Do you ever find that the hardest part of a sales call is
just getting it started, is getting through
that initial pushback?
One of my mentors used to always say that
if you start strong, you end strong.
So the first 20 seconds of any sales call are some of the
most important moments in that sales call.
So in this video, I'm going to show you how
to start a sales call in five easy steps, check it out.
Number One- Open with distinction.
Let's just put ourselves for a second
in our prospect's shoes.
And they're sitting at their desk and they suddenly pick up
the phone, maybe accidentally.
They thought it was going to be their wife
or their husband calling.
And instead they get, "Hey, George, Marc Wayshak here.
How are you doing today?"
The prospect immediately recognizes what?
That they're talking to a salesperson,
because that salesperson has used
a super duper salesy approach that is immediately telling
the prospect that I am a sales person,
and I'm going to try to sell you some stuff.
So instead, what we want to do is do
the complete opposite of what the prospect expects.
So that means dropping things like,
"Hey, how are you today?"
And dropping that super excited, enthusiastic sales voice,
and instead be actually quite frankly,
pretty low key and use an approach to open the conversation
that is not, "Hey, how are you today?"
But instead is going to break that pattern,
is in some ways going to catch them off guard.
When we can open with distinction,
now we are breaking that pattern.
And so they're not necessarily sure,
are we a sales person or are we not?
We want to keep them on their toes for the first couple
of seconds of that conversation.
Number Two- Show that you know their world.
One of the best ways that we can separate ourselves
from the hoards of other salespeople
is to demonstrate that we've done our homework.
We know their world. We know what's going on.
The more you can actually demonstrate that you know
what's going on in their world early on in the call,
the more likely they are to allow you to continue
with the conversation.
Let's just say again, going back to the cheesy salesperson,
they're going to follow some lame approach
that's really focused on their own company.
So they're going to start talking about how great
their company is or how great their offering is,
or something not distinct.
So instead, what we want to do is start
the conversation by focusing on who?
Them, right?
Show that we know their world and what's going on for them.
And they're more likely to say, okay,
this person knows what they're talking about.
I'll give them a few seconds.
That's all we need.
Number Three- Bring insight.
So this builds on showing that you know their world, right?
So you first demonstrated that you know who they are,
what's going on, you've personalized the conversation.
But now you're going to bring some insight,
because that is really the most powerful tool
that any salesperson has.
You have talked to hundreds,
if not thousands of other people who are close
to the exact same place that they are right now.
And so the more insight that you can bring from
this high level overview, the more likely you are to, again,
demonstrate that you have real value to bring.
Let's just remember companies like McKinsey Consulting
or Boston Consulting Group or Bain Consulting.
These are all companies that charge thousands,
if not millions of dollars to companies.
And all they're doing is bringing insight
to their customers.
You as a salesperson can bring insight early
on to the conversation.
And that is tremendously valuable to the person who
is an ideal fit for what you sell.
Number Four- Share common issues.
So much of being able to bring real insight and value
to the conversation relies on you demonstrating that
you know the common issues that many people
in their shoes are facing.
This is how we get the prospect to start to open up.
So in this conversation, we want to,
through the process of demonstrating insight,
share some of the common issues or common challenges that
we're seeing from this bird's eye view.
And then we obviously want to engage them in a conversation
around those common issues.
When you're making a sales call,
it has nothing to do with your product or your service,
and everything to do with the common issues
that we're seeing and engaging around those challenges
that they are likely facing.
This is how we bring real value,
get people to open up and be willing
to have a real conversation.
Number Five- Leverage a kick-ass CTA.
What that means is you want to have a kick-ass call
to action in your sales calls.
Most salespeople, when they are trying to get
the prospect to some kind of a next step, it's just,
"Hey, let's set up a phone call,"
and your prospect doesn't want to just have a phone call.
They're not dying to talk to a salesperson.
They want real value.
And so a kick-ass call to action is something
that is of tremendous value that is going
to get someone who is a complete stranger to
be willing to engage you in a sales conversation.
And so your call to action has to be truly high value.
What is something that you can offer to them that really
is useful to their lives in terms of solving the challenges
that they're facing, something that is just beyond,
"Hey, will you hop on a call with me?"
Because they don't want to do that.
They don't want to get on a call with you.
They don't want to get on a call with your boss.
They don't want to get on a call with anyone
who's trying to sell them.
But what they do want is some kind of value that will help
them solve those common challenges.
And that's what the kick-ass CTA is all about.
So there is how to start a sales call in five easy steps.
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