Steli Efti is one entertaining speaker and I had the opportunity to listen to him at Hypergrpwth SFO a few years back. He spoke at SaaStock last year (profanity alert) on designing a killer sales call. His 5 point formula –
1. Reach People
2. Sound Good
3. Ask Questions
4. Manage Objections
5. Close.
Since at some point we all need to talk to our customers pre sales – while qualifying – you need to be clear that a call with a prospect could be one powerful tool to understand real objections and reasons why people would buy your product or not.
![](https://i0.wp.com/cdn.pitch.link/blog/wp-content/uploads/2020/03/07152710/403.jpeg?resize=800%2C600&ssl=1)
The biggest problem according to Steli? Most sales people don’t ask for commitment at the end of a sales call. According to him the most powerful question that will help you decipher the buyers roadmap to a sale is –
“What would it take for you to become a customer of ours?”
See the key here? The buyer needs to tell you that he will close.
Where I learnt this #403
How to Design a Killer SaaS Sales Call