Podcast episode
Active listening to loosen up your discovery calls and first dates (Samantha McKenna, Founder @ #samsales Consulting)
30 Minutes to President's Club7 Dec 202230 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS 3-step process every time you book a meeting: Show gratitude, send an invite with your company name first, and connect with them on LinkedIn. Use a pre-call checklist for discovery. Research everything you can about your buyer and show them you know them in the first 5 minutes of the call. Use “typically” language when prospects are hesitant to open up. By sharing common situations, it allows them to nail down their specific problem(s). Once you get to a problem, tell a story: “You make me think of a customer where XYZ was the problem, ABC is what we did, which led to 123 results”. This helps build trust and gets them to open up further. PATH TO PRESIDENT’S CLUB Founder @ #samsales Consulting Head of Sales, Enterprise, NYC @ LinkedIn VP, Sales, Enterprise @ ON24 Regional Sales Director, Enterprise @ Vcall RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Third step, connect with them on LinkedIn. Make this part of your three-step process to say, thanks again for your response. Really looking forward to our meeting on Friday that I'd say hello and stay in touch here as well. Keep in mind that when you send that invite out and as a extra people accept and the meeting gets around inside the company, you want to do the same thing and connect with those people “on LinkedIn, giving that context.” Boom. What's number two, Sam? Number two is we're probably doing our discovery calls wrong. So this is something we really focus on at Sam sales, but I want you to think about the very first impression that you make on that discovery call, right? So number one, thinking about how you show up, you have enthusiasm, you have at least a smile on your face.