Podcast episode
Mastering the Bookends: How Your Open Dictates Your Close (Joe Diliberto @ Sandler Training)
30 Minutes to President's Club7 Nov 202324 min
Description
FOUR ACTIONABLE TAKEAWAYS The person asking the questions is the person running the call. While it can feel good to respond to rapid fire questions, make sure you don't lose control of the call by seeking to understand the 'why' behind the question. Objections are opinions. Instead of jumping to overcome them, seek to understand them, by identifying if the objection is rooted in a lack of why change, why now, or why us. Use the 2 minute call prep drill: Call Purpose, Desired outcome, Predict their Pains, Guess Behavior Style. Exchange of information on a sales call should be bilateral, not unilateral. Make the exchange of information equitable by "reversing" (answer a question with a question). PATH TO PRESIDENT’S CLUB President and Owner @ Sandler Training Executive VP of Sales @ Pure Digital Technologies Vice President and General Manager of Field Sales @ Kodak RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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So I might say, you know, typically we're probably going to be talking about the kind of things that you're looking for in terms of my background, my experience, the kind of clients we have. I want to make sure we get to all that. But I also want to make sure I have an understanding of your business, the challenges that you're facing, the kind of things that you guys are up against. “So that when we talk about what would a potential engagement look like, it'll make a little bit more sense and we can kind of customize it.” Are you OK with that? So now what just happened there? What happened was I just set the agenda that says I'm not going to talk about me until I have a better understanding about you. And made sure I asked, are you OK with that?
Like if you asked me what the price is and I gave you a number, you'd probably be like, what's that for? And I'd be, I don't know. I don't know. And we haven't really talked about what you're looking for here. So then I might use that term that I mentioned earlier. You know what, John, let's discuss what is actually reasonable for this time that we have together. “What do you really want out of this call, out of this conversation?” And if the answer is, Joe, I just want to know what your price is. I want to know what your deliverable is, blah, blah, blah. I might then say, well, can we spend a little bit of time on that? You're bringing those things up for a reason. Help me out. So let's assume he says, Joe, just to let you know, full disclosure, I'm talking to two other guys and you.
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