Six Stages Sales Call Framework
Overview of Stages
Simple Sales Series
Outcome- Get great at sales quickly.
You don’t need 50 things to focus on this series will take you through the fundamentals as fast as possible.
The point here is to get you grounded in the fundamentals of selling and give you the proper framework to get you comfortable and build your certainty with the framework.
Note: There are 3 stages we teach in below.
Stage 1 The Framework. (This is the most important for you to master now and will be the focus here.)
Stage 2 Personality Selling (selling differently to different personalities.)
Stage 3 Transformation level (using advanced techniques and NLP)
6 Stages of the Call
- Intro
- Problem
- Solution
- COI
- Present your pillars
- Close
Each stage will have a script and analysis.
More important than what to say is, WHY you are saying what you are saying.
Asking a great question at the wrong time will not be effective.
Being too intrusive too soon and going deep before they are open to you will not be effective.
Let’s dig in!
Stage 1: Connecting/Introduction
The Script
In order to make a successful sales call, it is important to start off the conversation in a conversational and relaxed manner. This means that rather than asking questions that could be seen as intrusive or interrogative, it is better to create an atmosphere of open dialogue where both parties feel comfortable talking about their needs and wants. Additionally, having call control by being the one who asks the questions can help keep things on track while also showing confidence in your product or service will allow you to come across as a caring authority figure who can provide valuable solutions.
Analysis
This video provides an analysis of sales principles and the importance of controlling pace, direction, and creating openness on a sales call. Controlling the pace is important because it allows you to control the speed and direction of the call, save money, and prevent people from getting too fatigued to make a decision. It's also important to ask questions in the right order so that they are effective. Creating openness is key for closing a sale as well; asking certain questions can help facilitate this process by normalizing difficult topics or minimizing tough ones. Agreement mode can also be used to encourage more openness from prospects.
Example
Speaker has a suggestion for how to start off sales calls in order to set the pace and maintain call control. He suggests asking two or three rapid fire questions such as "How's it going? Where are you located? Is your business based out of there?" After this, he recommends transitioning into discovering what initially brought the person on the call. This flow allows for an authentic conversation without feeling awkward.
Take the Quiz
Stage 2: Discovering the Problem
Script
In order to make a successful sale, it is important to create an awareness of the problem that the customer has and how it affects them. This can be done by having a deeper level conversation with the customer and asking them questions such as what's important about their goal, how long they have been dealing with their situation, what caused it in the first place, and when they realized that they needed help. Finally, you can ask a timing question to get them to explain why they need support now.
Analysis
In this video, the speaker provides three tips to help with resistant buyers during the problem awareness stage of a sales call. The first tip is to use double commitment questions, which speed up the process and can help move conversations along. The second tip is to ask feeling questions such as "What would it mean to you?" instead of just asking what it would feel like. Finally, they suggest using a two-step question where you start by asking "what would that do for you?" and then follow up with "What would that mean to you?". These tips should help create meaningful conversations on sales calls and make sure customers are getting what they need from your product or service.
Take the Quiz
Stage 3: Solution
Script
In the solution stage of a sales call, it is important to remember that you must have earned the right to ask questions. This means creating openness, correct positioning, and call control in order for your questions to land. The goal of this stage is to make the customer's goals bigger and brighter by asking them about their values, identity and purpose. You can set up questions with previous answers they've given or use open-ended questions such as "What do you want to see happen 60-90 days from now?" or "If we were having coffee a year from now, what would have had to happen for this decision to be one of the best decisions of your life?". Ultimately, you are selling a better future which affects not just them but also those around them.
Analysis
The solution stage of a sales call is an important part of the process. It involves asking deeper level questions that get to the root of why someone wants to make a change in their life and how your product can help them achieve this goal. These types of questions are therapeutic in nature and allow you to understand the person's identity, values, purpose, and beliefs so that you can tailor your presentation accordingly. Additionally, these conversations will cause people to realize they have already made the decision by themselves rather than feeling like it was forced upon them which helps build trust between you and your customer.
Take the Quiz
Stage 4: Cost of Inaction (COI) Script
Script
In sales, the fourth and final question to ask is the consequence of inaction. This helps put pressure on a potential customer to make a decision, as it makes them aware of what could happen if they don't take action. To ask this effectively, it's important to understand why these questions work and when the right time is to ask them. Asking too early can come off as pushy or aggressive, so one should build up the conversation by using techniques such as The Four Horsemen of Pain or making their solution bigger and brighter before asking these types of questions.
Analysis
In this analysis, the speaker explains how to ask consequence questions effectively. They suggest qualifying the question by setting it up as an exercise and earning the right to ask it by emphasizing that answering this one question is what makes clients successful. Additionally, they advise re-asking questions if you don't get a clear answer in order to ensure that your client understands the potential consequences of not taking action. Finally, once you have asked this type of question correctly and established trust with your client, then you can present your pillars and close the sale.
Take the Quiz
Stage 5: Presentation of Pillars Script
Script
The presentation of your pillars should be used to show the client how your product will help them solve their pain and create a path to their desired future. To do this, you can either flow into it or give them the illusion of control by asking what they would like to do next. When presenting, use dynamic pillars that connect with what they have said on the call and use transition words when transitioning from one pillar to another in order to maintain a conversational tone. Lastly, ensure that each pillar is only presenting solutions for things that are relevant to the customer's needs.
Analysis
When presenting your program's pillars, it is important to use the right words and phrases that the customer has used when describing their needs. To do this, ask them questions early on in the call such as what approaches they have tried before or if they have ever had a coach like you. Take notes of any positive or negative responses for reference during your presentation. Explain how your program will help them get results without stressing out by using a support system with an organized approach and another pair of eyes to guide them along the way. Presenting too much detail can create resistance points so focus on selling the future instead.
Take the Quiz
Stage 6: Close/Committing Script
Script
In this video, the speaker talks about how to close a sale. He explains that at this point in the process, all you need to do is ask questions like "How do we pay?" and not try to overcomplicate it. He suggests asking questions such as "Are you clear on the process specifically?", "Why do you think this could work for you?", and on a scale of one to ten, why not two or three? Finally, he recommends acting with authority but being caring at the same time when collecting payment information from customers.
Analysis
In order to give analysis of clothes, salespeople should plant seeds such as the idea of moving forward and making their customers feel like they have momentum. They can do this by using words like "forward" or metaphors such as ducks in a row (where one duck starts moving forward and other ducks follow). This will help customers make decisions based on information already in their head, giving them the feeling that it is not necessary to wait for all their ducks to be in a row before signing up.
Sales Framework Flow Chart
Take the Quiz