How I Close Complex Sales In A SINGLE Call

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In sales, the general rule of thumb is, the more complex the product, the longer the sales cycle.

And for some complex products, that might be true. But for others, a single phone call is all it takes to get a deal done.

I close complex training and consulting packages with some of the brightest companies in the world. And usually, I do it over a single conversation. Yep, I have one phone call with the prospect and then send the invoice.

Most salespeople think this is impossible. But with the right step-by-step, single call structure, you too can start closing your deals quicker than ever before.

So the business-winning phone call isn’t a sales myth. It isn’t sales folklore. And it isn’t an old wives’ tale. But it is misunderstood. See, you can’t get any old buyer on the phone and close them in a single conversation.

No, they have to be the right buyer. And the real trouble, the thing that should take the most effort, the most thought, and the most time is qualification. A survey from HubSpot found that the number one challenge for one out of three sales reps is lead qualification. And it’s true, doing it right is tough.

That’s why with the Diagnosis framework we’re going to first discover the pain that the prospect is in, qualify them to see if we should be doing business with them and then close them, in that order.

Most salespeople do this over multiple calls, over multiple weeks. This framework will show you how to do this in just one call and then close the prospect at the end.

0:00 Intro
0:44 Summary
3:01 1. Pain
4:04 2. Time
4:56 3. Fit
6:01 4. Return
8:17 5. Process
9:31 6. Budget
11:15 7.Champion
12:45 8. Agreement
14:27 Summary
15:34 Outro

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