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The BIGGEST mistake in sales calls:
You're not preparing
Here are 3 Tips you can apply today to close more, make more money and live happier
- THREAD -
You're not preparing
Here are 3 Tips you can apply today to close more, make more money and live happier
- THREAD -
1.) Pre-work is a MUST
Before picking up the phone I use a tactic I call the "3x3x3" Rule:
Grab a note card/sticky note
-Spend 3 minutes
-Write 3 goals for call
-Write 3 things about the person you're calling
Keep this card in front of you when you call
(Continued)
Before picking up the phone I use a tactic I call the "3x3x3" Rule:
Grab a note card/sticky note
-Spend 3 minutes
-Write 3 goals for call
-Write 3 things about the person you're calling
Keep this card in front of you when you call
(Continued)
"3 things about the person"
Remember this is a Warm Call, you should have a small rapport with them
-Include a comment they made previously (something that triggered an emotion with them)
-Include a "need" that they have
-Include a hobby or interest that you share with them
Remember this is a Warm Call, you should have a small rapport with them
-Include a comment they made previously (something that triggered an emotion with them)
-Include a "need" that they have
-Include a hobby or interest that you share with them
If you find yourself struggling to keep the convo going, look at the card to refresh yourself
If you aren't able to fill this card out in 3 minutes, thats fine, it just means you aren't ready to call them
Keep them on the list, keep building rapport and call when you're ready
If you aren't able to fill this card out in 3 minutes, thats fine, it just means you aren't ready to call them
Keep them on the list, keep building rapport and call when you're ready
2.) Always take notes when prospecting
Spend 2 minutes post-call and write down notes you can use in the future
-Hot button items with them
-Identify their need
-What they like/don't like
-Kids names
-Their hobbies
-SPECIFIC PHRASE THAT YOU SAID THAT RESONATED WITH THEM
Spend 2 minutes post-call and write down notes you can use in the future
-Hot button items with them
-Identify their need
-What they like/don't like
-Kids names
-Their hobbies
-SPECIFIC PHRASE THAT YOU SAID THAT RESONATED WITH THEM
These notes will help you in 2 ways
1. Next time you call you'll have something to look back on
2. Use these notes to help you when calling prospects who are "similar to them" (example below)
1. Next time you call you'll have something to look back on
2. Use these notes to help you when calling prospects who are "similar to them" (example below)
Ex. You're calling John (car dealer) about your CRM platform
Before the call look at notes from all calls you've made to car dealers
On the call you mention "I spoke with Steve at XYZ Dealership about ___ and this helped him tremendously improve ___"
Boom, you found your pitch
Before the call look at notes from all calls you've made to car dealers
On the call you mention "I spoke with Steve at XYZ Dealership about ___ and this helped him tremendously improve ___"
Boom, you found your pitch
Another ex:
When talking to Steve he mentions a certain Club he's part of (you make note)
You notice on your 3x3x3 research that John is also a member of the Club
You now have a talking point that you know he will resonate with, and one that you are comfortable talking about
When talking to Steve he mentions a certain Club he's part of (you make note)
You notice on your 3x3x3 research that John is also a member of the Club
You now have a talking point that you know he will resonate with, and one that you are comfortable talking about
3.) Keep your promises
Every call I make, I always make them 1 promise at the end of the call
-I'll send you an analysis of your property
-I'll send you a market report
-I'll send you comps
These are all promises that I can do quickly, but will provide ample value to prospect
Every call I make, I always make them 1 promise at the end of the call
-I'll send you an analysis of your property
-I'll send you a market report
-I'll send you comps
These are all promises that I can do quickly, but will provide ample value to prospect
On your follow up email you include
"As promised on our call, here is the analysis of your property"
You have now established that you are trustworthy and will follow through on your promises
The likelihood that they'll work with you has now gone up
"As promised on our call, here is the analysis of your property"
You have now established that you are trustworthy and will follow through on your promises
The likelihood that they'll work with you has now gone up
You can then take this analysis and leverage it into talking with nearby property owners
"Hey Joe, I did an analysis for a property down the street and noticed that values are up 112% this year. When was the last time you considered selling your property"
"Hey Joe, I did an analysis for a property down the street and noticed that values are up 112% this year. When was the last time you considered selling your property"
The morale of this is simple. Any notes you take, or info you send to a prospect can be used toward future prospects. Compounding works in sales
Keep detailed notes (it will take you 2 minutes)
Your job as a salesperson is to be the market expert. Market experts take notes
Keep detailed notes (it will take you 2 minutes)
Your job as a salesperson is to be the market expert. Market experts take notes
Implement these 3 Tips and you'll be more confident on the phone and will see results
If you found value or this helped you in any way, all I ask is that you RT the first tweet
https://twitter.com/C_Holmes44/status/1313135195617464321
If you found value or this helped you in any way, all I ask is that you RT the first tweet
https://twitter.com/C_Holmes44/status/1313135195617464321
