Phase 1: Learning the Foundation · Sales Alliance Academy Premium

Phase 1: Learning the Foundation

This phase was great! One thing Dean said on my onboarding call was how important having the fundamentals down is, so letting this really sink in lol.

Here are my key takeaways:

Setting is basically the process of managing outreach (inbound or outbound) to book leads on/back on the closers calendar.
Different types of setting include email, dm, sms, phone, or video.
The structure of a setting call includes key stages: 1.Building Rapport: this is typically done in 30-60 seconds. 2. Setting Frame : great anchoring point, allows you to take lead, and set expectations. 3. Discovery: get as much info as possible with the least amount of questions 4.Pitch: a very high level overview on what you do, and essentially what you can do. 5. Close main goal of closing in a setting call is to secure the lead on a closer's calendar before ending the call.

One major takeaway is that building trust through ethical selling is essential. Instead of the main focus being getting the close, prioritize helping the lead solve their problems. I think this is why scriptless selling makes a lot of sense too!!

One question I had was how do you best go about asking the least amount of questions and still hitting all the info needed for discovery?

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