29 min listen
172 (Sell): Mastering the Bookends: How Your Open Dictates Your Close (Joe Diliberto @ Sandler Training)
172 (Sell): Mastering the Bookends: How Your Open Dictates Your Close (Joe Diliberto @ Sandler Training)
ratings:
Length:
24 minutes
Released:
Nov 7, 2023
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS
The person asking the questions is the person running the call. While it can feel good to respond to rapid fire questions, make sure you don't lose control of the call by seeking to understand the 'why' behind the question.
Objections are opinions. Instead of jumping to overcome them, seek to understand them, by identifying if the objection is rooted in a lack of why change, why now, or why us.
Use the 2 minute call prep drill: Call Purpose, Desired outcome, Predict their Pains, Guess Behavior Style.
Exchange of information on a sales call should be bilateral, not unilateral. Make the exchange of information equitable by "reversing" (answer a question with a question).
PATH TO PRESIDENT’S CLUB
President and Owner @ Sandler Training
Executive VP of Sales @ Pure Digital Technologies
Vice President and General Manager of Field Sales @ Kodak
THE LATEST FROM 30MPC
Tactic TV
Toolkits & Templates
Twitter
YouTube
THINGS YOU CAN STEAL
Prospecting
Lavender: Sales Email Frameworks
ZoomInfo: 5 Plays, 30MPC Style
Woodpecker: Nick’s Sales Cadence
Orum: 5 Cold Call Objection Talk Tracks
Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max)
Boomerang: Tactics for Peak Productivity
Hireframe: Fast Track your Prospecting
Discovery & Demo
Clari: How to Sell to the CFO
Calendly: Speed up your sales cycle & increase revenue
Klue: Dismantling Competitors
Sales Process
Demandbase: 6 Templates to Accelerate Deals
Gong: Master Class
Qwilr: Multithreading Power Plays
Outreach: 1 Sequence to Create and 5 Templates to Close
Accord: Business Case Template
Prolifiq: Relationship Mapping Playbook
Salesloft: Selling to Power
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
The person asking the questions is the person running the call. While it can feel good to respond to rapid fire questions, make sure you don't lose control of the call by seeking to understand the 'why' behind the question.
Objections are opinions. Instead of jumping to overcome them, seek to understand them, by identifying if the objection is rooted in a lack of why change, why now, or why us.
Use the 2 minute call prep drill: Call Purpose, Desired outcome, Predict their Pains, Guess Behavior Style.
Exchange of information on a sales call should be bilateral, not unilateral. Make the exchange of information equitable by "reversing" (answer a question with a question).
PATH TO PRESIDENT’S CLUB
President and Owner @ Sandler Training
Executive VP of Sales @ Pure Digital Technologies
Vice President and General Manager of Field Sales @ Kodak
THE LATEST FROM 30MPC
Tactic TV
Toolkits & Templates
YouTube
THINGS YOU CAN STEAL
Prospecting
Lavender: Sales Email Frameworks
ZoomInfo: 5 Plays, 30MPC Style
Woodpecker: Nick’s Sales Cadence
Orum: 5 Cold Call Objection Talk Tracks
Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max)
Boomerang: Tactics for Peak Productivity
Hireframe: Fast Track your Prospecting
Discovery & Demo
Clari: How to Sell to the CFO
Calendly: Speed up your sales cycle & increase revenue
Klue: Dismantling Competitors
Sales Process
Demandbase: 6 Templates to Accelerate Deals
Gong: Master Class
Qwilr: Multithreading Power Plays
Outreach: 1 Sequence to Create and 5 Templates to Close
Accord: Business Case Template
Prolifiq: Relationship Mapping Playbook
Salesloft: Selling to Power
ONE ASK
You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter.
It will increase your chances of making President’s Club by 227%.
Okay maybe not, but we’d still really love you for it :)
Released:
Nov 7, 2023
Format:
Podcast episode
Titles in the series (100)
3: Ripping apart the phones and video (James Bawden, Host of the Lunch Break Podcast, Director @ OutboundView): James Bawden is one of the most notorious prospectors in the sales community. We cover it all, from phone to video.Four Actionable Takeaways:Avoid the double intro on the phone if they ask “wait, who’s this?” Just get on with it.Close the cold call with “here’s what happens next” instead of leaving it in their handsDisarm with “I’m not delusional enough to think I’m calling you at the right moment.”Lead your value prop with your customer’s problems instead of the features in your solutionJames Bawden’s Path to President’s Club:Host, Lunch Break PodcastDirector, OutboundViewAnd a damn well-known Linkedin personality======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidy by 30 Minutes to President's Club | No-Nonsense Sales