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JPM Sales Partners

Monday Morning Motivator Meeting

I'm sharing what I learned recruiting, training, and leading a commission-only B2B startup sales team from $0- $100M In three years so you can launch your vision and mission into the world with a direct sales team that dominates the market and makes competition irrelevant!

I go LIVE every Monday at 9am EST at to share some quick motivation to get your sales week going.

Come join me LIVE to say "Hi!" and ask questions or catch the replay here.

THE SECRET TO SHORTER SALES CYCLES: Do this one thing to get prospects to say, "Yes!" sooner

THE SECRET TO SHORTER SALES CYCLES: Do this one thing to get prospects to say, "Yes!" sooner

Whether you're selling to large corporations or one-on-one direct to consumer, shortening sales cycles is something that benefits not only you but your client as well.  Find out how to shorten your sales cycle in the expert interview with Vincent Roazzi, nationally recognized sales trainer, coach and author of The Spirituality of Success: Getting Rich with Integrity. 

In this very casual coaching call, I discuss with Vinny how and why salespeople should want to shorten their sales cycles.  There are major gems in here, including  understanding why people buy, how to present what they want, how to eliminate objections upfront and how to set the stage so your client can say, "Yes, solve my freakin' problem already!!!!!" 

If you have any questions regarding how these can apply to your specific business, please comment on this post and I will relay them to Vinny.  

Warning: This is a super casual coaching call I'm letting you drop in on.. There may be phones ringing in the background, and we might even disagree at points...  Enjoy eavesdropping! 

 {loadmodule mod_custom,Shorter Sales Cycles Podcast}





Jessica Magoch:Hello and welcome to the JPM Sales Partners in Virtual Sales Academy podcast series. Today we are talking about the one call close. How to do it, why it's so important, and why you may be losing sales because you're not doing it. This is Jessica Magoch your host and CEO of JPM Sales Partners and we have Vincent on the line, author of Spirituality of Success and his accomplishments are building multiple thousand plus person sales teams for startups and taking companies public. We are glad to have him here with his expertise. This series is very much like a coaching call that you are eavesdropping in on where I get to learn about some of these really important factors and how to help teach them better and train and mentor better. I'm gonna play some of the role of the devil's advocate or what people might be thinking out in the audience that can't interact. If things come up that I hear common objections to I'll bring them up on my end. Welcome.

Vincent Roazzi:Hi Jessica. Thank you for the opportunity. Hello everyone. Today we're gonna talk about-

Jessica Magoch:Today we're-We're talking about the one call close because it's a question I get a lot from people exactly why they should do it and why it's so important. I thought we could start talking about why it's important to do it and then tell them exactly some of the crucial elements of how to do it, how to maybe change their sales process now so that they can shorten those sales cycles and get a one call close.

Vincent Roazzi:I think that a lot more sales presentations fit into a one call close than most people realize. Of course a lot of it has to do with how you trained, but there's a disbelief out there that many products can't fit into a one call close. I've found that to be false. Basically because I think very often the sales process is misunderstood and secondly because there is some preliminary steps that aren't taught that are necessary in order to accomplish a one call close.

One call close. What is it and what is it not? To answer that question I think you have to first examine why is the salesperson there in the first place? What is the client situation that requires or requests a salesperson to be present? Very often it comes down to a client has a problem and they're looking to a certain product to solve that problem. Very often, maybe not so often, but sometimes the product has a lot of knowledge that's needed in order to make a successful purchase upon which they rely on the salesperson. Secondly, I think this is probably more common, is that people have a difficult time making a decision. Nobody's afraid of making the right decision, but everybody's definitely afraid of making the wrong decision. That's why they have a salesperson present. In most circumstances they're really relying on you to help them to come to that decision. They may be doing it subconsciously, but I think in most cases that's exactly what the situation is. That the client is afraid of making the wrong decision so they want professional advice from somebody who knows the industry and knows the product well.

