Deal closing & sales hacking close.io
This document outlines tips and strategies for sales hustling and deal closing. It discusses focusing on results, being shameless, following up strongly, dealing with rejection, having high values, being resourceful, showing empathy, doing minimal viable pitches, demonstrating value and credibility, managing objections, asking for the close, getting first customers through low hanging sales, charging early, offering discounts, moving timelines, creating no risk refundable offers, following up hacks like personal binary follow ups and business follow ups, turning everyone into a sales team, writing templates, creating back channels, being willing to walk away in negotiations, and shutting up in negotiations. The document provides a crash course on sales hacking and closing deals.
Deal closing & sales hacking close.io
- 1. You go&a be a Hustler A crash course in sales hacking & deal closing Steli Efti, Co-Founder Close.io Thursday, October 31, 13
- 2. Helped 100+ venture backed startups in Silicon Valley scale sales. Thursday, October 31, 13
- 3. Thursday, October 31, 13
- 4. Design. Hack. Hustle. Thursday, October 31, 13
- 5. Hustle A focus on results Shamelessness A strong follow up Dealing with rejection High values Resourcefulness Empathy Thursday, October 31, 13
- 6. Minimal Viable Pitch. Thursday, October 31, 13
- 7. Pitch Explain what you do Demonstrate value Create credibility Build understanding & rapport Manage objections Ask for the close Thursday, October 31, 13
- 8. Opening: Hi, my name is___________. I'm calling some startups in the area to find out if they are a good fit for our beta program. What we do in a sentence is we provide companies with a sales team on demand. Does this sound generally interesting to you? Qualifying: ● What is your current sales process? ● Who are your customers? How do you get leads? ● What’s the customer life time value? Test Closing: ● We want to start in 4 weeks - does this work for you? ● The beta program is heavily discounted. It’s going to be $X/day per salesperson ● We can only offer you 1 Salesperson to begin with (that’s going to be me) ● What is the decision making process in your company? How quickly can we make a decision? >>>Schedule Closing Call Thursday, October 31, 13
- 9. First Customers. Thursday, October 31, 13
- 10. Customer Hacks Low hanging sales Charge early Offer discounts Move timeline. Deliver faster No risk. Refundable. Pricing sweet spot: 20Y20N60OK Thursday, October 31, 13
- 11. Virtual Closing. Thursday, October 31, 13
- 12. Closing Hack “What are all the steps we have to take for you to become a customer?” Future Pacing Red Flags Roadmap, timeline, confidence Real vs. Fake interest Creating a future where they buy Thursday, October 31, 13
- 13. Always Follow Up. Thursday, October 31, 13
- 14. Follow Up Hacks 80% of the hustle is in the follow up Personal: Binary. Follow up till Y/N Business: 4-6 follow ups on all leads Drip Emails + FollowUp.cc Thursday, October 31, 13
- 15. Minimal Viable Sales Team. Thursday, October 31, 13
- 16. Sales Team Hacks Turn everyone into your sales team: Co-Founders + Customers + Investors Do the work: Write Templates. Remove friction. Create backchannels. Control them. Thursday, October 31, 13
- 17. Minimal Nego>a>on. Thursday, October 31, 13
- 18. Nego>a>on Hacks Be willing to walk away. Shut the fuck up. Thursday, October 31, 13
- 21. Sales Office Hour. [email protected] Thursday, October 31, 13
- 22. You go&a be a Hustler A crash course in sales hacking & deal closing Steli Efti, Co-Founder Close.io Thursday, October 31, 13