Recommendations for sales training for 1-call close?

Throughout my career, I've used a highly consultative sales process, because I was selling a complex offering with multiple decision makers and a complex buying process.

Now I'm selling something much simpler - a course on prospecting and an accelerator to speed the learning curve. We're working on optimizing the inbound sales process. But for now, I'm still doing some outbound as well.

I need to get better at doing discovery, inspiring a buying vision, and closing sales in a single conversation.

I want to give the person time to make a decision, but I don't want to do 3-4 calls giving them free consulting. I DON'T want to use pushy or manipulative sales techniques.

What sales methodology / training program would you recommend for this?

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      Profile picture of Anna BritnorGuest
      ( 414 POINTS )
      2 weeks, 2 days ago

      Hi Candyce
      Regardless of the speed of the sale, the customer goes through the exact same buying stages. Think about what’s going to help them to step through each stage quickly. In particular, what can you do to help them self-serve through the early stage so that they are ready to buy when you speak and, if it’s not a one call buying journey, think about what call 2 needs to look like to close then rather than 3-4 calls later. Remember that some behavioral styles are such that they will always want time to think through their decision before committing so think through an efficient way to educate and support them through this.
      Hope that helps and happy to continue the conversation if that helps.

    • 0
      Profile picture of Ryan Heaphy
      ( 250 POINTS )
      1 week, 5 days ago

      Hi Candyce,

      Pick up a copy of Addicted to the Process: How to Close Transactional Sales with Confidence and Consistency by Scott Leese on Amazon. I’ve had the pleasure to learn from and work alongside Scott at 2 sales orgs and we continue to build our “unicorn” company today on this sales process. You’ll be one call closing in no time!

    • 0
      Profile picture of Santosh Kumar
      ( 460 POINTS )
      1 week, 2 days ago

      Very nice post @candyce, well know steps to close the prospect in 1 call, to get a solution for this there is a new approach for Saales i.e on Principle of Neuroscience. Yes, I have gone through the company called TalSmart is providing the IT/Software/Technology Sales Training courses on the basis of neuroscience, They have a complete solution to give trained sales hunters. You can visit their site to get/Test FREE assessments. Category wise which will tell you the truth of the weak point of the salesperson. and according to same, they will provide an online sales training to sales group or individual too.

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