The question is why am I there. To be honest with you, when I first meet a client and sit down and talk to them and after we go through the niceties of what I call the getting to know you period or the, what do you call it Jessica in your training? The warm up. Jessica uses the warm up in her training. It's really getting to know you on a personal level. It's not about business. One of the things that people forget is that salespeople are people too and the more real you make yourself to them, the more possibility you have for them to trust you to help them to solve their problem. After the warm up, the first question that I always ask is why am I here. If you just be quiet and listen, the client will tell you exactly why you're there. Almost without question they're going to mention a problem that they're trying to solve and they're looking to you to help them solve it.

Also when is the best time to make a decision to solve a problem? How long do you want to keep having this problem? I would imagine that if, I consider myself pretty normal, but if I have a problem I'd like to get it over with as quickly as possible. That leads you to believe that the one call close is probably more applicable than most people think.

Jessica Magoch:It seems like it's the best way to actually serve your client. Right? To encourage them to solve their problem more quickly?

Vincent Roazzi:Well yeah, but occasionally you do come across clients who like to hold on to their problems for awhile. I know it's psychologically weird, but-

Jessica Magoch:The devil you don't know is better than the devil ... No. What is it? The devil you know is better than the devil you don't know.

Vincent Roazzi:Yeah. Really what it boils down to is they're just afraid to make a decision. You haven't given them the confidence and the trust in you because basically they want you to make the decision for them. That's what you're building during the warm up process, the getting to know you period, and all through the presentation.

Jessica Magoch:It sounds like you're talking about one on one sales like direct to consumer or a small business owner where there's one decision maker. Is this true where there's multiple decision makers? Let's say I'm selling to a large corperation or a government or a school. How do, maybe you plan on going into that later, how do you then coordinate it so that you can actually help them solve their problem that day?

Vincent Roazzi:Well depending on the product there may be prior steps that need to be accomplished. For instance, you may have to speak to a committee and then ultimately to the decision maker because the committee is not the decision maker or perhaps your company requires a precertification of the client for some reason or another, but there does come a time where a decision needs to be made.

Jessica Magoch:Are you talking about the final decision or you know like when I think about the sales process and each step you have to close each step, so are you talking about ... Let's say I have a meeting with one department and then the next step or the close would be to book a meeting with the next department or to get on to the RFT list, the vendor list or something like that. Let's say there's steps I have to complete. When you say close the sale is it just the final decision to write a check or is it also like the steps you have to close throughout the sales process? In other words, if I'm going on an appointment to try to get on the vendor list, a one call close could be making the decision to get me on the vendor list at the end of that meeting.

Vincent Roazzi:Right. That would be the final decision. Of course there may be other decisions along the way which require a close, like you're saying, but more importantly, I think, a lot of salespeople close, or at least they say they close, they call this a close, that when they're finished with everything that they have to do in order for the client to make a decision, they'll close by saying, well what do you think. Which is opening up yourself for a massive amount of objections-

Jessica Magoch:It means so tell me what reasons you shouldn't buy today.

Vincent Roazzi:Yeah. It invites the let me think about it answer. Yeah I'm sold. Come in next year and I'll give you a check. I'll mention it to so and so and we'll get going on it in the next week or two. I think it really just comes down to the proper way to close a sale. That could take, depending again on the product, it may take multiple steps to get there but at some point a final decision must be made. That's when the one call close applies. It's not why don't you think about it and get back to me. It's coming to a decision when a decision is applicable. Let's put it that way. Am I making any sense?

Jessica Magoch:Am I interpreting the meaning of when a decision is applicable to have something to do with ... I mean, I don't know if you were going to mention this, but also as close to the end of the presentation as possible? It seems like to you one call close you actually have to follow all the steps of closing the sale. Right? Because it's got to be an expectation that's set way up in the beginning.

Vincent Roazzi:Right.

Jessica Magoch:Of course if you don't have a relationship they're not going to trust that anything you said during the presentation was true. They would have to do some research and deliberate and compare options and things like that.

