How to Do 6 and 7-Figure Deals Over the Phone | Scott Smyth - 1617

The Sales Evangelist

Using a multi-thread approach

• Using data and being methodical going to market.
• 1% better each day is working smart.
• Doing less than 6 and 7-figure deals tend to be more transactional rather than emotional.
• Make the buyer the champion internally.
• Clients crave being smarter.

Strategy to get these big deals

• Getting the key people involved who can commit budget. This is usually 3-5 individuals—cross-functional Value: Solving a variety of business problems.
• Creating the momentum or “ground swell” within the organization of your prospect.
• Work behind the scenes.
• Create Partnership Plan: Alignment with the prospect (pain points, desired solutions, collateral needs, etc.)

Proof it works

• With this process Scott’s team has gone from 2% conversion ratios in outbound activities to 20%.
• Approach the sales process like a game.
• Don’t overthink each call.
• Review what you did well and what could be improved each week.
• What can you do each week to improve by 1%?

“Don’t overthink it, have a process and look at it objectively at the end of the week.” – Scott Smyth

Check out Scott’s website: www.hginsights.com

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Credits

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