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Ep. 60 - How to close more B2B consulting deals on the first call
It's not always possible to close a deal on the first call.
But that doesn't mean we shouldn't try, especially when the prospect seems ready.
Now I routinely close deals on the call and strangers who are talking to me for the first time wire me a high four-figure amount on the call.
There are five tweaks I have applied to my sales approach that allows me to do that.
1) I study the prospect beforehand and make a few assumptions about them (yes, assumptions, oh the horror).
2) In the first few minutes of the call, I frame the conversation as one where we will be making the decision today.
3) I respect the 30-10-20 structure of the call (30 min for investigation, 10 for the pitch, and 20 for Objection Handling).
4) During the investigation phase, I look for reasons why they shouldn't work with me.
5) I objection-handle persistently.
I am discussing these adjustments in more detail in this episode, I hope you like it!
This is the State of Client Acquisition Podcast - where we dissect the art and science of client acquisition for consultants, B2B coaches, and agency owners.
Watch this episode on YouTube: https://youtu.be/z0nTXGXhddE
Follow me on
YouTube｜LinkedIn ｜Email (Newsletter)｜Twitter
And if you'd like us to help you win clients for your consulting business, watch this video and book a call.
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By Michal Bohanes
2
11 ratings
It's not always possible to close a deal on the first call.
But that doesn't mean we shouldn't try, especially when the prospect seems ready.
Now I routinely close deals on the call and strangers who are talking to me for the first time wire me a high four-figure amount on the call.
There are five tweaks I have applied to my sales approach that allows me to do that.
1) I study the prospect beforehand and make a few assumptions about them (yes, assumptions, oh the horror).
2) In the first few minutes of the call, I frame the conversation as one where we will be making the decision today.
3) I respect the 30-10-20 structure of the call (30 min for investigation, 10 for the pitch, and 20 for Objection Handling).
4) During the investigation phase, I look for reasons why they shouldn't work with me.
5) I objection-handle persistently.
I am discussing these adjustments in more detail in this episode, I hope you like it!
This is the State of Client Acquisition Podcast - where we dissect the art and science of client acquisition for consultants, B2B coaches, and agency owners.
Watch this episode on YouTube: https://youtu.be/z0nTXGXhddE
Follow me on
YouTube｜LinkedIn ｜Email (Newsletter)｜Twitter
And if you'd like us to help you win clients for your consulting business, watch this video and book a call.