The Six-Step Process for an Excellent First Sales Call: steps 5 and 6
Audio • 26
Learning Objectives
- Apply the final two steps of the six-step sales process: the pitch and the close.
- Effectively pitch a single, specific solution by linking it directly to the problems the prospect has previously identified.
- Utilise strategic silence during the close to allow the prospect to process information and reveal their key concerns.
Lesson Description
This audio lesson explores the final two steps of the six-step sales process: the pitch and the close. Business coach Robin Waite explains that the pitch is the culmination of the previous four steps, where you recap the conversation and propose a single solution that is specifically tailored to the prospect's needs. He emphasises the power of using silence, particularly after the pitch, to let the prospect process the information and reveal their primary concerns. The lesson also covers how to handle objections and navigate multi-decision maker scenarios, aiming to secure a clear next step rather than a forced "yes" or "no."
