30 Minutes to President's Club | No-Nonsense Sales #78 - Perfecting the Up-Front Contract...straight from the source (Joe Diliberto, President/Owner @ Sandler Training)
Oct 20, 2021
In this discussion, Joe Diliberto, President/Owner of Sandler Training, shares his deep expertise in effective sales techniques. He emphasizes the power of up-front contracts (UFC) to chart clear paths in sales meetings, anchoring customers to next steps. Joe advocates for active listening and adjusting meeting strategies based on unexpected time constraints. He also highlights the need to remain emotionally detached to enhance professionalism in sales, offering actionable insights for engaging clients and uncovering their true challenges.
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Pre-Call Preparation
- Conduct a two-minute drill before every sales call to clarify key aspects.
- Determine the call's purpose, desired outcome, potential customer pains, and their DISC profile.
Focus on Call Endings
- Focus on how calls end, not just how they went.
- Always be selling next steps and ensure clear next steps are established.
Third-Party Storytelling
- Use third-party stories when addressing customer challenges.
- Instead of claiming you can help, share how you've helped others with similar problems.