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You have to find a GAP of where they are to where they want to be on the sales call....

24 Mar 2024 · 1 min

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Short excerpt from a YouTube video (Eric Deeran) of sales-coaching conversation. The speaker emphasizes identifying the gap between where a prospect is and where they want to be (example: $100k/month), then demonstrating concretely how the product/service will help close that gap. When prospects clearly see the path to their goal, common objections ("I need to think about it", cost, fit) are far less likely; the call should then move to scheduling next steps.

Chapters

So it's always about getting them closer to the 100k a month or getting them closer to whatever the goal is and showing them that we can help them get there. Because if there's no if there's no. What am I trying to. Trying to find the right word? If there's no, like way for them to see how our product or service is going to help them get there, that's when people are like, I need to think about it. I don't have the money. I don't think this is a good fit. Let me get back to you. They start throwing those smokescreens. It's when they truly feel like you can help them get to their goals is when you can kind of break through a lot of those objections and just not even get any objections in the first place, you know? Yeah, good job on that. And then this is just you scheduling from there. Nice. Yeah, good job, dude. Really good job.