Daily Archives: 2013-11-14

Video: Sales is about hustling hard

An awesome talk by Steli Efti(close.io CEO) @ Pioneers Festival 2013.

Notes

Minimum Viable Pitch
* What do you do(no sexieness allowed here!)
* How you’ll be able to deliver(Credibility)
* Ask for close

Opening
Hi, my name is _____. I’m calling some startups in the area to find out if they are a good fit for our beta program.
What we do in a sentence is we provide companies with sales team on demand.
Does this sound generally interesting to you?

Qualifying
* What is your current sales process?
* Who are your cusomers? How do you get ideas?
* What’s the customer life time value?

Test Closing
* We want to start in 4 weeks – does that works for you?
* The beta program is heavily discounted, it’s going to be $X/day per salesperson
* We can only offer you 1 Salesperson to being with (that’s going to be me)
* What is the decision making process in your company? How quickly can we make a decision?

Also
* Lead conversation towards a virtual close
* Be willing to walk away
* He followed up on an e-mail 48 times!(and the answer was: ‘Thanks for the follow up, yes!’)
* The most powerful technique: be silent and listen