In every sales call you have:

1) The Opener (getting on equal footing and establishing rapport)

2) The Bridge (framing the conversation and what’s to come in the call)

3) Q&A

4) Demo

5) Close / Next steps

Here’s some word scripts to use 👇🏼👇🏼👇🏼
1) The Opener

The back and forth of the opener should look like something like this:

“Hey [name], how are you? Nice to meet you. I see you’re based in New York. So i’ve been there many times.. I love [famous restaurant], you been?”

The goal: Gain trust
2) The Bridge

After the opener there will be a natural pause signaling it’s time to move to the next step. Here is where YOU set the agenda:

“Alright so [name], I think a good place to start would be for you to tell me what brought you guys to us and let’s take it from there”
3) Q&A

Find the pain points AND “twist the knife” (ask implication questions to develop the perception of the problems)

Listen carefully to your what your prospect is saying & not saying (body language if on video, tonality, pace)

Be the “doctor!”

Pro tip: Read SPIN selling!!
3b) Ask the hard questions

“Why haven’t you guys done this yet?”

“Why NOW?”

“If I had a magic wand and can fix ONE thing in your marketing department what would it be?”

“How would you justify spending $30k on this?”

Be the chad who can ask these questions.
4) The Demo

Hopefully now you know what’s bugging your prospect and how they perceive the issue.

Here is where you raise your energy and sell your ass off. Don’t be excited but be confident (you’ve seen & solved their problem a million times haven’t you anon?)
5) The Close

I rarely use closing scripts. I just frame the ending as a no brainer but to move forward.

If you do steps 1-4 correctly, you’ll find you won’t need to “hard close”.

Big mindset trick here: If your offer is good, it’s your responsibility to close them!
5b) Example

Price objection

You: “I hear you that you think the price is too high. You know, if I were you i’d be happy it’s only $30k and not $45k like the guys over at [competitor]. Plus with us you get [list 3-4 feature/benefits] So, where should I send the contract?”

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More from @BowTiedSalesGuy

19 Jul
1/3 One way to get the upper hand in a job interview is to subtly criticize THEIR process & leverage their FOMO of missing out on an amazing candidate.

Be friendly, be enthusiastic, but don’t be needy.

Keep that in mind next time you think about supplicating to them for a job.
2/3 If you feel they are getting the upper hand, try this:

“I see. Well to be transparent here I’m also interviewing at [competitor 1&2] and I’ve never seen that done before. Is there a reason you guys do it this way?”

They will begin supplicating. Flip the script on them!
3/3 It’s critical here for you to say less words and let them keep going. You can occasionally give a “mhm” “oh” “I see”

Let them continue until there’s 3-4 seconds of silence, then you say:

“Ok. I’d appreciate a couple days to think about it and get back to you. Thx!”
Read 4 tweets

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