Deal closing & sales hacking close.io

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Deal closing & sales hacking close.io

  1. 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. 2. Helped  100+  venture  backed  startups   in  Silicon  Valley  scale  sales. Thursday, October 31, 13
  3. 3. Thursday, October 31, 13
  4. 4. Design.  Hack.  Hustle. Thursday, October 31, 13
  5. 5. Hustle A focus on results Shamelessness A strong follow up Dealing with rejection High values Resourcefulness Empathy Thursday, October 31, 13
  6. 6. Minimal  Viable  Pitch. Thursday, October 31, 13
  7. 7. Pitch Explain what you do Demonstrate value Create credibility Build understanding & rapport Manage objections Ask for the close Thursday, October 31, 13
  8. 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. 9. First  Customers. Thursday, October 31, 13
  10. 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. 11. Virtual  Closing. Thursday, October 31, 13
  12. 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. 13. Always  Follow  Up. Thursday, October 31, 13
  14. 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. 15. Minimal  Viable  Sales  Team. Thursday, October 31, 13
  16. 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. 17. Minimal  Nego>a>on. Thursday, October 31, 13
  18. 18. Nego>a>on  Hacks Be willing to walk away. Shut the fuck up. Thursday, October 31, 13
  19. 19. h&p://close.io/free-­‐sales-­‐course Thursday, October 31, 13
  20. 20. h&p://venturebeat.com/2013/10/28/office-­‐hours/ Thursday, October 31, 13
  21. 21. Sales  Office  Hour. steli@close.io Thursday, October 31, 13
  22. 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

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