Brief Summary
This video explains how to start a sales call effectively to avoid losing deals. It emphasizes the importance of sounding like a relaxed and confident expert rather than a scripted or overly enthusiastic salesperson. The key is to disarm the prospect by using a playful tone and immediately focusing on the results they are seeking, rather than getting bogged down in predictable rapport-building questions.
- Avoid sounding scripted or overly enthusiastic.
- Focus on the end result and get the prospect thinking about results-based outcomes.
- Use a playful tone to disarm the prospect and release dopamine in their brain.
Introduction: The Right Approach to Sales Calls
The video starts by highlighting the common mistakes salespeople make at the beginning of a sales call. Many salespeople sound either too scripted and excited or too monotone, which can trigger a negative reaction from the prospect. The ideal approach is to sound like a relaxed, confident expert who is still neutral and unsure if they can help, as this prevents the prospect from feeling pressured and going into "fight or flight" mode.
Avoiding the "Numbers Game" Approach
The "numbers game" approach, which involves asking predictable, generic questions to build rapport, is ineffective. These questions, such as "How's the weather?" or "Where do you live?", are commonly used by salespeople and immediately lower your status in the prospect's eyes. Instead of blending in with other salespeople, focus on a "skills game" approach that prioritizes the end result the prospect is looking for.
The "Skills Game" Approach: Focusing on Results
The "skills game" approach involves disarming the prospect and immediately focusing on results-based thinking. When the prospect initiates the conversation with a typical greeting, respond with a playful tone to make them laugh and release dopamine, which helps to disarm them. Then, transition directly into discussing the results they are seeking. For example, if selling solar, mention "locking in your rate and lowering your bill." This approach frames the conversation around the benefits and outcomes, rather than price or cost.
Examples of Results-Based Thinking
The video provides several examples of how to implement results-based thinking in different industries. For a business or brand consulting service, you might say, "Looks like you booked on the calendar about maybe looking at building your brand to really scale your business, right?" For life insurance, you could say, "Okay, so it looks like you booked on the calendar about maybe some different options to financially protect your family when you pass away, right?" The key is to immediately get the prospect thinking about the positive outcomes they desire.
Offering Additional Support
The video concludes by offering additional support and encouraging viewers to text their questions for further assistance.
