30 Minutes to President's Club | No-Nonsense Sales #249 - Best Pre-Call Prep Tactics That Will Help You Nail Your Opening Sales Call (Taylor Lemke @ Zapier)
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Jan 30, 2024 Taylor Lemke, Sales expert at Zapier, shares pre-call preparation tactics for successful sales calls. Topics include using a pre-meeting questionnaire, purpose-plan-payoff opener, quantifying the problem, and prospecting techniques. The podcast also discusses choosing sales questions, breaking bad sales habits, and improving pre-call prep tactics.
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Send Pre-Call Questionnaires
- Always send a pre-meeting questionnaire to inbound leads to avoid going into calls blind.
- Tailor your questions to quickly qualify or disqualify the lead for a more productive conversation.
Pre-Meeting Calls to Attendees
- Taylor added a step to call each attendee in multi-person meetings before the call.
- This uncovers their objectives, creating multiple discovery conversations and better preparation.
Use Purpose-Plan-Payoff Opener
- Use the Purpose-Plan-Payoff method to open your calls clearly and confidently.
- This structure aligns expectations and shows the buyer the value they will gain by the end.