The Audible-Ready Sales Podcast
The Audible-Ready Sales Podcast

Episode · 2 weeks ago

5 Things to Do Before Your Next Sales Conversation

ABOUT THIS EPISODE

Get back to the basic sales fundamentals that help ensure great sales conversations. 

John Kaplan provides five things you can practice before you jump into that next prospect call. 

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Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts , Spotify , or our website .

You have to approach the conversationwith a buyer mindset if you successfully math your solution to thebuyers, pains and provide proof that you can live up to your commitments.You know you'll, truly sell and negotiate on value versus price. You are listening to the audible, ready,podcast. The show that helps you and your teams sell more faster willfeature sales leader sharing their best insights on how to create a salesengine that helps you feel repeatable, rather nue growth presented by the teamF force management, a leader in PT sales effect in this. Let's get started hello and welcome to the audible, ready,sells podcast, I'm Rachel Clap Miller and one of my favorite things to coveron the podcast is really basic sales fundamentals. I like it when we justget back to basics because they are so critical and a lot of us do themwithout thinking about them now, but we're never too experienced for arefresher. So today we're packaging...

...them up this five things to practicebefore your next sales conversation. Of course, John Caplin joins me today. HiJohn Hey, Rachel. I I think this is a great topic of just I call it saleshygiene. It's like waking up, brushing your teeth and combing your hair. So Ireally really like the way you set these five topics up right and thediscipline that you need to be a great salesperson goes back to those hygienesteps you know and any sales call you only have a short window to make theperson on the other end want to take. Next Steps want to even talk to you, solet's dive into these critical reminders. First at you're, so calledelevator speech yeah. I think you know people love this topic, the elevatorspeech you know be prepared to talk about what you do and that's probablythe question were asked the most. You Know How many times has the customerstarted. The sales call with so you...

...know tell me about your company. Tellme what your company does and you got to make sure that you have an answer.That demonstrates your capabilities. The uniqueness and the value provideyour customers, and it's always best. If you can make these points by makingthem relate to what you know about the customer, I call it kind of outside inyeah. I think my classic line to the answer as to what to eat. What do youdo? I always say I do marketing for force management. We help high techsales organizations generate more revenue per rep and I love it becauseit's very clear of what we do, but I sometimes they look at me like whoashe's got that nail down and I do it's about outcomes and that's wot. That'swhat we preach. I better have that down potable ready, it's right. So anotherconcept we use the three peewee talked about it in some other podcast episodes,but really a good thing to practice.

Yeah. I think the three PS areincredibly valuable when you're trying to get to busy prospects and you'retrying to get their attention, you have to structure in opening or a lead inwith succinct initial sales conversation and the three peas arejust kind of a great great methodology. So first it's the purpose, the goal ofthe meeting. Why are you calling me? I mean you gotto put yourself in the shoes of the buyer and here's where they're askedhere's where they ask. Why are you calling me, and so the next P is process define howthe time will be spent, and so it's kind of the agenda. You know what doyou want from me if you're standing in the shoes of the prospect and the thirdone is the pay off it's the relevant and tangible benefits that will Piquethe prospects interest? This is kind of...

...the what's in it for me, soarticulating the three PS early on in a conversation or even in the agendademonstrates Your Business Acumen that let your prospect know you won't bewasting his or her time and they can also help you ensure that the rightpeople will be part of the conversation. You know when you do purpose, process,payoff and you're talking about that process and you're talking about thekinds of questions or the topics that you want to speak about or to engagethat prospect about many times. It's going to identify other people, anorganization that could benefit, and I don't want you to shy away from thisRachel. I hear a lot like I say so. People say to me so you talking aboutlike sending an agenda and I'll be like well, why not and many times I find thereason why people do not send an agenda is because they don't want the meetingto get canceled. I and that's just a...

