30 Minutes to President's Club | No-Nonsense Sales 176 (Sell): Build a Better Sales Call with this Foolproof Framework (Jen Allen-Knuth @ DemandJen)
Nov 21, 2023
Jen Allen-Knuth, Head @ DemandJen, shares valuable sales tips including using 'soft' language, gathering intel before intro meetings, and assuming multiple decision-makers. The podcast also discusses cold call objections, deal acceleration, building a better sales call, commercial coaching in sales, and sponsorship and sales call strategies.
AI Snips
Chapters
Transcript
Episode notes
Prepare Problem Hypothesis Early
- Before your first call, develop a problem hypothesis about the prospect's challenges based on their business context.
- This shows thoughtful preparation and invites them to correct and engage with your understanding.
Use Business-Related Small Talk
- Make small talk about something interesting related to the prospect's business, not just empty chit-chat.
- This makes conversations more natural and helps transition smoothly into the business discussion.
Ask How They Found You
- Ask the prospect how they found you early to understand their knowledge about you and calibrate your approach.
- Phrase it with a reason to avoid awkwardness, such as not wanting to be redundant.