How do service-based business owners miss opportunities for bigger plays in sales calls?
You’ve been there and I’ve been there.
It happens when the stakes are high and your nerves get the best of you.
That’s why we’re talking about sales calls today and how to spot opportunities to close bigger deals with two ways of thinking. Hint: my favorite is: “peeling an onion”.
Allison Davis is a sales trainer and coach. With nearly 20 years of sales experience, Allison’s contributions have elevated the revenue of companies like National Geographic, Time Out North America and Gabrielle Bernstein, Inc. Allison now focuses on sharing her empathic and human approach to selling with business owners who desire a fresh, modern sales process that feels organic and aligned — not stale and prescribed.
On this episode of Small But Mighty Agency:
5:41: Two common mistakes people make on sales calls
8:33: What happens when we approach sales conversations with a script
9:17: How to hit “beats” in a sales call using the ALIGN framework
10:54: Using the concept of “peeling an onion” in a sales call to get to the bigger pain points and therefore the bigger sale
15:35: Tap into the power of drilling down and sticking to one big pain point in a sales call
16:05: The difference between being good and being great in a sales call
19:14: Storytelling as a superpower and how to marry storytelling and presentation decks in sales
ALIGN Download: https://allison-davis.com/align/
This episode is brought to you by the FREE TEAM GROWTH ROADMAP
What if you didn’t spend all day, every day, in the weeds of running your business?
More flexibility. More freedom. Less overwhelm.
You’d scale your business with more ease
Gain clarity on the strategic systems and leadership actions to create a self-managing team that can support your clients and frees up your time.
My free Team Growth Roadmap will give you my COMPASS method to get you out of the weeds of running your business and help you build a small but mighty team that gives you more freedom and flexibility.
Unlock the COMPASS Method right here
Now it’s time to build your Small But Mighty Agency.
Thanks for tuning into the Small But Mighty Agency Podcast! If you enjoyed today’s episode, head over to Apple Podcast to subscribe, rate, and leave your honest review. Connect with me on Instagram, LinkedIn or visit my website for even more detailed strategies, and be sure to share your favorite episodes on social media.