How I Close COMPLEX Sales In A SINGLE Call | Selling Made Simple

In sales, the general rule of thumb is, the more complex the product, the longer the sales cycle. And for some complex products, that might be true. But for others,  a single phone call is all it takes to get a deal done. I close complex training and consulting packages with some of the brightest companies in the world. And usually, I do it over a single conversation. Yep, I have one phone call with the prospect and then send the invoice. Most salespeople think this is impossible. But with the right step-by-step, single call structure, you too can start closing your deals quicker than ever before. So the business-winning phone call isn’t a sales myth. It isn’t sales folklore. And it isn’t an old wives’ tale. But it is misunderstood. See, you can’t get any old buyer on the phone and close them in a single conversation. No, they have to be the right buyer. And the real trouble, the thing that should take the most effort, the most thought, and the most time is qualification. A survey from HubSpot found that the number one challenge for one out of three sales reps is lead qualification. And it’s true, doing it right is tough. That’s why with the Diagnosis framework we’re going to first discover the pain that the prospect is in, qualify them to see if we should be doing business with them and then close them, in that order. Most salespeople do this over multiple calls, over multiple weeks. This framework will show you how to do this in just one call and then close the prospect at the end. The first step is to understand the buyers… 1. Pain Pain. Is this potential buyer actually in pain right now? Is their problem actually a problem at all? The buyers you want to work with are feeling the hurt from this problem. And as a result, they’re going to be highly motivated to find the right solution. Now, a few qualifying questions to ask that’ll get to the bottom of their pain are… * “You booked this call with me today, what led to getting this call booked in?” and… * “What’s stopping you from solving this issue yourself?” Both of these questions should help you get to how big this problem really is for the buyer. 2.  Time Time. Not all problem and solution timelines are going to line up. And one of your primary concerns when qualifying prospects is what their timeline is for when they need their problem solved. Are they thinking today? This quarter? Or in the next few years? If your buyer doesn’t have urgency, they won’t be compelled to act. And as a result, you’ll likely encounter plenty of feet dragging and time-wasting along the way. Best instead to say you’re not a fit early on. As for qualifying questions here, start with… * “Do you have a deadline to solve this?” It’s straightforward, I know. But the answer will give you a clear, no-bullshit timeline that you can work with. 3. Fit Fit. Can you actually fix this buyer’s problem? The truth of the matter is there’s no perfect product or service for everyone. And saying otherwise is just playing into the public’s idea of sales reps being con men. Instead, it’s your job to think of yourself as someone who offers value. And you shouldn’t have to waste time with someone who doesn’t need what you’re selling. Qualifying questions here are for YOU this time, not the buyer. So ask yourself… * “Do I have the solution for this buyer’s problem?” and… * “Do they really need this solution?” 4. Return Return. There’s a downside to any solution. Buyers need to change vendors, hire new staff, train on novel systems, or fight for a change to the budget. The question is, is the value your solution provides worth that discomfort? How much will they have to change to accommodate it? And when all is said and done, will they look back on the investment as a good purcha...