A sales conversation with no structure or direction is something that's easy to fall into and hard to resolve satisfactorily.

Because of this, it's important to know how to structure a sales call and how to communicate this structure to your prospect confidently, competently, and effectively.  

Today, I show you how to structure a sales call.

I distinguish between marketing and sales, and I note the value of upfrontly calling a sales call a sales call.

I explain why a discovery call shouldn't last more than 15 to 20 minutes.

And I explain how laying out the plan at the beginning of the call establishes your authority, leadership ability, and competence.

I stress the importance of confirming that you're on the same page regarding the purpose of the call.

And I note the difference between qualifying and narrative-based questions.

Finally, I note that a sales call is the end–not the beginning–of the sales process. 

“We get nervous when we enter the unknown, so what we're trying to do is make them comfortable by removing the unknown.” – Matthew Kimberley

This week on Book Yourself Solid® Marketing For Coaches Podcast:

• Structuring a sales call 
• Marketing vs sales 
• The importance of confirming that you and your prospect are on the same page 
• Qualifying vs narrative-based questions 

Mentioned resources:

• The Qualification Quadrant Worksheet – email [email protected] 
• The School for Selling
• Join the Book Yourself Solid Advisory Board 

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