Advanced Sales Training – Part 3
Call Type: Inbound, difficult client
Key takeaways: qualifying leads, tonality, “reasonable pitch”
- 0:23 – Mario took control of conversation. Always take the reigns and be the “driver” on these calls.
- 1:55 – This lead had issues with companies not differentiating themselves from one another. “Everyone says how cheap they can do it, but no one says what they actually do”. Not once was he given a reason to choose him over another company.
- 2:38 – Further going into his objections. Normally, as a sales rep, you’d have to gather intel and ask the right questions to get him/her talking, but we were lucky that this lead laid it out on a silver platter for us.
- 3:55 – Mario was an active listener and was able to rebuttal his concerns by explaining the report process and what we report on, builder liability, etc. However, Mario could’ve been more confident in his tone and used more examples. After he answered more questions, he left it open ended, which resulted in the lead providing another objection.
- 4:40 – Almost 1 minute later the lead goes into further detail of what his objections were and what he was needing.
- 5:15 – Lead heard something he liked, wanted to hear price. He is now moving closer to the close.
- 5:50 – Another objection at the last second!
- 7:30 – Lead was rambling at this point, was trying to think of anything to talk himself out of the deal but Mario stayed on script (like you should!)
- 8:30 – Offered a 2nd time slot because you can hear the tone in the leads voice about the first offered time slot potentially being an issue.
- 8:45 – Whenever a lead asks “how long will this take?” Is a key indicator of closing. You should be “smelling blood” at this point. If they are asking about the duration of the inspection, they are visualizing their schedule in their head to make sure it’s feasible. Mario, or any sales rep, should ask for the close again at this point.
- 9:25 – end call.