Practice Your Sales Call Before Your Sales Call In Order To Ensure Success
Stone Payton: [00:00:00] And we are back. Stone Payton and Lee Kantor here with you for BRX Pro Tips. Lee, let’s talk a little bit about the value of practicing sales calls.
Lee Kantor: [00:00:12] Yeah. I think it’s a great practice to roleplay a sales call in order to anticipate objections, pain points, and possible solutions your customer might have. The more you can do this, it helps you empathize and see things through the eyes of your prospect, the better your real sales call will be. And you can really get ahead of certain things by just kind of imagining how the sales call is going to go, I mean, right from the beginning.
Lee Kantor: [00:00:39] Stone, this is something that, together, we do periodically. You know, we work through the language. We work through better ways to express what the value proposition is. You do a great job with this. So, do you want to talk about how practicing or rehearsing a sales call can be an effective way to just be better and more confident at selling.
Stone Payton: [00:01:02] Well, I’ll tell you, I do a great job of practicing. I don’t know how well I do on the playing field. But no, actually, this is the origin of the High Velocity Sales Simulator because I have personally found so much value in prepping before I go into a sales call. Practicing in a safe environment with you and then having you respond as realistically as you possibly can. And in some cases, maybe, even being a little more challenging than the person is going to be. But it really does help me clarify my communication and think through what is this person going to be excited about? What are they going to be scared of?
Stone Payton: [00:01:46] So, to practice your sales calls in a safe environment, get some expert feedback and advice, all of which is incredibly valuable. And then, you and I more recently have also — I’ve asked you to help me recreate a sales call that I was just on because I thought pieces of it didn’t quite go the way I wish that it would have. And I have personally found that invaluable. I enter into those conversations so much more confidence, so much better prepared, not just to execute on the sales call effectively, but I think better prepared to genuinely serve the prospective clients. So, yeah, I can’t recommend it highly enough, man.