30 Minutes to President's Club | No-Nonsense Sales #113 - Playbook: Top 10 moments that change the way we sell
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Jun 1, 2022 Celebrate a milestone with reflections on transformative sales strategies learned over two years. Discover effective prospecting techniques and the vital role of understanding customer needs. Explore advanced cold calling methods that leverage storytelling for better engagement. Learn about the art of negotiation and managing sales pipelines effectively, all while embracing a personalized approach. Tune in for actionable insights that can accelerate your sales success!
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Handling Objections
- When facing objections, use a stock phrase like "Everyone says that" to buy time.
- This lets you avoid reacting impulsively while your brain catches up.
Upfront Contract
- Use the A-NOT upfront contract to set expectations early in the sales call.
- Discuss discovery, demo, and potential outcomes (yes or no) upfront.
Velocity Plan
- Use the "velocity plan" to discuss next steps early in the call, not just at the end.
- Suggest the next step and allow the customer to disagree upfront.