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Here's how to have leadership on your sales calls...

22 Dec 2023 · 1 min

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Video (YouTube, Dec 22, 2023) offering prescriptive advice on exhibiting leadership during sales calls. In this excerpt Kyle explains that during the discovery phase, if a prospect is not ready to buy you should "reserve the offer": pause the pitch, send resources, schedule a follow-up, and diagnose further on the next call. Pitching too early burns leverage; by holding or delaying the offer the salesperson retains control and directs the call. The clip contrasts two prospect types: those eager to buy (show price/close) versus those needing warming-up (reserve and follow-up).

Chapters

If I'm in a discovery portion of my sales call and I feel like they're just not ready, I'm going to reserve the offer. I'm going to send. I'm going to schedule another call in a couple of days. I'm going to send them some resources to warm them up, because if I pitch too soon, I'm going to burn the deal. Because once you pitch, you lose all your leverage. There's no reason for them to show up. So. But for somebody who's like, yo, like, please let me buy Kyle, like, please, like, show them the prices and close. But if you feel like somebody's just not quite there yet, reserve after that. After that, that discovery portion, reserve the diagnosis and the rest of it for just be like, hey, I'm going to take some time. I really want to make sure this is the right fit for you. And then we'll go over it in the next call. And that's really called having leadership on the call. Because then you're deciding where the call is going to go. Instead of them deciding, you're going to get really good at this, and you're going to realize, hey, this guy's probably not going to close on this call, so I'm going to take it away from him and I'm going to hold the power and I'm going to dictate where we go.