Preparation
Know your agenda and the clients
Research company, decision chain, strategic priorities
Visualise the outcome of the call that you need
During the Call
1. Establish Rapport and Set Expectations
Connect over common ground and build meaningful rapport
Thank them for their time
Explain the call's purpose and value they should receive by the end (often referred to as an upfront contract by Sandler)
2. Gather Key Information
Understand customer needs, challenges, and processes (Current state)
Identify pain points and their business impact (What happens if things don't change)
Determine ideal solution characteristics
Uncover the decision-making process and stakeholders ("Besides you, else would be involved in validating and approving the final solution?"
Establish a timeline and any compelling events (Don't ask when they will decide by, Ask "when would you want to go live by" and drill down into "what significance is this timeline")
Confirm budget allocation and source "Will this budget be discretionary or planned spend?
Identify current tools, services and business workflows.
Internal Information to Gather:
Core business details
Opportunity size (current and future)
Use cases and processes
Current tools and their shortcomings
Inter-departmental collaborations
Decision-makers and their process
Success criteria
Key benefits of interest
Potential risks of not closing the deal
3. Ask Impact Questions
"What will happen if you don't find a solution for the next project?"
"How much time could you save with an automated report?"
4. Active Listening
Aim for 45% talking, 55% listening
Ask 11-14 questions throughout the call
Allow prospects to respond fully without interruption
Closing the Call
Summarise the conversation
Set specific next steps (time, date, and purpose)
Secure mutual commitments
Prompt follow up via email (<24 hours is ideal)
Post-Call Evaluation
Assess if the prospect is qualified and has growth potential
Key Takeaways
Be confident and use collaborative language
Uncover 2-4 pain points
Establish control of the sales process early
Focus on the prospect's reasons for buying, not yours
Remember: The biggest competitor is often the status quo. Your goal is to understand the prospect's needs and position your solution as the best way to address them.
Comentarios