30 Minutes to President's Club | No-Nonsense Sales #203 - How I Kickoff Every Sales Call
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Sep 19, 2023 Learn the importance of setting expectations for a successful sales call and techniques for a smooth transition
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Mismatched Expectations Cause Most Friction
- 90% of sales call frustration comes from mismatched expectations between seller and prospect.
- Setting expectations early removes most friction and clarifies the meeting's purpose.
Say Agendas Like A Conversation
- Deliver agendas conversationally rather than reading them verbatim to avoid sounding robotic.
- Invite the prospect's reaction (e.g., 'How are you feeling to?') to make it collaborative.
Use A Three-Part Agenda
- Include three agenda components: your expectations, their expectations, and possible meeting outcomes.
- State time, roles, topics, invite their input, and clarify desired next steps.