What I learned from Phase 1 · Sales Alliance Academy Premium

What I learned from Phase 1

Sales usually has a bad reputation 👎

But that's because of some 'sellers' who don't listen to their prospects and are just pushy. 😒

In reality we sell to help people. It's a process of hearing the prospects' pain and understanding it, with the intention to help them resolve their pain. The secret to doing this? Be present in the moment -

@Brianna Rettis

thanks for sharing this with me.

Let's talk structure:

Here's what I've understood from the document + the group calls we've had (btw these are really fun).

Step 1: Build Rapport

Lighten the mood, disarm the prospect - you don't want them to have their shields up.

Questions like 'where are you from?', 'how was your day' or like

@Linkai Han

does it, start off with light hearted humor using your zoom background.

Step 2: Set Frame

This is arguably the most important step, where you take control as the seller. Tell the prospect what to expect from the call and what's to be discussed to prevent them from asking you a ton of questions about your product/service (this is more intimidating than I thought lol)

--- What you can say here: "I have only 15 minutes on this call and I really want to help you out here, so I'd like to understand where you're at right now and where you want to get to.

I also want to say that this call is just for the both of us to see if we'd be a good fit for each other, and if we are, I'll book a call with (Name) from my team where you can ask more detailed questions."

Is this cool with you?"

Step 3: Discovery

Whatever you do, always remember: Be present in the moment.

You want to understand your prospect as well as you can here.

--- Get to know their current state - are they working, how much they earn, why they want to move into sales.

--- Get to know their future state - what happens when they move into sales, what's the ultimate goal?

"The ultimate goal is never just about the money; money is only a vehicle for something more"

--- Try to understand the something more and ask them how far they are from their future state (monetarily) - this is a way to financially qualify your leads.

Idk if you guys do this, but when I am at a loss for words, I sum up what the lead has told me and put it back to them:

"Just so I can understand you, and be on the same page as you, what you're saying is 'sum up what they said referencing their ultimate goal.' Does that sound right?"

This give you some time to think and fill the...

silent awkwardness with the prospect's reply. (see what I did there?)

Sometimes, the prospect might throw you off your frame by asking questions and flipping the script. When that happens, it's important to stay calm and emphasize the purpose of this call.

Step 4: Pitch

As a setter, your pitch is the next closing call. It's not the product.

It's ideal to get your prospect to confirm a timing and book the next meeting before they leave the call.

And that's the end!

It was my first week in the community and MANNN you guys are awesome. It's so friendly, supportive and I love that we don't just talk about sales here. It's about pushing each other to improve too.

So happy to be a part of this community!

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