...confidence in conviction topic. So ifyou believe what you do, matters preparing yourself with purpose process,payoff really gets your mind right, yeah and, as we said at this top nocellar is above having to do these fundamentals, because the homework thatyou do before a meeting the coming up with your purpose process. Payoff ofour colleague, Frank as Elena always says, homework is respect and it showsrespect to the people on the other side. Of that zoom call other side of theline, whatever whatever it is, so the next one John Another good reminder:Listen Yeah, yeah! You can never underestimate the ability toeffectively listen in a sales conversation, and you know you got toremember people. Lo, don't like to be persuaded, they rarely argue with theirown conclusion, so you have to help them see how your solution will providethem value by an effective discovery...

...process. You got to ask the rightquestions and uncover the key, positive business outcomes that they're tryingto achieve, and I like to talk about that little. I call the little enemywith the N of that little devil on my shoulder that every now and then I'llbe on a sales call and I'll be talking and I'll hear this voice in my head.That says, why are you talking? Why are you talking and if I can't follow thatup with, because you said Mister missus customer the reason why I'm telling youthis mister missus customers, because you said, and if you can't do that,shut up, shut up and so listen to that enemy within when you hear it in yourhead, and you ask yourself the question: Why are you talking? You better have agood answer. Yeah! I shouldn't come up with a little gift of you, John sayingshe? Yes, yes, okay! So number four keep thefocus on your bier think, like the buyer, in all things yeah, we talked alittle bit about this and you know this...

...outside an approach. You know you haveto approach the conversation with a buyer mindset. If you successfully mapyour solution to the buyers, pains and provide proof that you can live up toyour commitments. You know you'll, truly sell and negotiate on valueversus price and, at the same time, you'll definitely definitely minimizethat price conversation or that price only conversation, it's so importantand finally, number five making sure before your next s, conversation youare brushing up on relevant keyword, relevant proof points before you startthat conversation yeah, I mean you have to show that you can provide the valueyou promise. You have to be ready to provide proof, points that show thetangible results. Your solution provided for another customer helpsprospects, see the value in doing business with you. It's not a logo,it's not naming a brand or a logo. You...

...have to learn and tell the story as weclosed John, I mentioned it or earlier all of these five tips. These basicsales fundamentals come down to prep. You can't underestimate the power ofpreparation. Yeah, famous basketball coach once wrote that the differencebetween stress and pressure is preparedness and the most elite sellersare always the most prepared, and I like what Frank Gaselen o said on thistopic. You know preparation, shows, respect and that will be in thatpreparation. would be admired and felt by the prospect, so it's just some othis up Rachel, the you know, you're listing out, I like to see people getup in the morning and list out the calls that they're going to make forthe day and then do the three pes and practice purpose process pay off, beprepared to talk about what you do in a...

...way that highlights the problems thatyou solve and how you solve them differently talked about reallyfocusing on listening with the intent to understand so putting the customerfirst and make it all about your buyer before you make it all about, you,you'll earn the right to make it all about you and then learn, prepare andtell great stories as proof points to help your customers minimize risk.Those are five really good hygiene topics that we can wake up with everymorning, just like brushing our teeth and comb in our hair. That's right!Stick them on a post. It note, stick them to your computer, keep them top ofmind! Thank you John My pleasure right and thank you to all of you whocontinue to listen to the audible, ready sales podcast. We appreciate it.John Gifts, tons of linked to the messages, and I love seeing thecomments to that s. So many more people...

...are finding our podcast, it's sorewarding. If you like it, please rate as five stars that helps other peoplefind us to thanks again and force management. We're focused ontransforming sales organizations into elite teams are proven methodologies,deliver programs that build company alignment and fuel repeatable revenuegrowth, give your teams the ability to execute the gross strategy at the pointof sale. Our strength is our experience. The proof is in our results. Let's getstarted visit us at force. Management Com. You've been listening to theaudible, ready podcast to not miss an episode subscribe to the show in yourfavorite podcast player until next time. I.

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