How To Set Next Steps In Sales With The 5 Minute Drill
30 Minutes to President's Club | No-Nonsense Sales10 Mar

How To Set Next Steps In Sales With The 5 Minute Drill

There is an extreme over-rotation in sales on setting next steps. Setting next steps is NOT always a good thing. 🛑 Bad: Never setting next steps 🟡 Okay: Setting steps on every deal 🟢 Good: Setting steps on REAL deals Instead, first determine if the deal is worth setting next steps with at all. Then, you should recommend the appropriate next step, but only if your prospects have proven that it's worth keeping them in your pipeline. That's where the Five Minute Drill comes in: Three questions you can ask at the end of every single call to determine if and how you set a next step. 𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 1: 𝐃𝐨 𝐘𝐨𝐮 𝐖𝐚𝐧𝐧𝐚 𝐁𝐮𝐲? If you can practice ONE THING, it's this. Any time you offer a demo, a pilot, a proposal, you are giving your time away to a prospect. And that's fine. But only if you get something in return. If you're investing more time with them, you should expect that they won't waste it and affirm that this is actually leading somewhere. 𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 2: 𝐖𝐡𝐞𝐧 𝐝𝐨 𝐲𝐨𝐮 𝐰𝐚𝐧𝐧𝐚 𝐛𝐮𝐲? You can't properly suggest a next step until you understand their timeline to solve the problem we just agreed upon. If they want to solve this problem in 3 weeks, we'll use their answer to drive far more urgency than if this weren't a problem to solve for 6 months. 𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 3: 𝐇𝐨𝐰 𝐝𝐨 𝐲𝐨𝐮 𝐰𝐚𝐧𝐧𝐚 𝐛𝐮𝐲. Guess what, the last question isn't a question. You should always suggest and confirm next steps because you've sold your software far more times than they've bought it. Frame your ask in terms of their best interest, not yours. Based on what you learned in the first two questions: what is the next step you need to take to solve their problem by the time they want it solved? And don't just suggest one next step, suggest next-next steps so they explicitly buy into a sales process, not a free 60 minute demo. Full breakdown of the 5 minute drill: https://www.30mpc.com/newsletter/how-to-set-next-steps-in-sales-with-the-5-minute-drill Join our weekly newsletter: https://hubs.li/Q02NJQ8p0 Things you can steal: https://linktr.ee/30mpc_youtube #30Minutestopresidentsclub #30mpc

Episoder(511)

64 (Sell): Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast)

64 (Sell): Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Avoid no-decisions by focusing on the impact of inaction to drive a business case. * Always know the next steps (value) for every deal in your pipe + the result once you provide it. * Establish the agenda for your next meeting at the end of your current meeting. * Double down on the high priority items in an RFP and put the other questions on the backburner. ====================== Andy’s Path to President’s Club: * Host of Sales Enablement Podcast * Author of two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales". * Ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

25 Aug 202125min

63 (Sell): Poking the Bear to create more conversations (Josh Braun, Founder @ Josh Braun Sales Training)

63 (Sell): Poking the Bear to create more conversations (Josh Braun, Founder @ Josh Braun Sales Training)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Figure out the cost of inaction when a prospect says “this isn’t a priority right now”. * Sell from the buyer’s perspective w/ Poke the Bear to gain interest before you talk about your product. * Mirror the “not interested” to figure out the real objection (relevance, comiss. breath, bad time). * A/B test cold call opens (Poke the Bear/New Content) to figure out what works best for you. ====================== Josh’s Path to President’s Club: * Founder, Josh Braun Sales Training * Former Head of Sales @ Basecamp * Former VP of Inside Sales @ Jellyvision RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

18 Aug 202130min

62 (Sell): Driving deal velocity with a Transformation Plan (Chris Von Huene, Sales Director @ Prodigal)

62 (Sell): Driving deal velocity with a Transformation Plan (Chris Von Huene, Sales Director @ Prodigal)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Ask each person for their personal top 3 goals to get out of the demo. * Always flow from champion discovery, to boss demo, to squad demo. * Capture the sales process with a Transformation Plan (Mutual action plan + MEDDIC). * Multithread your deal by running comercial term negotiations along with your POC. ====================== Chris’s Path to President’s Club:  * Sales Director @ Prodigal * Founding Associate @ Revenue Collective * Top 3 AE at Xerox RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

11 Aug 202129min

61 (Sell): Building a network of referrals and references to close more deals (Scott Ingram, Founder of Sales Success Media)

61 (Sell): Building a network of referrals and references to close more deals (Scott Ingram, Founder of Sales Success Media)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Make your ask as specific as possible (person, company, etc.) when asking for referrals. * Film a video with your pitch for your contact to pass along to the referral. * Prep your reference with exact talking points and potential objections. * Display insights to establish credibility - don’t just ask questions. ====================== Scott’s Path to President’s Club:  * Host of The Sales Success Stories Podcast * Account Director @ Relationship One (where he carries a $3M quota) * Creator of the Linkedin Sales Stars 100 list RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

4 Aug 202130min

Playbook: Discovery Teardown

Playbook: Discovery Teardown

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Every 10th episode, we tear down one topic. This is how to structure your discovery. FOUR ACTIONABLE TAKEAWAYS MAKE IT A CONVERSATION - figure out the problem, make it strategic, and be disarmingly blunt. Set the agenda by building rapport, establishing expectations, and anchoring them to next steps. Utilize humbling disclaimers and stories to ask better questions. Schedule next steps for at least 70% of your opps to ensure you know their buying process. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

28 Jul 202128min

60 (Sell): Getting a promotion using quality discovery tactics (Sarah Brazier, AE @ Gong)

60 (Sell): Getting a promotion using quality discovery tactics (Sarah Brazier, AE @ Gong)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  Break-down pricing objections to better understand whether it’s a timing, budgeting, or other issue. Dive into why the customer is evaluating a solution in the first place. Avoid the feature vs feature battle. Get ahead of potential objections by bringing them up preemptively. Treat your promotion plan like a sales cycle - multithread, figure out the buying process, etc.  Sarah’s Path to President’s Club:  Account Executive @ Gong Advisor @ Aligned, Chili Piper, and Ramped Instructor @ Sales Impact Academy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

21 Jul 202131min

59 (Sell): Leveling with prospects so you actually book meetings (Parker Eide, SDR Manager @ Gong)

59 (Sell): Leveling with prospects so you actually book meetings (Parker Eide, SDR Manager @ Gong)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * Break the mold by leveling with your prospect and recognizing that you’re a sales rep. * Find your top 3 buying triggers, in 3 minutes or less before you hit the phones. * Use email interactions as MQL triggers and prioritize those leads first. * Ask for a second chance when your opening pitch doesn’t go as well as you wanted. ====================== Parker’s Path to President’s Club:  * SDR Manager @ Gong * 2018 SaaSy Sales Management Impact Award Winner RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

14 Jul 202126min

58 (Sell): The science of asking better questions and handling objections (David Priemer, Founder @ Cerebral Selling)

58 (Sell): The science of asking better questions and handling objections (David Priemer, Founder @ Cerebral Selling)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways:  * “Cut” your prospect before showing them the band-aid - solidify the enemy. * Utilize stories when you hear a clear prospect pain-point. * Ask related questions before the big questions. Start small before going big. * Plant landmines with credibility and aligning yourself with the features your prospect cares about. ====================== David’s Path to President’s Club:  * Founder of Cerebral Selling * Lecturer at Smith School of Business at Queen's University & London Business School RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

7 Jul 202131min

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