Podcast episode
Hall of Fame: Joe Diliberto
30 Minutes to President's Club19 Feb 202433 min
Description
Four Actionable Takeaways: * Use an UFC at the beginning of your meeting to anchor customers to next steps at the end. * Use an UFC at the end of your meeting to anchor to outcomes of the following meeting. * Demonstrate active listening and credibility by pausing to dig in deeper when uncovering a truth. * When surprised by a hard stop...establish an even shorter stop to figure out if the time is even needed. Path to President’s Club: * President/Owner @ Sandler Training SF RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Quoted on this wiki
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that are going on in a sales process. One is the steps in your sales cycle and the other is a selling system to qualify or disqualify opportunities. So when we talk about selling the next step, that implies that you're selling the next step in your sales cycle, “which means you need to know what that is.” And so now we're beginning to paint a picture for them to feel very comfortable with in terms of teaching them how to buy from us. The term we use is educate while you sell. Now, I'll give you an example of something I'm gonna anticipate and how I handle it. Hey, Joe, this is a great meeting.
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