A sales trap...

I listen back to a lot of sales calls & this is one very common trajectory...

*Part 1 -

- Weather chat

- Where are you based?

- Are you a zoom or teams fan?!

- Camera not working, audio in & out...awkward laughter

*Part 2 -

- Down to business

- Introduction by salesperson of company - awards, 'logos' won, brief history, company values, international office location footprint

- Clichéd open questions: 'What keeps you up at night?' 'What's your biggest challenge?'

*Part 3 -

- The interrogation begins

- Salesperson accepts surface level answers

- No exploration of answers

- Dive straight into 'pitch' mode

- Salesperson is excited - everything is 'perfect'

- Objections are 'handled'!

- Close at the end

*Part 4 -

- Prospect asks the salesperson to 'leave it with them' or that it 'seems interesting but we can't give you an answer now'

- Request for a proposal

*Part 5 -

- Prospect enters the pipeline with a 70% chance of closing

- Salesperson never hears from them again

#sales #prospect #meeting