30 Minutes to President's Club | No-Nonsense Sales Hall of Fame: Discovery Ep. 113
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Jun 17, 2024 Learn key sales techniques such as prep calls, linking sales to P&L, and storytelling. Encourage prospects to share stories and ensure problems are recurring. Explore strategies for successful sales meetings and breaking the habit of giving away sales activities for free. Dive into effective sales tactics, including maintaining contact lists and aligning products with business results.
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Master the Five Minute Drill
- Always end your calls with the five minute drill: ask if they want to buy, when, and how.
- Validate the buying process and set the next and next-next steps explicitly with agreement.
Start Discovery Calls Strong
- Start meetings with targeted rapport based on their background and set clear purpose, plan, and outcome.
- Prepare the prospect for discovery before showing any software or demos to avoid premature demo requests.
Handle Resistance to Multi-threading
- Plant the seed early for multithreading by suggesting a prep call with key executives.
- If resistance occurs, acknowledge it and propose micro steps while keeping momentum moving forward.