30 Minutes to President's Club | No-Nonsense Sales #224 - Mastering the Bookends: How Your Open Dictates Your Close (Joe Diliberto @ Sandler Training)
Nov 7, 2023
Joe Diliberto, sales trainer at Sandler Training, discusses optimizing sales calls, handling objections, and improving prospecting techniques. Key tips include focusing on outcomes, qualifying customers through the call ending, and approaching objections with curiosity. The importance of setting up the call with a two-minute drill and upfront contract is emphasized. Understanding the buyer's needs and removing pressure in sales conversations are also highlighted.
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2-Minute Drill
- Use the 2-minute drill to prep for sales calls.
- Determine purpose, desired outcome, prospect's pains, and their behavior style.
Upfront Contracts
- Set upfront contracts at the beginning of each sales call.
- Clarify expectations, the agenda, and the decision-making process.
Collaborative Approach
- Focus on collaboration during upfront contracts.
- Understand the prospect's needs and manage expectations effectively.