FOUR ACTIONABLE SALES TAKEAWAYS
Do 90 seconds of rapport building, launch off with a business related question that highlights you've done some research
Set a PPO agenda, coving the purpose, plan, and outcomes of the call
Ask the prospect why they took the call, if they don't give you a good answer offer them a high-level overview to anchor their expectations
At the end of the call run the 5-minute drill which includes 3-questions, do you want to buy? When do you want to buy? How do you buy?
RESOURCES DISCUSSED
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Things you can steal
Early access to The Book on Cold Calling
Sell Playbook (Part 2): How to Structure an Effective Discovery Call (Nick & Armand) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