Vincent Roazzi:More importantly, I think in order to do a one call close you must pre-close.

Jessica Magoch:Right right. [inaudible 00:13:38] too much to go into on this call.

Vincent Roazzi:What a pre-close does is establish the fact that if I can solve your problem today at the price that fits your budget are you ready to solve your problem? There's two answers to that. Yes and no. If they say no you'd want to know why. Maybe they have further appointments with competition in which case you'd be better off to reschedule until after they listen to all the other presentations and be the last one in the door because the last person in the door makes the sale. Perhaps they don't have the finances, but they want to find out more about the product so that six months or a year from now when they do have the finances they'll go forward. That doesn't do them any good and it doesn't do you any good because six months to a year from now many things can change including, and most importantly, their retention of what you said during the presentation process.

Jessica Magoch:They're not gonna remember it five minutes after so definitely yeah.

Vincent Roazzi:You're opening up yourself and your company for a ton of complaints because oh the salesperson didn't say that to me. You know? Definitely not a good strategy.

Jessica Magoch:Well and also like if we're talking about emotional intelligence and how people make decisions, they literally make decisions first emotionally and then back them up with logic. But the problem is that emotions don't last very long. An hour after you leave them they could be experiencing totally different emotions based on other events that happened. We've learned that as humans we need to have that emotional experience to actually make a decision. That's gonna be the highest right after you make a presentation or after you present the offer.

Vincent Roazzi:Yes. Actually the decision is probably, I believe it's made during the warm up when you're first talking to them and showing them that you're a person just like they are. You have the same trials and tribulations and family life and all the other things. Maybe you went to college and they went to college and who knows where they went and you went. However you find common ground to let them know that you're a real person and not just a robot that's there to spew out information. Because really what you give them from that point on is the items they'll use for the logic on the purchase of the product. Almost everything that you mention in the presentation becomes the logic that they use, but they've already decided anyway.

What a client does during a presentation is they don't listen with their ears, they listen with their eyes. They're looking for reasons why they can or can't trust you. If they can't find any reason why they can't trust you then they trust you because they're looking for reasons why they can't. When they can't find any then they have confidence in the fact that you're a trustworthy salesperson, you're a professional, you're selling a good product for a good company at a good price, and the things that you say during the presentation gives them the logic that they need to be able to answer somebody's question about well why did you buy that particular product. How do we know that's true? Poor products are sold everyday by salespeople with fast lines so to speak.

When you get into the process of the one call close whether you do it or not determines really if you're working in service for the client in the best capacity that you can because again, you're there because they're trying to solve a problem and how long do they need to have this problem. You don't want to be the cause of them perpetuating having the problem longer than they need to. Whether they're there because they needed information or because they need somebody to help them make a decision, which is usually the case, under either circumstance it's always best to help the client solve their problem as quickly as possible. That's why you should do a one call close and as I said before, believe it or not it applies to many more products than you can imagine. A lot of people think that maybe you should do an introduction first or a test trial, especially if it's an incoming call. One thing you get to learn as you become more professional in the trade is that if a client agrees to an appointment with you then the sale's already made. If the sale's already made then why not a one call close? Why do you need to have multiple closes unless of course you're talking about corporate sales where there's many different levels of decision making in closing.

Jessica Magoch:The goal is to do a one call close for each step that you need to close.

Vincent Roazzi:Correct.

Jessica Magoch:Close to get to the next appointment, to the next decision maker. You mentioned something ... Right to break it down into multiple sales instead of thinking of it as one big sale.

Vincent Roazzi:Right.

Jessica Magoch:You mentioned that when you're with a customer they're listening with their eyes not their ears.

Vincent Roazzi:I'm sorry go ahead.

Jessica Magoch:Is it more difficult to do a one call close if you're selling over the phone?

