Pre-call - Knowledge gathering
Opening the Call - Rapport and Understand
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Prospect and Seller have Camera on
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Use an ice breaker that complies with "Show me you know me" mindset (1:13)
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Use 1-2 credibility indicators to build trust / authority in the topic (1:12)
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Building rapport and trust up front. Be seen as a trusted, knowledgeable consultant (2:19)
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Mention what relevant information you already know about the company and the prospect. (0:53)
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Share Agenda Slide & ask - "What else would you like to make sure we cover today..." (10:08)
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Share what world class looks like today, either through a success story or a journey of excellence (2:18)
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Bonus: Mention which types of companies do the insights apply to, and which ones not. (3:00)
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Prompt the prospect to share where they are in their journey to excellence (maturity model) in the area where your product impacts key metrics. "How are you currently doing X?", "What's next?" (3:51)
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Get the prospect thinking about the future ideal estate (Magic Wand) and the process it will take to get there (GAP) (3:19)
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Start creating "Wow!" Or "Aha! Moments" that engage the prospect in the right conversation (1 point per Aha!) (0:47)
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Mention some current world class performers ("the exceptions") their journey & important KPIs! (1:21)
Illumination - The Journey
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Tailor the conversation to their specific situation / maturity & use their language (2:20)
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Share a visual of what Status Quo looks like, emphasize why this is bad / "makes no sense" (2:12)
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Share a visual of what "World Class" looks like. Explain why this is so much better (2:12)
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Share 1-2 customer stories of someone that was in that situation, the problems ahead and how they solved them (19:29)
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Add Impact Questions such as "How does this compare to your situation?" (1:17)
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Explain why this way to get ahead of emerging problems is the best & quantify the impact using a KPI! (2:57)
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Bonus: Honing on the “problem” of “the way we/the industry works today, isn’t working” (1:21)
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Bonus: Frame the impact of the problem in terms of a loss (missing out on something important) (0:37)
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Show / explain what they need to have in place (process) to be able to execute like a world-class operation (2:57)
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Get acknowledgement that your solution bridges an meaningful gap in their journey to excellence. (2:11)
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Ask the prospect what their plan is to get to Excellence / Level 5 / World-Class, etc. (1:44)
Closing the Call - Explore what the Journey looks like
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Intro your company & explain how your company leapfrogs the success journey. How do you beat status quo? Quantify the impact of inaction (2:23)
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Be prescriptive the immediate next step (assessment, demo, trial?). What do "most others" do to validate? (1:47)
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Show the full 'buying process' in a way that minimizes the effort & time the prospect needs to spend to see the tangible value of your solution "for the future". Show step by step. Demo -> Data load -> month trial -> year agreement. (2:23)
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Bonus: Show that the possible outcomes of the next step far outweigh the cost (cost always measured in time + money + effort), and that if successful the value is worth the cost (2:23)
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Have the prospect ask you for materials (3) OR tell you you've been helpful/insightful (1)
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Bonus: Itemize the follow up materials to send.Include customer journey through evaluation, onboard & success (1:09)
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Securing a new time slot for Q&A, next step, or further discussion. (11:45)
