Reflections on the Sales Skills Bootcamp with David Weinhaus and Aaron Soh
The 3-month training by Mr. David Weinhaus and Mr. Aaron Soh of HubSpot during the period of Nov. 2017 to Jan. 2018 was quite an unforgettable experience.
Taking the first Sales Lions Training with Mr. Dan Tyre in the middle of 2017 was an eye-opener for me. The focus was on making a “warm” Connect Call to a prospect to build some rapport with him or her. It was an exciting experience for me to realize that it was actually possible for us to use the telephone to build some relationship with strangers without meeting them physically.
Then, when the Sales Skills Bootcamp of Weinhaus and Soh started, I realized that the Connect Call was just the first step of the entire Sales Journey.
David and Aaron took us to the second and the third steps of the Sales Journey: The Exploratory Call and the Goal Setting Call.
The Exploratory Call training gave me a very systematic way to establish myself as a Business Consultant, rather than someone from a Digital Marketing Agency. That makes a lot of differences in my relationships with my prospective clients.
What the Exploratory Call focuses on are the different aspects of the prospect’s business, such as:
- Goals
- Plans
- Challenges
- Budget
- Timeline and etc.
Through raising a series of questions, we are able to explore all the different issues that the prospect faces in his business. Although we may not be able to resolve all the issues, we at least have a much better understanding of his business.
The Goal Setting Call was designed to enable us to have a clear understanding of the expectations of the prospect in terms of aggressiveness of his marketing programs.
Based on the findings from the Goal Setting Call, I can customize a proposal designed to help him achieve his business goals effectively.
This is very good for closing because I will not develop any standardized proposals for any prospects going forward.
In closing, I have to mention about that the roles plays that we had with David and other team members in the training generated tremendous impact on all of us. We had first-hand experience in close-to-real situations. In my opinion, it is the most effective way to master practical selling skills.
A big thank you to you, David and Aaron, for helping me grow in my selling skills.
Sincerely, I believe that I have become a much better Sales Lion.
I look forward to more training opportunities to improve my selling skills in the future.
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