Fractional CFOs close more deals by using a repeatable framework for sales calls instead of a script. A framework lets you guide the conversation and show the leadership and assertiveness clients expect from a C-suite hire, even part-time.
The third piece of advice that I have is that you've got to have a framework for your sales calls. You can't just go into a sales call and think that your good looks and charm are going to close the prospect. Just like everything else in business, you got to have a process and you really need a framework for this. The reality is you've got to start displaying leadership and assertiveness as soon as you get onto the sales call. And if you don't know what you're going to talk about, you don't know the general direction that you're trying to take things that doesn't look a lot like leadership or assertiveness. After all, you're interviewing with the prospect to become their fractional cfo. And even though it's fractional, it's still a C suite position. So that prospect is expecting you to have your shit together and to lead them through the conversation. If you show up and go all willy nilly, they're going to sniff that out really quick and nope. Out. I want you to notice here that I call it a framework and not a script. That's because I believe that a great sales call is actually more of a conversation.
