![]() That call makes or breaks you getting to business challenge v. There is no more important call in your sales process than the first one - it can make or break what happens next. ✔Giving a taste of her advice to prompt us to think, "Huh, what else does she know that we don't?" <-here to consult and demonstrate competency ✔Educating us on things we hadn't considered <-"Have you considered.here's why you should." ✔Active listening <- "Tell me a bit more about what you said there." ✔ Due diligence on us in advance <- #SMYKM ![]() ✔An easy kickoff "Tell me about you and how I can be of help" <-broad question Our last candidate spent a few minutes on her background/credentials/nature of her 30+ person self-started firm, and then followed the #samsales way without even knowing it. No prep work on who were were ("I ahhh, took a looook at ahhhh your site (read: feverishly Googling in real time) and."). ![]() After running through seven vendors, here's why one was a head/shoulders stand out over all others -Įvery discovery call we had before her was about the attorney. We've been on the hunt for legal representation for some time - wills, trusts, "what if Sam dies?" corporate docs - the super sexy stuff. ![]()
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