Do you have a plan in place before you make a sales call? Do you know enough about your clients before you dial? Do you have responses at the ready, and can adapt to unexpected changes in the conversation?
In this episode of INSIDE Inside Sales, Darryl speaks with the globally renowned Steve Knapp, Founder of The Sales Mindset Coach. Darryl and Steve chat about the importance of putting a pre-call plan in place well before you ever dial the phone. Using Steve’s 5-step “WOPPA” Program, they delve into visualizing outcomes, keeping your objective in focus, and how to stay in control of the conversation. Learn how to better move your opportunities forward on this episode of INSIDE Inside Sales!
About Darryl's guest:
Steve Knapp’s inspirational selling techniques are still the cornerstone of one of the world’s biggest brands – and they’re now raising the game of small businesses right across the Sheffield City Region.
The Bamford-based entrepreneur started his sales career at the very bottom – selling Calor Gas cylinders door-to-door in the late 1980s – but advanced it to the very top.
He rose through the ranks at Shell to become responsible for the success of the company’s sales teams right across the globe – his selling methods and ‘mindset’ techniques were adopted right across the business.
In fact, the sales handbook written by Steve Knapp still helps maintain the company as one of the world’s most recognized brands today.
But throughout his career he was very aware that sales is a sector with an image problem – from PPI mis-selling to double-glazing horror stories, it has traditionally been in the news for all the wrong reasons.
He’s now taking the very best of what he has learned from three decades in the industry and using it to help turn the small business community of the Sheffield City Region into one of the best performing business sectors of its type in the UK.