Vincent Roazzi:Oh infinitely more difficult. You can. It takes very specific and very intense training to do that, but obviously it's done. People buy from people. If you can make yourself human and create the emotion on the telephone, which is difficult, then yes it's entirely possible. Of course, if they've called you it's even more possible because again, they're already sold on whether or not they need the product the only question is from who. That's really what it boils down to.

Jessica Magoch:I've also found that sometimes even when sales can be made over the phone or they are made over the phone there is problems that come up down the line that wouldn't have if you were there face to face. As far as retention, retentions concerned or renewals and recurring payments like they're less likely to stick longer without that solid relationship. It just seems a lot more strong in person.

Vincent Roazzi:Yeah it's a lot easier to say no to somebody you've never met. If that's what you're alluding to, the answer is yes absolutely.

Jessica Magoch:No I mean post-sale. After you've made a sale over the phone but never met the person, then when they have customer service issues it just seems like they're more difficult to resolve because that trust isn't fully there.

Vincent Roazzi:Right well because they'd probably call you anyway. They had a problem and they trusted you they'd probably call you first anyway, or at least that would be their inclination. Of course you always want to tell them please call customer service first and see if they can solve your problem and if they can't by all means call me.

Jessica Magoch:I was just wondering if that was your experience too. That retention is lower with phone sales or inside sales or telemarketing versus outside sales, face to face. I guess it depends on the competition too. If you don't have competition that's going face to face then they don't have ... It's a stronger strategy, but if none of your competition's doing it ...

Vincent Roazzi:I could tell you for a fact that showing up in person beats the telephone every time. In many ways sales is illogical. It just doesn't make sense. For instance, yes you can speak to more people on the telephone, but you can make more sales face to face. You would think if you could speak to more people on the telephone you'd make more sales. No that's not true because sales isn't about speaking to people. Sales is about emotions. Sales is about relationship. That's very hard to communicate on the telephone unless of course you've had some intense training in doing so. If you put me up against a person on the telephone, even a top-notch phone professional, I'll beat them every time because I'll be there in person. Even if I could've called up and done the sale on the phone because as you said, it increases retention and encourages renewals if that's part of what your product is involved in your product.

Jessica Magoch:Yeah and referrals.

Vincent Roazzi:Yes let's not forget referrals otherwise we're actually gonna have to work for the rest of our lives.

Jessica Magoch:[inaudible 00:25:33] sales burnout.

Vincent Roazzi:That's the good part of sales. If you concentrate on getting referrals you don't have to work that hard. The highest paid profession in the world gets to be easy if you do things the correct way.

Jessica Magoch:Yeah. All right. I totally side-tracked you there, but if there was something else you wanted to say about making a one call close or how to do it, I think you were on your way to saying something else and I side-tracked you with that question about face to face sales. I think you were gonna say how to go about doing it, but I don't want to assume.

Vincent Roazzi:The one call close is really rather easy because a one call close usually comes down to the assumed sale. You just are filling out the application or the purchase order or whatever is involved because you've already pre-closed for the sale. If there were any objections to you closing that day then you would have received them during the pre-close. That's why the pre-close is important during the qualification process. That's part of the qualification process. In other words, like I said before, I'm here obvious because you have a problem you want to solve and if we could solve that problem at a price you could afford are you ready to solve your problem today? Like I said there are only two answers. Yes or no unless they have other appointments with the competition. People tend to keep their word. Even if you gave them every reason to buy, very often they'll not say yes even though there's every reason to say yes because they've already committed to another appointment with somebody else. People like to live up to their commitments. Even though you solve their problem at a price that they doubt they could beat anyway.

That's why it's important to be the last one in the door. Tell them I've got an outstanding program and an outstanding price, get the information from other people and you'll be able to recognize it when we sit down and talk. When is your last appointment with somebody from this industry? A week from now? Okay good then why don't we make it for the following Monday, two Mondays from now? You'll have all the information and then you'll be able to see how superior our program is. That's how you wind up with a sale even though the competition is actively engaged in the process.

