In this episode Marty Neumeier shares what he would say during his sales calls when he was first starting out. Neumeier states you need to try things, figure out who you are, what you love, get out there, and making sure you know everything there is to know about your thing, for you to get the job. Own your category.
Anatomy of the perfect sales call:
1. Write down every accusation that the client may have. What will they accuse you of? Answer these in the sales call. I.e., who are you? Why should I care? What’s in it for me? How much will this cost? (these are all deal killers so address them up front).
2. Tone of voice. Calm, relaxed, not pushy. Don’t use any “salesy” language or high pressure sales techniques.
3. Be clear about what outcome you want. What do you want to happen as a result of the call? In this case, a 45 min meeting to present a sales deck with all your best “secrets”.
Check out the full conversation with Marty here: https://youtu.be/dpZfNNYUZEc
http://www.martyneumeier.com/
Books by Marty Neumeier
The Brand Gap – https://amzn.to/2Q26Kh4
Zag – https://amzn.to/2M2dwly
The Designful Company – https://amzn.to/2r24ttz
Metaskills – https://amzn.to/2Z8GJAR
The 46 Rules Of Genius – https://amzn.to/34vpHO8
The Brand Flip – https://amzn.to/35AJf4Y
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