Part 2 of the Lease a Sales Rep Interview with Gil Pagan

Greg Hyer brings back Gil Pagan of Lease a Sales Rep to discuss the three steps you need to take to get the sale.

Step 1 The exploratory call/meeting find out their needs

* Go over their pain (tell me what’s going on – open ended questions)

* Say that there may not be a fit here, but we will determine that together

* Discuss your solutions/service offering

* Discuss you pricing, if applicable (don’t negotiate on price)

* Discuss your contract terms if applicable

* Help me to understand the decision making process internally

* Your timeline after I send you a quote what happens next? get a date for follow-up after quote is done. hound them approval

Step 2 Send quote

* Send them a quote follow-up.

* Follow-up, get commitment on the quote when connected get decision, or next steps if they want a contract to review or references-get commitment 1st. usually a blow-off.

Step 3 Follow-through and P.U.S.H. (Persist Until Something Happens)

* Follow-up, with email. We agreed to re-connect after x date?

* Follow steps again

* If they delay, analyze  ( $$$, other vendors, unsure) then decide to kick them out of your funnel for now drip em.

Bonus: Send the “Did you fall of the face of the earth” email.

Include the following questions:

* Have your priorities have changed?

* Is money is the issue?

* Did I do something wrong?

* Is it something else?

Run-time: 27:12

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