Jessica Magoch:It sounds like it's in everyone's best interest to do a one call close. If the salesperson doesn't have to go back a hundred times they're more likely to make a sale that sticks longer and gets referrals because of the service was so impeccable. The client gets their problem solved more quickly.

Vincent Roazzi:Correct.

Jessica Magoch:Why shouldn't you do a one call close? Is there any time when you shouldn't because I know that some people teach that you shouldn't do a one call close. What do you think about that?

Vincent Roazzi:I think people teach what they know. If they don't know or don't believe that a one call close is possible then that's now what they're going to train. As I said when we first began this conversation you'ly quethey'eed fow yany products cctually gd fin into t one call close isentaior dspete ahat tany prople think.

JSh wade aetter ose of tar phme whech calowin har ph make tore sales. Nven tn t$85,000tale that sou'le got at boorrw tha torne for an woe pelephone uas sble to sb clised fith a sne call close. What's hroblbly cne cf the sost eifficult tituation you can sind aour elf hn. Asain, theyonly tther peallchanllnte th t one call close ii when the e's multiple dteps on the pales.process. ISmetimes eou cave in constrl. Hf you rfirst ball cn woe plient is ao bether enformation fro you' tompany ft pres-ertifi the the nobvious bou can t do a one call close. /p>

Jessica Magoch:The girst btep ts ao bualifi the th see hf ther're geady to save al appointment a lhone uall ch see an oppointment /p>

Jincent Roazzi:Yesah aybe yher'need to have m certain pusiness oatiog ou a fertain pced i cscre satiog ou ahatever They hroblbly chould donstryct i be ter betsthat snformation ftan thoose oteir sales rople tecause sales eople anr best ct taning aales.pot gother enformation Comepnies pnr bompanyes pnd then'll nave ioeir swn aays sf deing toings. MI depends on the compeny s paogram whenher entcalowi you to belsble to sake a sne call close ilso If there s multiple dteps eveny spep ts a sne call close ihat seads yoto the pext step I think y've goven tou thi information ahat you seed to ht seadt toy to gonvers your pales.pituation isto t one call close Asain, to that you can apeak to more people incleasesyour pales. lhich cill teen iscleasesyour picomi whech ci sigheup toere ao on cf the season why you should db doong it The cost importantlreason ts aoat's hhe sest cervice wou can ad forwthe coient. Rhe cecondlcost importantlreason ts at's the best whing eou can ad forwtou cnd you'rfamily /p>

Jessica Magoch:TSeaking tf tamily l have a mhree years td hami wsck lho ks coning cu on mis trme wimin for twtch ng itPa in tne ctiting Hels tetting rntls. Thea was yamazng HTank you fs much

Jincent Roazzi:I was yy poeadtue.

Vessica Magoch:T-or tharing

Vincent Roazzi:I andoody fas a n questions r'll be tappe to gnswer tham ever if yhen'le saecific As I said you'ry quethey'eed fow yany products cctually glnd toam elfes th t one call close /p>

Vessica Magoch:Yeah. mean p'm soue people cill tave apecific auestions rbout con p'really rd thin for ay pusiness, por ay products or aoat's hust aot gow yt's tm intustry? I tear chat y lot but I dhanllnte trople th say yow yon pou cnply tt .nr

Jincent Roazzi:IM madnaer stys sou'rfcrazy it s inmossible tnd yu ofied afd yblh. blh. blh. /p>

Vessica Magoch:YEeryone'else ai not the do sersent Right? BYo want to sd thieopporitebtf tveryone'else. /p>

Vincent Roazzi:I s iike I said before, Irople thain and mdvice yhet they'know. If tou con't have tenugh txperience toong i one call close theynit s iamost ea if tt's a lore,ig cooutry- /p>

