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    Sales Call

    Uploaded by

    Diamond Creatorzz

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    © All Rights Reserved
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    Sales Call

    Uploaded by

    Diamond Creatorzz
    7 views40 pages

    Copyright

    © © All Rights Reserved

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    PDF, TXT or read online from Scribd

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    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    7 views40 pages

    Sales Call

    Uploaded by

    Diamond Creatorzz

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 40

    How to run

    the perfect
    sales call
    Steal this framework to close more
    (and better) deals for your agency

    Florian Decludt
    The difference between
    top and average
    sellers?
    Structure
    Average salespeople
    'wing it' (because they
    want to 'keep it
    natural')
    The best always follow
    the same structure on
    their sales calls.
    8 specific steps to be
    precise:
    1. Set the agenda
    Make everyone agrees
    on the meeting's:
    Focus
    Duration
    Expectations
    This will:
    Make your prospect
    feel more secure.
    Make the meeting
    more productive.
    And put you in a
    position of control.
    2. Intros & rapport
    buiding questions
    Have every participant
    briefly introduce
    themselves.

    Use the information


    they give to chit chat
    for 2-3 minutes
    The goal here is to build
    rapport with your
    prospect and make
    them feel comfortable.

    Make sure not to spend


    too long here.
    3. Needs assessment
    questions
    Here you want to let
    the prospect speak as
    much as possible.

    This is where they speak


    about their current
    situation
    Only speak in 3 cases
    here:
    1. Asking an open
    question.
    2. Asking a clarification
    question
    3. Rephrasing what the
    prospect's just said.
    Your goal here is to
    gather as much intel as
    you can...

    ...so that you can figure


    out if you can help them
    solve their problems.
    4. Create a need
    Let's imagine you find a
    problem that you can
    actually solve.

    For example: "We don't


    have enough deals in the
    pipeline."
    You next goal is to press
    on this problem to create a
    strong need for your
    solution.

    For example - ask:


    "What are the implications
    of not having enough
    pipeline?"
    The key is to get them to
    highlight the urgency of
    the problem.

    Make sure they're the ones


    saying it - it's much more
    powerful that way.
    5. Present a solution
    Now that they know they
    have a problem and that
    they need a solution
    for it...

    ...now is your time to show


    your solution to their
    problem.
    First - rephrase their needs
    and their implications to
    check that you understand
    the situation.
    Next - present your solution
    as a cure to their problems.

    Don't just go through your


    slides. Show how it solves
    their specific problems.
    6. Closing &
    objection handling
    You've now shown them
    the cure to their ailments.

    Now is time to ask for


    business.

    For example: "When should


    we start?"
    Of course they're going to
    have objections.

    Actually objections are a


    good thing. They show
    they're interested.
    Handle them by:
    Empathizing with them
    Clarifying the objection
    Isolating the objection
    Re-clarifying value
    Addressing it
    7. Referrals
    You've closed a deal -
    congratulations!

    Most salespeople stop right


    here, but they're missing out
    on a goldmine.
    Referrals

    Ask your new client if they


    can refer 3 people to you
    with similar problems.
    That way: 1 client = 3
    (warm) leads...

    ...and your pipeline stays


    full with warm
    opportunities.
    8. Next steps &
    follow up
    Agree on a series of
    next steps and follow-
    up with your client
    regularly.
    Make sure everyone
    knows:
    What you're supposed
    to do next.
    What the prospect is
    supposed to do next
    Check on them
    regularly and make sure
    the paperwork gets
    processed quickly.
    Ultimately, you want to
    'wow' them not only
    during the sale...

    ...but also after.


    Try this process for your
    next sales call
    1. Set the agenda
    2. Personal questions
    3. Needs assessment
    4. Create a need
    5. Present your solution
    6. Close
    7. Ask for referrals
    8. Follow up
    Follow for daily tips to increase
    your agency’s revenue.

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