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Sales Calldiscoverystructure 12

The document outlines a structured approach for sales calls, emphasizing the importance of speaking to decision-makers and using the CPS (Challenge Process Solution) method during meetings. It details a four-step formula for discovery calls: Attention, Identify, Solve, and Close, encouraging personal engagement and active listening to understand client needs. The document also provides strategies for presenting solutions and closing deals effectively while maintaining a genuine connection with potential clients.

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nvidiaengine9
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4 views3 pages

Sales Calldiscoverystructure 12

The document outlines a structured approach for sales calls, emphasizing the importance of speaking to decision-makers and using the CPS (Challenge Process Solution) method during meetings. It details a four-step formula for discovery calls: Attention, Identify, Solve, and Close, encouraging personal engagement and active listening to understand client needs. The document also provides strategies for presenting solutions and closing deals effectively while maintaining a genuine connection with potential clients.

Uploaded by

nvidiaengine9
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Sales call/discoverystructure

Always speak to decision maker


Genuine scarcity during outreach example for agencies they can say we always work with one
dentist in a certain area or in a certain business and we loved that to be you !
Never pitch in a cold call in cold dm you can but don’t tell fully the solution

CPS(Challenge Process Solution)is how you interact with client during meeting and present
everything with your o er

1.Pre CSP preparation


2.During CSP
.Attention
.Identify and Analyse problem
.Solve
.Close
3.Post CSP you can followup deciding another call and send them form to ll right after call end
Also send them the pricing plans and recap summary of your presentation.

In your discovery call which is after cold call which is a scheduled call you will use 4 step formula:
1.Attention
2.Identify
3.Solve
4.Close

1.Attention:
.Don’t start with with number and stu

.Instead caught them o guard like you saw their post they went to Dubai and asking about how
was the weather there and have little small talk or maybe about their location try make it as
personal as possible try make them that you’ve researched on them before jumping on call

.Slowly then frame the meeting so you might break the small talk and say like
“Hey John thanks for jumping on the meeting today the way it gonna go I’m gonna ask some
questions about your business and learn more about your current situation and if we identify
opportunity for growth and how can we help you and at the end of the call I make you an o er
how you can work with us sound good?”

.As this a discovery call he had already agreed and said YES to your meeting you may say “I
called you on Tuesday and o ered you the meeting but you said YES for a REASON why was
that?”
This is reverse physcology this opens conversation

2.Identify:
Identify the client’s current situation
I’m dentist their current situation then their desire situation and then identify their need the help

1.Current situation:
.Key element here is to actively listen all the problems they gonna state to us and ask intelligent
questions
Example “so we have got a lead generation problem. Tell me more about that. What are you
currently doing? What’s the cost of continuing that to happen?” Something like this.

.we let the prospect know we are correct person to help them solve their problem and only way
you can do that is having deep understanding of their current position and genuinely care about
that
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.We listen we write things they state out while listening and we ask intelligent questions in
response “ex what days are they busy what days they are not busy what are their current revenue
levels”
It’s important to know where they are at from a nancial prospective
“Simply ask them how much money you’re making?”
If you’re scared to ask then ip the question
“If you’re were to solve all these problems how much money would you be making in business?
Have you set revenue goals?“
Amazing how close are you to that goal
And the. Ask them where they are right now ?
Now this would help you to get to know how much revenue they are making.

Desired situation:
The above nancial questions you asked would help you to understand their desired situation
Example a dentist want to make 100k/mo or 100 leads/mo
You dig deeper why 100k/mo we are igniting the re in their belly maybe they wanna open a new
location.the more we ignite the better
Here you also analyse their business and the gap and problems they are having

Help the need:


Now that you have current and desired positions you may ask
“what is stopping you from solving this by yourself?”
We stay there and dig the pain
We want admission of them knowing that they can’t do that themselves
And then we create urgency in having a solution
Ex they say “uh I suck at technical and add stu ” and you may say”if we didn’t take this problem
out quick it could cost you xyz”

3.Solve:
Now we’re gonna present our solution
Our presentation
Elevator Pitch which explains what we do here and who we do it for but key it has to be bautifully
vague it has to create intrigue
Ex you can say
I completely understand where you are right now
I truly believe that we can help you solve these problems I help dentists implement ai systems and
typically try yea generate 20-30leads per month
Now over 5-10minutes they are gonna questions you about that service and you’re simply gonna
answer them
The more they answer the more the or objections get clear
The only question they lastly have is how much it costs

4.Close:
If client ask price then have indicator his interested
So in identify stage you ask him questions to clear out and in solve let him ask questions so he
comes to price question nally then highly chance he would work with you!
Then when they ask this question we tell them
“The price for our lead ai generation is 1000$”
And then we stay quiet
If we talk it would feel salesly and we would prevent him from asking more of his objection
We stop
Then he would only say yes or either come with more objections
Example
He say
“I have to speak to my wife”
You say
I understand that is there anything your wife could say that could changed her mind?

Simply after a YES book a onboarding call


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Where you get access to all materials and how things we might talk through strategy how it gonna
be for maximum of 3 and upper limit of 5 not more than that and then we gonna send the
payment link and agreement and get payment secured
If you can secure payment in call great but if doesn’t that ne
Also recommend to get their mobile number to stay in more closer contact

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