Sales Master Class by Dave Kennett -Close more deals!

In this video, you will identify the top three ways you want your prospect to feel during a call with you and evaluate yourself on whether you’ve accomplished it. We will also talk about the importance of centering yourself and setting your intentions before your call.

Do you know what your organization’s top three differentiators are? Are you clear on how to articulate them during a sales call? In this lesson, we are going to talk about why you and your team need to be on the same page when it comes to your top differentiators and how to articulate these differentiators to potential customers.

In this video, we are going to go over the top three mistakes that most sales reps make when telling stories so that you can avoid them and really resonate with your prospect. We’ll talk about how many Customer Stories to share and when to share them, as well as what a Customer Story Soundbite is and how to craft your own Customer Story Soundbites.

Do you want your prospect to remember you more than they remember your competitors? Then you need to learn how to share Customer Stories. We’ll talk about why stories work and how many to share in a typical 45 to 60 minute sales call.

What do you do if you don’t have enough Customer Stories? In this lesson, we are going to talk about how you can reach out to some of your power users and ask for their feedback and results so that you can create your own Customer Story Soundbites to add to your library.

You are the person in charge of the sales call. If things go south, it’s on you! Here’s how a pre-call huddle with your team can help ensure that you have the best chance for success and can help your team put their best foot forward in front of the prospect.

Have you ever wondered what the best camera angle is? We’ve got you covered! We’ll also share a quick and easy tip that you can use even if you don’t have an adjustable desk or stand.

Let’s talk about why it’s important to be positioned close to the camera during your presentation and how that helps you build connection and rapport with your customers.

What type of lighting is the best and what can you do if you don’t have a source of great lighting? We’ll also talk about why you must be cognizant of your background and how to use your background to build rapport and start a conversation.

In this lesson, we’ll talk about how you can answer the question, “How are you different from your competitors?” in a way that allows you to use the voice of your customer to talk about your solution.

While we never want to slag the competition, we want to know them inside and out so that we can intentionally highlight our strengths and their weaknesses (in a respectful way) when the opportunity to de-position them presents itself.

There’s nothing worse than having to end a great conversation with your prospect because you have another call or meeting scheduled. We’ll talk about how much time you need to give yourself on your calendar so that if a call does go over, you have the freedom to keep talking.

Have you ever said something the prospect wasn’t supposed to hear because you didn’t know they were already logged in? We’ll show you how to prevent that from happening again and the importance of setting up your tech so that your prospect can’t log in until you do.

We find that many reps have Internet speed issues. Let’s talk about the value of upgrading your Internet connection so that you give yourself the best chance of success while on a call.

Let’s talk about why you shouldn’t forget that you are sharing your screen and what to do if you need to check Slack or your emails during a call. We’ll also talk about why you should silence your notifications while on a call.

Tech glitches are inevitable during sales calls, but we’ll show you what to do when an Internet or screen sharing issue arises so that you can carry on the conversation and share your solution with the prospect.

In this lesson, we will talk about why and when your team needs to go on mute or turn off their video when they aren’t presenting during a sales call.

If your prospect is new to your screen-sharing technology, they may need some troubleshooting when they log in. We’ll talk about how you can help them navigate comfortably through your video conference technology during those initial few minutes so that everyone is comfortable and ready to focus.

In this video, we cover why it’s a best practice to turn your video on and how it adds a whole other dimension to your conversation with a prospect. We will also talk about two ways that you can increase the chances of your prospect also turning their video on - including one simple question that often gets a positive response.

Let’s talk about why you need to have the basics covered, like showing up on time, so that you stand out from the competition on your sales calls.

What do you want the outcome of the call to be? This video covers the importance of defining success, identifying the primary and secondary objectives of the call, and reflecting on if you achieved either or both objectives following your call.

In this video, you will learn the importance of sharing your proposed agenda with your prospect ahead of time so that they have a clear understanding as to why they are spending their time with you.

In this video, we emphasize the importance of finding out who is coming to the meeting from the prospect’s team so that you aren’t caught off-guard and can tweak your agenda to fit the needs of the attendees.

In this video, we explain the importance of determining who really needs to attend the meeting from your team so that you have the right team members present during the meeting and don’t end up wasting your colleagues’ time.

In this video, you will learn why you need to take the time to brief your team members on the best practices for client meetings and how to assign roles for success so that they can help you achieve your objectives.

In this video, we discuss the importance of hosting a 10- to 15-minute pre-call meeting with your team to go over the objectives of the call, their roles, and what they need to bring to the meeting so that you have the best chance of meeting your objectives as a team.

Don’t leave your attendees staring at you while you set up your tech. In this video, we emphasize the importance of having your tech set up and organized in advance, plus a few basic tech tips to keep in mind.

In this video, we offer a reminder to review the LinkedIn profiles of everyone attending on the prospect’s team and what you need to make a note of before you meet with them.

In this video, we provide a refresher on the importance of preparing all your supporting materials and tech for both onsite and remote meetings ahead of time.

In this video, we provide a quick overview of the importance of digging into your CRM and marketing materials to find customer stories and examples you can share with your prospect.

In this video, we recommend keeping an eye out for current and relevant news before a meeting with your prospect, PLUS how you can try and discover their tech stack so that you can get a headstart on your proposed solution.

In this video, you will understand the importance of writing out your go-to list of discovery questions prior to meeting with the prospect, even if it’s your hundredth or thousandth sales call.

Know exactly how to de-position your competition during your call. In this video, we highlight how critical it is to understand your competition inside-out.

In this video, we cover the importance of adjusting your communication style based on the title, level, and communication preferences of your prospect.

In this video, you will understand the importance of anticipating the key questions and objections each stakeholder might ask so that you can craft your strategy to address them.

In this video, you will learn how to add value to your prospect right from the get-go so that they walk away from the call thinking, “Wow! I would have paid for that.”

In this video, we focus on the importance of identifying a Champion on the prospect’s side and what role you need them to play to help you close the deal.

In this video, you will understand why you should create an org chart of your prospect’s organization and how to use this org chart to identify key players, influencers, and decision-makers.

In this video, we review the importance of hosting a 15-minute touch-base with your champion to go over the desired outcome of the meeting, the agenda, and any pre-work that can be done to make the meeting run smoother.

How do you want your prospect to feel? In this video, we cover being more intentional in setting the right tone in every customer interaction