Stop Chasing Prospects: A Better High-Ticket Sales Process | Michelle Rockwood

Send us Fan MailDoes selling have to feel like chasing, persuading and pressuring people into saying yes?Michelle Rockwood believes there is a more human way to conduct high-ticket sales conversations.In this episode, Peter Boolkah speaks with Michelle, founder of Unscripted Sales and author of Joyful Selling: A Better Way to Yes for Heart-Centered Coaches.Michelle explains how coaches and service providers can create clearer, more focused sales calls by setting expectations, protecting their availability and helping prospects make a genuine decision.You’ll discover:Why Michelle believes selling should feel like a human conversationHow to establish the purpose of a sales call at the beginningWhy clear expectations can help prospects relaxHow personal boundaries can reduce chasing and exhaustionThe five rules Michelle uses to structure her own sales callsWhy she prefers scheduled video conversationsHow limiting availability can protect the salesperson’s energyWhy sales calls should lead to a clear choice rather than endless discussionThe danger of solving the prospect’s entire problem during the sales callHow to explore the concern behind a price objectionWhy objections can open a more useful conversationHow to address a distracted or disengaged prospectWhy mutual fit matters more than securing every possible saleMichelle’s methodology was created primarily for coaches selling high-value services. Some of the specific rules discussed including video meetings, call length, availability and rescheduling may not suit every business, customer or sales model.The larger lesson is to stop improvising every sales conversation. Establish a clear process, qualify for mutual fit and give both the salesperson and the prospective customer the confidence to reach an honest decision.ABOUT MICHELLE ROCKWOODMichelle Rockwood is the founder of Unscripted Sales and author of Joyful Selling: A Better Way to Yes for Heart-Centered Coaches.She specialises in helping coaches and service-based business owners conduct structured sales conversations without relying on aggressive or heavily scripted sales tactics.Her work combines sales-call structure, coaching skills, active listening, personal boundaries and clear decision-making.CONNECT WITH MICHELLE ROCKWOODWebsite: https://www.michellerockwood.comUnscripted Sales: https://www.unscriptedsales.netCONNECT WITH PETER BOOLKAHWebsite: https://www.boolkah.comLinkedIn: https://www.linkedin.com/in/boolkahInstagram: https://www.instagram.com/pboolkah/Facebook: https://www.facebook.com/BoolkahX: https://twitter.com/boolkahABOUT PETER BOOLKAHPeter Boolkah is a business coach, author and speaker who has spent more than 20 years helping business owners build stronger, more valuable businesses that do not depend on them for everything.He is the creator of The Hamster Wheel Trap® and author of Your Business Sucks: Build a Business That Works Without Destroying Your Life.Peter works with founders and leadership teams on the issues that ultimately determine whether a business creates freedom or becomes another job: leadership, founder dependency, people, profit, execution, scaling, exit readiness and enterprise value.His approach is direct, practical and built around one simple question:Do you own the business, or does the business own you?Learn more at https://www.boolkah.com