Sales Skeleton

What's the first step in the sales skeleton?

Build Rapport

What's the second step in the sales skeleton?

Set the Schedule (Agenda Setting)

What's the third step in the sales skeleton?

Discovery

What's the fourth step in the sales skeleton?

Present the Solution

What's the fifth step in the sales skeleton?

Handle Objections

What's the sixth step in the sales skeleton?

Send Agreement & Close

Why do we build rapport?

To make the prospect feel comfortable and open

What is a way to initiate a conversation to build rapport?

"Hey [Name], how's it going, I'm Usman and I'm calling from the UK, hopefully my British accent is working in my favor today."

What is a good follow-up question to engage someone in a conversation when building rapport?

"Okay, you ready to jump in?"

Why is making the prospect laugh when building rapport so important?

A small laugh builds trust quickly

Why do we set agenda for the call?

Gives the call structure so the prospect knows what to expect

What do you say in the first step in setting the agenda for a call?

"Here's the way these calls usually go,

First, I want to learn why you responded to my email. The average business receives a lot of similar messaging every day - probably not as high quality - but there was a reason you booked a call and I want to know why."

What do you say in the second step in setting the agenda for a call?

"Then, I want to get some background into your business, we'll chat numbers and where you guys are currently at. If you have any questions for me I can clarify anything here."

What do you say in the final step in setting the agenda for a call?

"And then finally, if I can help you, I'll show you through a short presentation, and we can cover next steps as well.

You on board?"

What question should you ask in the discovery phase to understand why someone decided to book a call?

"Great. Let's talk about you now.

Why'd you decide to book? You didn't have to—so what compelled you?"

What question helps identify a client's goals in the discovery phase once they have told you why they decided to book a call?

"What are your goals here?"

What question can you ask in the discovery phase to find out if a client has tried other solutions once they have told you about their goals?

"Have you tried anything to get to [reference their goals] before such as another consultant or agency or is contacting me your first move?"

What question should you ask in the discovery phase to understand the urgency of a client's needs?

"Why now?"

What question can you press on in the discovery phase to learn about a client's customer journey?

"What does your customer journey from start to end of fulfillment look like?"

What question can you press on in the discovery phase to determine a client's revenue per employee?

"What's your revenue per employee?"

What question can you press on in the discovery phase to find out a client's cost per employee?

"What's your cost per employee?"

What question can you press on in the discovery phase to understand a client's ROI per employee?

"What's your ROI per employee?"

What question can you press on in the discovery phase to learn about a client's company growth?

"How much has the company grown?"

What question can you press on in the discovery phase to assess how far a client is from their goals?

"How far is this from what you want?"

What question should you ask when presenting your solution as the final step in the discovery call?

"Okay, I think I have enough to propose a reasonable solution here. Before I present, do you have any other questions for me? "

What are some effective "temperature check" questions you can use during the presentation to ensure you're aligned with a client's expectations and can adjust your solution in real time?

- "Does that make sense?"

- "Is this like what you were looking for?"

- "Is there something I might be missing?"

What do you say once the presentation has finished?

"What I'll do after this call, is write you a proposal and send it ASAP. I can usually have it out within a couple of hours or so.

How's that sound?"