There are many ways to structure a sales call.
Unfortunately, I see way too many calls with zero structure.
A good way to have complete inconsistency if that's what you're aiming for 🤷🏽♂️
I have analyzed 1000s of sales calls and broken down 10000s of transcript pages.
The best way I have seen so far has looked like this.
Run time: 45 minutes.
First 3 minutes: Setting the tone and expectation for the call (people like to know there is a plan and that you have done this before, be their guide).
Minute 4-30: Establish their problem (what is the problem exactly, how much pain is it causing, what they have done to try solving it, what will happen if they do not solve it, what is their priority to solve it).
Minute 31: Confirm if they want help solving the problem.
Minute 32: Decide if you want to help them solve the problem (if not, wrap it up here).
Minute 33-40: Present your solution (speak in outcomes not deliverables, make the outcomes directly tie into the pain the problem is causing, and incorporate case studies and outcomes you have provided to others).
Minute 41: Ask them to make a decision (then shut up).
Minute 42-45: Last little details and objections (take a credit card payment on the call).
"I used to be terrified of sales calls... I would sweat, and I would get really anxious. You helped me tremendously on that front... And you also helped me create a process, a sales process" - Daniela Findable Digital Marketing
Mike
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