you want to make sure you’re not wasting your time making sales calls with people who are not a good fit for you or your business, download my new resource, Pre-Qualify Before They Buy, a 3-pack of email templates and video training to help you legally prep and pre-quality clients before they ever get onto a call with you.

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Resources Discussed in This Episode

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  • Read Sam’s Blog for the latest legal tips, podcast episodes & behind the scenes of building her seven-figure business.
  • Listen to our customer stories to see how getting legally legit has helped 1,000s of entrepreneurs grow their own businesses.



  • Kajabi // use Kajabi to sell your course, program, or even build your entire website. Get a 30-day free trial with my link.
  • SamCart // what I use for my checkout pages and payment processing and LOVE. And no, not because it’s my name.
  • ConvertKit // what I use to build my email list, send emails to my list, and create opt-in forms & pages.

DISCLAIMER: Although Sam is an attorney she doesn’t practice law and can’t give you legal advice. All episodes of On Your Terms are educational and informational only. The information discussed here isn’t legal advice and isn’t intended to be. The info you hear here isn’t a substitute for seeking legal advice from your own attorney.

AFFILIATE LINKS: Some of the links we share here may be affiliate links, which means we may make a small financial reward for referring you, without any cost difference to you. You’re not obligated to use these links, but it does help us to share resources. Thank you for supporting our business!

On Your Terms is a production of Crate Media.

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