Mastering the Introductory Sales Call

A successful sales call involves more listening than talking.

The ideal mix is about 70% listening and 30% talking.

 Here’s how to structure it:

Discovery (First 5-10 minutes):

Start by identifying the prospect’s pain points. Ask specific and open-ended questions to uncover their needs. Once you have a general lay of the land, dig deeper to understand the root cause of their problems.

4 levels of depth is ideal:

• What is the problem? (completed above)

• Who does it impact?

• How bad is it (scale of “rarely notice” - “demise our business”)?

• Why does this matter?

Pivot (Next 3 minutes):

Once you’ve identified the pain, discuss how your solution addresses it. Summarize their challenges and position your offering as the ideal solution.

Objections (Next 10 minutes):

Ask for the next step, and expect objections.

You want to spend time here.

Bringing out objections is how you and your prospect get on the same page. This is when they ask the hard questions about your offering and the alignment. These hard questions must be answered to close the deal. So, run right at them!

Closing (Last 2 minutes): 

Always schedule the next step before ending the call. This ensures you maintain momentum and keep the conversation moving forward. You'll drop your no-show rate a ton by scheduling next steps.

By following this framework, you:

• Set yourself up for a strong presentation and pricing conversations that are tailored specifically to the clients thoroughly-defined pain points

   

• You ensure that they actually show up to the presentation and pricing call because you’ve made it clear in their mind how urgent the problem is and you can remind them of that in your follow up/ reminder emails.