Running Your First “Sales” Call With Confidence (Ep 35)

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In this episode…

The LinkedIn Whisperer Brynne Tillman and the LinkedIn Sherpa Bob Woods ventures into the process of how you should run your first sales call. Watch this discussion as they help you navigate through setting up that much-awaited call with your prospect and how it’s going to be different from the usual calls people are accustomed to (and tired of) having.

Here you’ll learn about what the team refers to as the “insights” call, which is the call where you’ll be offering insights specific to your prospect’s situation, with a goal of bringing value so you can effectively transition into a potential prospecting call without making it feel like a “bait and switch” situation.

Connect with Brynne and Bob on LinkedIn or you can also visit our LinkedIn page to watch this episode again and get daily tips from the Social Sales Link team!

Things you will learn in this episode:

* In our mind, your first call isn’t really a traditional “discovery” call and it’s certainly not a sales pitch. Instead, we have what we call an “insights” call, where we offer insights on your prospect’s current situation. Don’t talk about how you help people… just help people! The close is, of course, asking for that actual sales call. — Bob Woods

* When running a first call that was scheduled from LinkedIn, it is vital that you don’t bait and switch. If they are getting on a call because you offer to share insights or network, make sure you deliver on the promise. If you can bring real value to the call and there is a need, they will ask about how they can work with you. — Brynne Tillman