Build a Better Sales Call with this Foolproof Framework (Jen Allen-Knuth @ DemandJen)

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1. 3:16

   Great. What's number two? Number two, don't get so wrapped up in the solution and the compelling event and the thing that we neglect to go backwards and make sure there's ultimately a problem worth solving. Beautiful. Round us out. What's number three? Disqualification. “Do it early.” Do it often. It's not for everybody, whether we're selling a service, a product or ourselves. All right, Jen. So recently you've gone out on your own and you've been selling sales training and speaking at SKOs and other big events.

   In Disqualification

2. 3:17

   Great. What's number two? Number two, don't get so wrapped up in the solution and the compelling event and the thing that we neglect to go backwards and make sure there's ultimately a problem worth solving. Beautiful. Round us out. What's number three? Disqualification. Do it early. “Do it often.” It's not for everybody, whether we're selling a service, a product or ourselves. All right, Jen. So recently you've gone out on your own and you've been selling sales training and speaking at SKOs and other big events.

   In Disqualification

3. 5:43

   I sell. So that's step one. Step two, I'm looking to see, are they connected to anybody else in my network that I know is a speaker? So perfect example would be someone like Sam McKenna. Sam McKenna has been awesome. She does SKOs all the time. If I see that she might be connected to them, I might reach out to Sam and say, hey, out “of curiosity, have you ever worked with this company before?” Have they brought you in as a speaker? Because if that answer is yes, there is so much that I can learn from Sam before I ever get on the call, both good or bad. I didn't work with them because, or yes, I worked with them and here's what we covered. And that helps me avoid a landmine of potentially going in and talking about the same things Sam did last year.

   In Referrals

4. 31:39

   here's what I've seen before, or you sort of remind me of this. Number two, before you have an introductory meeting with a prospect, mine your ecosystem for intel about have they worked “with them, what was it like, et cetera. It will help inform how you run the call. Number three,” always assume that there are multiple decision makers in the buying process as opposed to just one person. There might just be one buyer if someone's buying a tub of guacamole, but if you're buying a year's supply of guacamole, they're probably going to confer with another

   In Account research briefs

5. 31:45

   here's what I've seen before, or you sort of remind me of this. Number two, before you have an introductory meeting with a prospect, mine your ecosystem for intel about have they worked with them, what was it like, et cetera. It will help inform how you run the call. Number three, “always assume that there are multiple decision makers in the buying process as opposed to just” one person. There might just be one buyer if someone's buying a tub of guacamole, but if you're buying a year's supply of guacamole, they're probably going to confer with another person on the buying committee. And then number four, a great way to build credibility in the

   In Buying committee and personas