30 Minutes to President's Club | No-Nonsense Sales 253 (Lead) The Ultimate Guide to Effective Sales Call Reviews (Armand Farrokh)
Oct 3, 2024
Join Armand Farrokh, a sales expert and founder of 30MPC, as he shares insights on running effective call reviews. He emphasizes the importance of prepping before calls by understanding the prospect's problems and the next steps. Discover how to keep reviews punchy by using transcripts and focusing on key questions. Armand also discusses categorizing clients to enhance learning and refining your sales strategies for better outcomes. His practical tips are a game changer for optimizing sales performance!
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Categorize Tapes with Hypotheses
- Always categorize the tape before review by prospect type and expected problems.
- Form a hypothesis to prove or disprove during the tape review for more targeted coaching.
Efficient Tape Viewing Technique
- Do not watch discovery call tapes entirely; use transcripts and skip small talk.
- Focus on the agenda and discovery, only reviewing demos if there is interactive dialogue.
Modeling Timing Beats Theory
- Theory alone isn't enough; actual call timing and tone are crucial for effective questioning.
- Best reps modeling correct timing helps teams understand context and execution.