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[How I Structure Sales Calls]
1. Very quick intro: I don’t waste much time on “small talk”
2. Set the agenda: “alright John, to tee up this call I’m just going to ask you a few questions about yourself to see where you’re at, then, if it sounds like we can help...
1. Very quick intro: I don’t waste much time on “small talk”
2. Set the agenda: “alright John, to tee up this call I’m just going to ask you a few questions about yourself to see where you’re at, then, if it sounds like we can help...
“We can discuss what it’d look like moving forward. Sound cool?”
3. Why’d they book the call: “what was your motivation for the call today John?”
4. Background: what do they do? What’s their business? What’s their MRR, what do they price their service at, etc
3. Why’d they book the call: “what was your motivation for the call today John?”
4. Background: what do they do? What’s their business? What’s their MRR, what do they price their service at, etc
5. Pain: what is their biggest bottleneck? How long have they been dealing with it? What happens if they get off the call? Does anything change? Keep asking ?’s until clear problem diagnosed
6. Goals: what are their goals? Monetarily, maybe helping 1000 people, etc what do they want to accomplish in x timeline
7. Motivation: what’s their motivation to hit those goals. Why do they want to make 30k/m? For their family? To travel? To build a money fortress?
8. Responsibility: get them to admit specifically why they want to work with you. It’s normally for 1/3 reasons (contd)
8. Responsibility: get them to admit specifically why they want to work with you. It’s normally for 1/3 reasons (contd)
People normally
- don’t believe they can do it themselves
-want to do it faster
- or just want a proven system to follow
Figure out which they are
- don’t believe they can do it themselves
-want to do it faster
- or just want a proven system to follow
Figure out which they are
9. When: figure out when they can & want to get started
“When are you looking to solve x problem and get to y goal?”
“When are you looking to solve x problem and get to y goal?”
10. Transition: this is where you let them know you have a good understanding of them and their situation and that you’re super confident you can help (tonality is important here)
Ask if they have any ?’s before moving on
Ask if they have any ?’s before moving on
11. Close: obviously this is where you make your pitch
OUTLINE what it’ll look like and the benefits
Answer logistical questions when they ask (including price)
12. Handle Objections & close
OUTLINE what it’ll look like and the benefits
Answer logistical questions when they ask (including price)
12. Handle Objections & close
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