Ad Sales Training Nation Follow This Guide to Sales Call Success! Ad sales training with Ryan Dohrn
Sep 4, 2018
Mike Obert, business owner of Open-Look Business Solutions who provides telemarketing, data, and outsourcing for media companies. They walk through a repeatable sales call roadmap and how to set agendas and present three clear proposal options. Conversation also covers retargeting mechanics and high-volume appointment-setting tactics.
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Sales Calls Are Plays You Should Practice
- Treat sales calls like practiced plays: a repeatable roadmap hedges your bets and increases predictable success.
- Ryan compares calls to running plays in sports: practice a playbook, tweak when it fails, don't constantly experiment.
Avoid Early Interrogation And Use Success Stories Instead
- Avoid firing off too many probing questions early; don't interrogate the prospect or ask questions just to ask.
- Instead, shift to sharing three brief success stories to reduce perceived risk and resistance to change.
Ask The Market Presence Question Then Present Three Options
- Ask one market-presence question: do you want to be present, competitive, or dominant? Use their answer to tailor immediate proposals.
- Then present three on-the-spot options: dominant, competitive, and presence plans.