Result uploaded on: January 27, 2021

    img Used by: Chris Watson
    Points

    A method earns the following points when cold callers:

    set a meeting - 5 points
    get a referral - 2 points
    set a follow-up - 1 point

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    Easy to use

    The easier the method is to use and scale across the entire sales team, the higher the score is

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    Adaptability

    This score shows how well the method can be applied to any type of ICP or company, e.g., how well it can work for both SMBs and enterprises

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    Result Score

    Method overview

    When performed well, using humor in sales can break the ice, provide comedic relief, and serve as a launching pad for further sales conversation. Sandler humor opener sales strategy advises the salespeople to win the attention of their prospects with well-placed humor at the beginning of the call.
    The idea behind the method is to take a prospect’s problem and integrate humor with the solution your company can provide. There is always common ground between a salesperson and a prospect, and you can turn that common ground into humorous material. If you’re successful, you’ll build a high level of relatability and trust with your prospect.

    Transcripts

    Call 1 (Sandler humour opener)

    Seller: Hey, this is Chris with the Sales Rebellion. I’m on a recorded call. How are you?

    Lead: I’m good.

    Seller: Yeah, perfect. Perfect. So as my call, if I can invest 60 seconds into your day today. I hate people saying they steal in time, but I invest 60 seconds to you.

    Lead: This call is in reference to?

    Seller: Yeah, so I’m reaching out to as many VPS of sales that I can today. My dad always said either be memorable or don’t show up. So, I’m hoping to chat with you a little bit about a little-known company in Florida. It’s called the Sales Rebellion.

    Lead: No, I’m not interested. Thank you!

    Seller: Oh, I hate to hear that. Alright. Thanks, brother. Talk to you soon.

     

    Call 2 (Sandler humour opener)

    Seller: Yeah. Hey, it’s Chris Watson. We’re on a recorded line. I’m with the Sales Rebellion. This is Patrick?

    Lead: Yes.

    Seller: Perfect. Can I invest 60 seconds into your day today?

    Lead: Where are you from? Chris?

    Seller: I’m from the Sales Rebellion. A small sales training operation down in Florida. Can I invest 60 seconds?

    Lead: Certainly, tell me what you’re calling about. I don’t know if we’re gonna be interested. But go ahead.

    Seller: Yeah, brilliant man. Yeah. So the idea is that I know that at the end of the month a lot of salespeople are filling that challenge to decide whether they’re gonna hit their quotas or not. The sales rebellion, we’re all about reaching legendary status. So, we help reps not feel like, hey, it’s all about the KPI and the quarter today, but it’s more about a transformation to understand that they’re trying to impact other people’s lives and impact their own. And in doing that, we see a transformation that their pipeline feels more like their legacy.

    Lead: Okay, well, let me tell you a little bit about my firm.

    Seller: Brilliant!

    Lead: Contrary to the impression that comes from our company name, we are a very small company. Frankly, I’m the only salesperson to have right now. So, we don’t have a sales staff. So, I don’t think that would be a good candidate for your service.

    Seller: Yeah. Well, you know, Patrick, honestly, like, we do one on one sales training as well. We work with VPS of sales, or we work with sales managers, so do you go through training yourself? Do you believe in it? I feel like sometimes when I talk to people about sales training, I’m paying for the sins of all the terrible sales trainers out there.

    Lead: Well, that’s probably true. You know, I’ve been doing this for almost 40 years, Chris, I don’t think I’m gonna really need any training. I don’t think you can tell me anything that I don’t, frankly, already know. I’ve been through dozens of sales training courses over the years. I’m not saying I’m perfect by any stretch of the means. Now that’s not our problem. At our company, we have we have other issues related to sales and marketing, and sales training is certainly not on that list. So, I don’t think we’re good for you.

    Seller: Yeah, I told you 60 seconds, let me leave you with one more thing. I train people on storytelling. And that storytelling is maybe something a little bit newer, and you’ve been doing it for 40 years. The idea is that we can help people tell a better story at what you guys do, then we earn more time. So, it may not be specifically sales training, it can be you and I just hopping on a call and me learning a little bit about your 40 years and me telling you a little bit about storytelling and we can share stories about our buyers. So my mind line is we got to bring the buyer to the campfire.

    Lead: Yeah, well, our primary problem, Chris is lead generation or lack thereof. Once I get a viable prospect, I have a very high closing ratio based on the solutions that we sell. So again, I you know, our issue is not the ability to close a sale, but getting in front of more, more prospects. So again, I don’t think I’m a good candidate for you. But I appreciate the call.

    Seller: Yeah, yeah, no problem. Thanks so much.