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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Every place a page here uses this source, in the order the words come in it.
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?
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