Consultative Selling: How To Win Your Prospects Without Really Trying

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What You'll Learn: - Fine tune your first impressions meter - Teaching vs Selling - Screen sharing: helpful or moving too quickly? - Should you talk numbers ($$$)? - How to end the call

Ventes

Consultative Selling:
How to Win Your Prospects
Without Really Trying
SALES HACKER WEBINAR
@saleshacker

Hosted by:
Dan Shure
Owner
Evolving SEO
Gaetano DiNardi
VP of Marketing
Sales Hacker

✓ Discovered the power of SEO first hand by using it to grow
his own music business in 2007.
✓ Has helped brands like Ring Video Doorbell, Hint Water,
WGBH (Boston’s Local NPR) & Vosges Chocolate.
✓ A Moz Associate, and host/producer of Experts on the Wire,
an SEO podcast downloaded over 200,000+ times.
“Dan is an absolute super star when it comes to SEO, he came
recommended from one of my friends and I cannot recommend his
consulting / services enough.”
Nathan Chan, CEO of Foundr Magazine
Dan Shure
“

✓ Earned results for brands such as: MLB, Grainger,
Mattermark, Contactually, DocSend, Klipfolio, Pipedrive,
Sales Hacker, GoSkills.
✓ Built a conversion focused SEO program @ Pipedrive,
ranking #1 for high-vol. terms like “Sales Management”
“His SEO and content strategy chops, auditing, and analysis skills
are world-class. Gaetano's SEO audits contained a level of depth
that was far superior to any agency I have ever seen.”
– Brad Zomick, VP Marketing @ Pathgather
Gaetano DiNardi
“

Fine Tune Your First Impressions Meter
Teaching vs Selling
Screen sharing: helpful or moving too quickly?
Should you talk numbers ($$$)?
How To End the Call
Agenda
1
2
3
4
5

First Impressions Matter
o A client horror story
o How to read first impressions (email &
phone)
o Why this sets the path of your entire sales
strategy
o Turning the tables - giving a first impression.
1

Teach vs Sell
o The teaching mindset
o It’s not ‘either or’ - do BOTH.
o The prospect that ‘stole’ my free
advice
2

Screen Sharing & Demos
o The #1 phrase I hear most selling
SEO
o Selling services vs software
o Oops... I left my notifications on
again (dangers of screen sharing)
3

Should you talk numbers ($$$)?
o Considerations:
○ Who (person and company)
○ Source
○ Pain level
o How to talk numbers
4

How to end the call
o The story of my dentist
o AVOID chasing at all costs
o Techniques for a successful
follow up
5

First impressions matter. A LOT.
Don’t teach OR sell. Know when to switch hats.
Screen share selectively, with caution.
Test and experiment with how and when to talk $$$
Use tactics to avoid chasing follow ups
Key takeaways
1
2
3
4
5

Q&A
Dan Shure
Owner
Evolving SEO
Gaetano DiNardi
VP of Marketing
Sales Hacker

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Consultative Selling: How To Win Your Prospects Without Really Trying

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