In this episode, host Donald Kelly speaks with Jack Funk from a small startup called Salesforce in the Silicon Valley area. Jack shares his experiences and strategies for closing deals in one call. With over three years of experience at Salesforce and as a certified admin, Jack has honed his skills in simplifying the sales process and bridging the gap between client problems and solutions.
Keeping it Simple
● Jack emphasizes the importance of keeping the sales process as simple as possible to increase the chances of closing a deal in one call. He believes in the KISS principle (Keep it Simple, Stupid), which involves making it easy for prospects to buy from you.
● Rather than scheduling multiple calls for demos and presentations, Jack believes in providing all necessary information during the initial call. This approach saves time and caters to the busy schedules of decision-makers.
Demonstrating Value
● When speaking with potential clients, Jack typically starts the conversation by getting to know their needs and pain points. If the prospect seems like a good fit, he quickly transitions to a live demo or screen-sharing session.
● By showing a personalized demonstration of how Salesforce can solve their specific problems, Jack creates a visual and interactive experience that engages the prospect. This approach helps build their understanding and trust in the product.
Sales Karma
● Jack strongly believes in doing what is right for the customer. Instead of overselling or complicating the sales process, he aims to identify the core needs of the prospect and provide them with the exact solution they require.
● This philosophy aligns with his previous VP's motto: "See a bear, shoot a bear." By offering simplicity and addressing the customer's fundamental needs, Jack ensures a seamless sales experience and builds trust.
Catering to SMBs
● While not exclusively limited to small and medium-sized businesses (SMBs), Jack's one-call close strategy is particularly effective. In SMBs, decision-making processes are often simpler and less bureaucratic.
● Jack points out that conversations usually involve one or a few key stakeholders who have the authority to make a purchasing decision. By focusing on these decision-makers and their needs, Jack increases the chances of closing deals in a single call.
Conversion Rate
● With his simplified approach and focus on providing value, Jack achieved an impressive 30% conversion rate using the one-call close strategy.
● While not every conversation resulted in a closed deal, Jack's process allowed him to quickly evaluate prospects and determine if there was a mutual fit.
● He maintained a high closing rate and effectively grew his client base by being efficient with his time and resources.
Closing deals in one call may seem challenging, but Jack's strategies showcase the power of simplicity and personalized demonstrations. Sales professionals can improve their conversion rates by focusing on understanding customer needs, providing clear information, and selling only what is essential. Implementing Jack's one-call close strategy can save time and effort, allowing salespeople to be more productive and successful in their sales endeavors.
"Make it as simple as possible to buy from you. Give the customer every piece of information possible to make a decision, even if they never talk to you again." - Jack Funk
Resources
Jack's LinkedIn
Sponsorship Offers
1. This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by Calendly.
Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com.
4. This episode is brought to you in part by the TSE Sales Foundation.
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Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.