A short YouTube training by Nate Tilley about tactics for connecting with prospects and closing sales calls. Emphasizes that phone/Zoom conversations are the most effective follow-up channel (text is insufficient), distinguishes discovery calls (investigative) from sales/demo calls, and promotes a one-call close approach by extending discovery into an immediate sales meeting to capitalize on invested time and urgency.
Chapters
Keep in mind, with your follow up, your highest chance of connecting with a prospect is going to be by getting on a phone or a zoom with them. Text isn't enough. Text is where you close the deal on getting a phone call. There's discovery calls where you're investigating, you're finding out if they're a good fit, you're not really pitching them. And then there's sales calls where you're actually demonstrating them, going over a proposal. There's nothing wrong with doing a two call close as you get really smooth with your offer and you know exactly what you're selling and who's good for it. You can do a one call close that. That's what I like to do. Because 15 minutes into the discovery call, I'll be like, well man, do you have another 15 minutes? Like, I'm confident I can help you. If you're in front of a computer, I'll send you a zoom link right now and then we'll just get on zoom and chop it up. And usually I can close them on that time because they can't get their time back. So I'm like, hey man, we've already invested the time. Why, why do we want to wait to book another call for tomorrow? You're going to be busy. I'm going to be busy. We're already here at 7:00pm It's Sunday. Let's take another 15 minutes. And if I answer all your questions and we go through this and this isn't right for you, will you just say no to me tonight so we don't have to waste our time? And they'll be like, yeah, of course.
