You can now access my FULL Telephone Prosepcting Bootcamps here; www.salesmatrixcourses.com In these short clips I rant in my usual fluffy, warm, loveable self.
Today i spoke to a decision maker using your way of opening the sales call. The prospect was in a state of gratitude by the opening stating "its the best opening he has ever heard, usually I wouldn't give the salesman the light of day, since they normally just ramble on" . I got 2 high value quotes out to a decision maker who promised to be as open as i was about the way forward. You're the unicorn of the sales world!
I’ve worked in SaaS and you’re spot on mate! The metrics Business Development execs are measured on are merely vanity metrics that in reality rarely lead to conversions. The decision to do this prospecting sequence is always led by senior management based in the US. Might work in their backyard but not on a UK/European wicket. It’s like playing 2 spinners on a bouncy Aussie pitch
I think the reason most schedule separate Discovery calls is answered by the way you open up your cold calls. You don't say let me have 30 minutes. You say let me have 30 seconds. And that's basically the whole point. A decent Discovery call is going to be anywhere from 15 to 30 minutes. Most people on an initial cold call are simply not going to be able to stay on the phone that long. You catch people on the train, on the bus, busy at work, they're just simply not willing to stay on the phone much longer than two or three minutes. Not to mention most people don't like answering any open-ended questions with someone that they just started speaking to 15 seconds earlier. With a second call, usually on video, the person at least knows going in they're going to be speaking for 15 to 30 minutes in a bit of detail. They know this going in and it's also their second time interacting with you so they're a bit acclimated to you. Not to mention the second call typically is a video call so they're getting to see you. Anyway, love the content.
“Sometimes they say yes, sometimes they no” - but, more often than not you get “mmm send me more information”. And that’s your one way ticket to inbox jail
I make software and this hits home. We get very proud of the products we make - but they're tools first and foremost. Does your tool solve a problem they have? If you don't know the answer there's no point in showing them. They're not going to buy it because it's neat.
People have to make these type of calls because IT Managers are busy people and it's about scheduling a call in order to respect a person's time, simple as that. No round of applause needed. I've had plenty of these generated easily, for the following call to be complete dismisal of the prospect"s validity. No harm no foul, it's just an extra step in the qualifying cycle... It does seem like a waste of time but is necessary in the world of an IT leader who's bashed against the wall by staff shortages, demanding board of c's, and ever-failing employees he's responsible for... Try call an IT leader, good luck mate.
