7. Pitch
Explain what you do
Demonstrate value
Create credibility
Build understanding & rapport
Manage objections
Ask for the close
Thursday, October 31, 13
8. 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 a sales team on demand.
Does this sound generally interesting to you?
Qualifying:
● What is your current sales process?
● Who are your customers? How do you get leads?
● What’s the customer life time value?
Test Closing:
● We want to start in 4 weeks - does this work 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 begin with (that’s going to be me)
● What is the decision making process in your company? How quickly can we make
a decision?
>>>Schedule Closing Call
Thursday, October 31, 13
12. Closing
Hack
“What are all the steps we have
to take for you to become a
customer?”
Future Pacing
Red Flags
Roadmap, timeline, confidence
Real vs. Fake interest
Creating a future where they buy
Thursday, October 31, 13
14. Follow
Up
Hacks
80% of the hustle is in the follow up
Personal: Binary. Follow up till Y/N
Business: 4-6 follow ups on all leads
Drip Emails + FollowUp.cc
Thursday, October 31, 13
16. Sales
Team
Hacks
Turn everyone into your sales team:
Co-Founders + Customers + Investors
Do the work:
Write Templates. Remove friction.
Create backchannels. Control them.
Thursday, October 31, 13
