This is a YouTube video titled "One and two call close" featuring Matt Ryder discussing sales strategies. In this video from April 2021, Matt explains the differences between one call close and two call close sales processes, detailing how to qualify leads, build rapport, and guide prospects through commitment and action phases to close sales effectively.
Hey guys, what's up? Matt here. This is just the tip, just for a minute. We're just going to see how it feels. So don't click away. If you're a salesperson and you want to know how to transition from either a one call close or two calls, what we're going to do is talk about what are we trying to get out of a one call close and what are we trying to get out of two call close. One call close is people are coming in, they're coming through a qualified funnel and they're being disqualified. And we want to get the sale on that first call. So we have to take the person through the entire process. Okay, I'll link that sales process video down below. So what are we to do? We're going to find the problem. We're going to get the watches, the tangible they get when they solve the problem. We're going to get the why, which is the emotional payoff for getting the what. And then we're going to take them through a commitment and then we're going to get the action which is the change, right? And also the consequence. Okay? So we're going to do all those things and we're going to take them through that on one call. Now we have to have somewhat pre qualified, prevented leads. There has to be some conditional logic on the front end in order to make sure that we're not just like crazy, crazy, crazy booked out. Now the reason why we do a two call close is because instead of that conditional logic on the marketing side, we put them into a sales process. Okay? So what we do on two call closes on that first call close, we basically find the problem, then ask some questions. So we do some connection phase, right? A little bit of rapport building, figure out why they're there and make sure that their problem matches up with our solution. Once we figure out what their problem is, then we ask them a couple of key and targeted questions. Like for example, can you give me an example of like or give me some insight into what the decision making process is within your business. Okay. Or do you have any capital in your business so that you can do xyz? Okay, so we find out a couple of like qualifying questions, then we push them through to a second call. We leave off at the problem. So when we recap the problem on the second call and start straight into the solution. Okay? And that's not our solution, that's the solution that they want. So that is just the tip. That's it. One cocoa, two cocos. All right. That's.
