Podcast episode
How I Kickoff Every Sales Call
30 Minutes to President's Club19 Sept 20237 min
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Watch in full vibrant color: https://bit.ly/46h819q 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast. 30MPC Training: 30mpc.com/training
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And you might not even have this expectation setting exercise. And then the last piece here is you're making it clear that you are driving towards outcomes in this meeting. You're making it clear that, Hey, the purpose of this isn't just to talk. The purpose of this is to figure out “where we go together. And we're going to carve out time at the end of this meeting to talk about” where we go from here. Now that can seem like a lot, but this doesn't need to be overly rigid or complex. Here's how I set my agendas for a first discovery call. Step one, you want to get permission to get into the agenda conversation and you can get it by saying something like, you know, Dave, before we get started today, do you mind if we take a sec to talk about how we
where we go from here. Now that can seem like a lot, but this doesn't need to be overly rigid or complex. Here's how I set my agendas for a first discovery call. Step one, you want to get permission to get into the agenda conversation and you can get it by saying something like, you know, Dave, before we get started today, do you mind if we take a sec to talk about how we “use the next 25 minutes? Dave will say yes. And then I'll say something like, cool. You know,” I know this is the first time that we're meeting and I've got a ton of questions for you about what you're looking for in your next accounting system. Um, and so I'm hoping you can help me better understand that my guess is you've got some questions for me and I'm happy to answer those and also give you a better sense of how I think we might be able to fit together. Um, besides talking
question, why do you even take this? And so the way that I transition out of the agenda and get them talking is I say, Cool, well, you know, Dave, I guess to start, I have to imagine there's a ton of sales people that reach out to you like I did, who want to get on your calendar, and I can't imagine you take meetings with every single one of them. “What prompted you to decide to meet with me? And now they will start talking.” So that's how you set an agenda. That's how you get permission to ask your questions, clear expectations, and you and your customer are aligned on how you are going to spend that meeting. If you like this video, we've got a ton more with best practices for sales calls. Check them out on this channel, and we'll see you on the next one.
Cool, well, you know, Dave, I guess to start, I have to imagine there's a ton of sales people that reach out to you like I did, who want to get on your calendar, and I can't imagine you take meetings with every single one of them. What prompted you to decide to meet with me? And now they will start talking. So that's how you set an agenda. That's how you get permission to ask your questions, clear expectations, “and you and your customer are aligned on how you are going to spend that meeting.” If you like this video, we've got a ton more with best practices for sales calls. Check them out on this channel, and we'll see you on the next one.