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08-Sales Call Framework

The document outlines a sales call framework with 9 steps: introduction, confirming qualification, getting direction, having the prospect show their needs, checking urgency, identifying pain, breaking decision patterns, diagnosing, and closing. It provides guidance and example questions for each step to understand the prospect's needs and priorities and make an offer.

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Pierre Salfiti
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© © All Rights Reserved
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Download as DOCX, PDF, TXT or read online on Scribd
18 views

08-Sales Call Framework

The document outlines a sales call framework with 9 steps: introduction, confirming qualification, getting direction, having the prospect show their needs, checking urgency, identifying pain, breaking decision patterns, diagnosing, and closing. It provides guidance and example questions for each step to understand the prospect's needs and priorities and make an offer.

Uploaded by

Pierre Salfiti
Copyright
© © All Rights Reserved
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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Reversal Method

Sales Call Framework

● Introduction

○ Introduce yourself, confirm their name and ask them their role in the
company and make sure there are no other decision makers that need
to be on the call today.

● Confirm they’re qualified

○ Ask them if they watched the Short Video prior to the meeting, and
what their thoughts were.

○ Ask them what parts of the process they hated and don’t being an
immediate impact to their business.

○ What did you like about it


1. Get Direction

○ What attracted you to get on a call with me today?

■ Respond with “Anything else” to see what else they’re


prioritizing right now

● State your intention for the call

○ Can I let you know my goal for this call?

■ I have two. First, I want to fully immerse myself in what’s


going on, and I’m going to ask a handful of questions you may
not be used to hearing. Is that ok? Second, at the end of this
call, I’m going to do one of two things. Depending on what we
uncover, that might even surprise yourself, I’m going to let you
know if I can’t help you. Which at that point I’ll refer you to
someone that I know can. Or two, I’m going to present you
with an offer. At that point I only ask you give me a yes or a
no. Either way, you’re going to learn more about your business
than you already had a firm grasp on prior to us meeting. Does
all of that work for you?

● (Most people are accustomed to showing up to a meeting


with the intention of reaching an agreement to have to
buy or die, that any other purpose needs to be clearly
stated)
2. Have them show you their hand

○ You said earlier that you were hoping to gain X from this
call today. What do you believe you need in order to do
that?

■ Wait for the answer

● Reply with “Anything Else?” and variation of


Anything else in order to exhaust everything you
currently believe they need and why they feel like they
need it.

○ You’ll be able to find all the current beliefs they


have and why. This will give you all the
information you need to close the gap in difference
of thinking and what similarities to leverage.

3. Urgency Check

○ You wanted to gain X from this call, would you consider


that to be your biggest bottleneck right now? Or what
would you consider that to be?

■ Is that something you’re looking to find a solution


for now? Or is it more of a “it’s on the radar to fix”
kind of thing?

4. Identify the Pain

○ Why now? What’s changed?

○ Why haven't you decided to just fix this a week ago, or a


month ago, etc.…

Gauge the Pain Level

○ How long have you been actively seeking out a solution to


bottleneck?

5. Break the Decision-Making Pattern

○ X. What’s stopped you from pulling the trigger with


someone else at this point?

○ Y. Has this triggered any type of negative response in


revenue, business, or shoot… even happiness in any way?
○ Z. Can I ask you a personal question? When you make a
decision to remedy other bottlenecks you run into, what
does your decision-making process look like?

6. REVENUE:

○ Profit

○ Sales Cycle

○ Team

○ Minimum Valuations

○ How many close out of 10

7. TRIGGER JUSTIFICATION:

○ What would you need to justify pulling the trigger with


whatever company you choose to work with to make
partnership viable (ROI)? Anything else?
8. Diagnose

○ Mr. Prospect, when the call started, you were looking to help you
gain X. Did you gain that clarity?

○ We found out that your truest bottleneck was X. and we saw you
would have the most success working with a company that could
do (Extension Idea from XYZ)

○ You saw our short video on what we do, how we do it, and results
that yielded. So my question to you… Do you trust me?

○ Do you believe in my process?

○ You recognized this was a NOW PROBLEM and you’re ready to


fix it, are we still on the same page with that?

9. Close

○ We’re at the end of our call. My question for you Mr. Prospect, after
recapping everything I just covered with you, what would you like to
do from here?

● Prescribe
● 12 month agreement is 1500/ month, you’ll get weekly check-ins & have
access to us on text anytime you’d like and we’ll be sure to answer in less 24
hours.

● 6 month agreement is 2000/ month, same as above.

● 3 month agreement is 2500/ month, same as above.

■ Make a suggestion on what you believe is the best fit and why.

■ Ask them, which they would prefer to start with and why.

● Future Pace

○ Acknowledge their decision and let them know what on boarding


looks like

● Collect Payment over the phone

○ Do you want to use a credit card, or debit card?

● Future Pace

○ Walk them through step by step what the on boarding process looks
like

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