Podcast episode
Unexpectedly delighting your buyers with mic drops & mints (Belal Batrawy, DeathtoFluff)
30 Minutes to President's Club16 Jun 202133 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Don’t be afraid to insert some humor when being confronted on a cold call. * Trade your cleverness with bewilderment to get the prospect to expand on the uncovered problem. * Delight your buyer by offering up competitive analysis and pricing off the bat. * Use mic-drop questions to show you’ve done your research and eliminate “not interested” objections. ====================== Belal’s Path to President’s Club: * Community Leader of #Death2Fluff * 7x Startup Seller and Sales Advisor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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to ROI and say, now here's the impact of the change. But there's really no reason to talk about ROI if they're not willing to make a change in the first place. So start with opportunity cost. And the third one is mic drop questions when you're on a cold call. So I've noticed this pattern over the years of selling. “That when I get people talking early and up front in a cold call, the likelihood of success” of a positive outcome, whether that's a follow-up or a meeting set, increases dramatically. Then when I'm doing all the talking in some sort of monologue and they're just listening. So how do you get people talking early and up front? Ask a mic drop question.
But if they agree and they embrace the problem, now you have a discussion. So you want to ask that what or how question. I call it a mic drop question. So it sounds something like this. In case of Trinet, going back to that, how do you handle your second largest cost increasing 9% to 15% year over year? “Because the question is so finely tuned and precise, they're shocked that in the first 20 seconds of a cold call, some random stranger just asked them this mission critical question.” And when that happens, you just repeat. Be that calling from Trinet, I know your second largest cost is benefits after payroll. I'm wondering how do you handle your second largest cost increasing 9% to 15% year over year? And in the case of full story, the question was, how do you see today when people are rage clicking on your product?
You pause. So now you got the mic drop. It's not you anymore speaking. You put it on them, and you did it within 20 seconds. And people embrace. They embrace the problem because then they say, we've talked to our broker about that, or yeah, that's come up before. “And now a conversation starts.” Can we talk about how that conversation progresses? Because what I usually do on my cold calls is when I get to the, okay, tell me why you called. I tell them, hey, we can help with the problem I think you have. What you're doing is you're just saying, here's a problem, and you're curious about how they're solving it.
your mouse in frustration? We call that a rage click. Now I've labeled and framed the problem. I gave it a name. I say, how do you track that knowing that you can't unless you have a session replay tool? So now I framed it, right? But the bigger context of what full story did was way, “It got me a conversation though, a seat at the table to get into that.” And this is another piece of advice that I hear on LinkedIn a lot that I hate. It's one of my pet peeves, which is never be the one to hang up. I fundamentally disagree on a cold call. I think there's such power in a seller cutting off the conversation instead of dragging it out. I mean,