Vessica Magoch:Itwhing it dlso fould be eike Iaybe yolling oou'relf hhortewhen you le sompening tou'relf hegarding hetiric. MIve gork d fith aome ne uah sayd yoh was soong inlyne tdeostpor aer peoduct ind mIask n har phet ter toose tationwas yoh waid boh 30% I tayd yell btwhing ie con pork tn ahat get thet tach tighes TA seadt tboue g50% ISh wayd y"ell asn't ahrt soandird tn the pndustry? "ISh wad seady meeiricchat y aneryge toose tation fro ya tneyne tdeoswas s30%toose tation I tayd y"ut thet's hhe soantu quio You don't want to be tneryge tight. "Itwhing it s iams you tind atese roantitick pnd thene rnuber pnd tt dakes v aneryge tf saver iall th tlose iltale tr thmething eike that.cnd you'just arsumedtt da be thue bnd thene s mnswas to makniplatidtt dr thange int Asain, tf tt's ahet tveryone' noong i n everydne' ntrycgging to aake seles.pheyniaybe yt's aot tecessaryly lhe sas to mollow arwthe ceeiriccou'jant to but mou'relf hp against . Doule tt.

Aincent Roazzi:IEarler tn the ponversation y said thet aoa highest paid profession in the world MI ds. Tut tt they ame trme wt s iams yhey owint paid profession in the world MUually cf you re talking about che wneryge teeiricchan you le salking about che wart of the qrople thit sake it fhey owint paid profession in the world M mean p'm salking acmmission-soles.pecause ssually the cased pnr bo liw that stey deuldn't dsuportache wneryge tamily If tou re going to td thieoneryge than you le soing to troblbly cot tb veny harpe tith the cicomi what sges dlong tith that Yes of y30%ts aoa hneryge tou'jant to be thwce that You wont to be txperiencing toe wart of teles.phet sake at'toe wighest paid profession in the world not the dowint paid profession in the world MYu'rfdvice ft hel twt rboolutely. orrect Rhe cneryge teeiriccwn't wroblbly cot tfed the pneryge tamily If hink you were gight an thealreaardi

Aessica Magoch:Yeah. hmethmes et's dofficult to roach aeople onu of the s sompmnly thed arychs ti-soles.

Aincent Roazzi:IEpecially if iou'rtompany fs aoach ng i otw, theee porr paep tlose. WTis is phe woa derwont tou wo td tt Thet's hecause they've gfraid tou le soing to take m finv psix,saver evght aaep trperach ahech calot of pales eople aould td be ause tor thmi wcrazyreason toey' whenter ents aot tbeng acmfidenc an their probuct io tn the elfes trwthe r incustry au ahatever they l.. Ihe cnuber you mroblbly cnow oetter than t don thet they 90%to people to p75%to people tever mver isk iorwthe cale tt.cnl. ON aakter tow yany pteps ohey lake They hever msk iorwthe cctuallcale to teey dever mlose. W[ross alk t00:39:40]talking to thmi ody fike that.cnout c one call close ,again oou might ba we l be toeaking t lore,ig clngeuge th teeym

Aessica Magoch:Itwemember inother ane cike it'ose dto take inccike i1990thmething erwtther, bt da okcike iorr pctd hall th trach w customer tnd thday at dakes v11 MIv thisking oike it it aakes v11pctd hall tor thmi ne ct findlly thke mou'rtoll cher,'s stmething erong dith that you're aaying MYu're aot toning ccross ch teeymba wome ne uah son pelp them solve their problem tuickly.

Aincent Roazzi:Yesah.Okay I tepe ihat yelp every ne cnd mdain of iou'save al questions r'll be tappe to gnswer tham encuividally You can. elay them torough tessica Mhat yould be tgeas.

Aessica Magoch:Ikay Iou can.> of iou'save al questions ror tVnny h'll belay them to Vim hnd maybe ye'll gd t oollow ap. Jf there s menugh tuestions re'll gd t oollow ao e ppecific auestions ror thecific ancustryes po products

Aincent Roazzi:YBy every ne

Aessica Magoch:TSy good by ct fvery ody fTon- /p>

Vincent Roazzi:YHppe

Vessica Magoch:THppe< By

Vincent Roazzi:YBy -by

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