The Takeover with Tim and Cindy

How We Close Enterprise Clients in 30 Minutes or Less

• Tim and Cindy Dodd • Episode 7

Share episode

Think you need three, five, or even ten calls to close a B2B deal?

Think again.

In this episode, we’re shattering one of the biggest myths in sales and showing you exactly how to position your offer so a CMO at a 500-employee company can say “yes” on the spot. From mindset shifts to call structure, you’ll discover the exact framework we use to close enterprise and mid-market deals in just one conversation.

Whether you’re tired of proposals sitting in inboxes or you’re looking to speed up your sales cycle, this conversation will give you a clear path to faster, more predictable wins.

Chapter Markers:

  • [00:53] Why long sales cycles are slowing you down
  • [03:09] Positioning your offer for one-call closes
  • [06:40] Accepting your service as a commodity
  • [13:34] Structuring the call: from problem to solution
  • [25:52] Making the next step so simple they can’t say no

CONNECT WITH US!

Download The Free Outbound Sales Playbook:

Master cold outreach, close more deals & drive revenue to your business using The Outbound Sales Playbook. Battle-tested on over 1,000+ businesses and proven with over 100M data-points, this Free E-book will give you the tools you need for predictability and scalability in your marketing and sales efforts. Disclaimer: Only download if you want more customers!

Join The Takeover Community:

  • Sign up for The Takeover newsletter and get the latest marketing tips, sales strategies, and business insights delivered straight to your inbox. Join a community of entrepreneurs & high-performers dominating all areas of Sales & Marketing. Sign up for the newsletter.

About The Hosts:

  • Tim & Cindy Dodd are the Co-founders of PEMA.io, based out of Miami, FL. Connect with Tim and Cindy on LinkedIn and Instagram:

About PEMA.io:

PEMA.io is an Inc. 5000 Outbound Agency specializing in helping Marketing Agencie...

00:00

Stop buying into the myth that you need three plus calls to close the deal. You have to understand how to get people into an emotional state or  otherwise known as the buyer's pocket. But you also have to make the logistics and the friction be so minimal and B2B that a CMO of a 500 employee company could hire you on the spot without having to bring in other stakeholders to test you out.


00:23

Now I'm starting the whole call off on, we found the problem, the full scope of the problem that we're here to solve. Now I'm going to spend the rest of the call focused on solving that problem.  And then my pitch is going to ultimately be the perfect solution, low friction, low entry to solve that problem immediately. You are  a commodity.  Your service is a commodity. And with AI,  what were the world's at right now in the amount of competition you are up against more so than ever before in human history.


00:53

You have a massive amount of competitors that have all these amazing tools at their fingertips. Welcome to the Takeover with Tim and Cindy, where we show you how to dominate every area of life and business. Let's get winning. If you're in B2B sales and you think that it requires multiple calls to close a deal you've been lied to, and I'm going to burst that bubble and show you why you can close B2B deals, even mid-marketing enterprise deals in one call.


01:21

And it doesn't require this massive long sales process and sell cycle to do it. Yes. Welcome back to The Takeover. I'm excited about this episode because I didn't even know this was possible until we started to do it. So we're excited to bring you all on the inside of how we really started to close on one call, enterprise clients, mid-market clients, as Tim mentioned, established small businesses  and what that could look like for you. Of course, this isn't for everyone, but


01:51

It's definitely something that you should consider for your company. And I think after you listen to this episode, you'll find all the reasons why it actually can work. And we always say, ask yourself, how can I? Because you can definitely start to enlighten yourself and see just a different perspective on what's possible. So Tim, let's dive in.


02:10

Before we dive in, let me explain kind of the difference on one call closing in a B to C scenario versus a B to B scenario. Because people listening, might be like, Tim, you don't understand B to B. You don't understand my offer, my complexity. I do. do. And  one thing I understand is that whether you're selling to a mid market or enterprise, you can do one call closes  if you're positioning your company and your offer properly. Now in B to C,  these people are scared. You might be asking them to spend


02:40

you know, money that's like a massive amount of money for them and you're asking them to take all this risk for this person that they just met, that's gonna be very like high influence. You have to really understand like how to be a ninja closer and understand all the rebuttals, all the pre-framings and pre-handling. Those skills are good to have. You have to be careful if you use them in B2B, because if you overdo it in B2B, like they're just more sophisticated so they don't work. What's gonna work in B2B is yes,


03:09

Absolutely, you have to understand how to get people into an emotional state or  otherwise known as the buyer's pocket. But you also have to make the logistics and the friction be so minimal in B2B that a CMO of a 500 employee company could hire you on the spot without having to bring in other stakeholders to test you out. It's interesting how you classify the difference between the B2C versus B2B. With our clients, we review a lot of sales calls. And I'll often see that a company will


03:38

try to do a one call close, but their offer is not positioned for a one call, right? They have to actually be scheduling more than one call. So I'm excited for you Tim to dive into a little bit more what the offer looks like to be able to close on one call, because I have seen it done so often where people are trying to close on one call when they are not positioned to do it effectively. Yeah, absolutely. And I'm not saying every deal is going to close on one call.


04:04

But I'm saying if your offer is positioned, which the key point there is your offer is positioned to be able to close in one call, you should always be going for the one call close if they're a FIT, but also you should always be countered. You should always have the next meeting scheduled, right? You should always be moving the deal forward.  don't just all of well, Tim said do one call close. I'm gonna try it. Why is it not working? Why is it not working? Like, just send a proposal. I'm gonna send a proposal. It's not closing.


04:31

We're going to walk through how to do it right, but also just remember if it doesn't close, if I'm talking to CMO and he's like, hey, this looks great. This is perfect. Everything we need. I can't make this decision without running it by somebody else. I'll make sure they're tied down. I'll do my, okay, great. So long as they're bought in, you know, how do you feel about this? Do you like the strategy? Oh yeah, this is great. This is perfect. Exactly what we need. Why? Why do you need this? Why do you like this?


04:55

I make sure they're really bought in before I schedule the next call. And if they're like absolutely bought in and it's like literally logistics, cool. Like let's schedule the next call and then I'll walk through what is that next person gonna look for, right? So I'm gonna position on my second call. So I'm not saying always closing one call, but you should set up your offer in a way that it can close on one call. And then you should expect it to close on one call. And then if it needs to move to two calls, you should always schedule the second call or the third, always schedule the next call for sure.


05:22

Do you think that there's a mindset shift that has to happen when you're doing B2B? Because something so often we're taught, at least how I see it, everything B2B, when the complex sells, it's like multiple calls by default. Do you think there has to be like a mindset shift that happens? If you're still listening to this episode by  now, I think you're open-minded enough to actually realize that one call in B2B can work. Because  if you're still like, I don't know, man, you don't understand my offer, Tim.


05:50

How many times, Cindy, have you heard an agency tell you,  oh, but I'm different. offer is different. My offer is different. How often does that happen? Very often. Very often. And how  actually different is it, right? Not very much different at all. Not very much different at all. Here's the mindset shift, and you're not going to like it probably, but  once you buy into it, you're going to love this mindset shift. You  are a commodity.


06:15

Like your service is a commodity and with AI and where the world's at right now and the amount of competition you are up against more so than ever before in human history, you have a massive amount of competitors that have all these amazing tools at their fingertips. You are a commodity. And I think it was the moment that we realized Pima is a commodity and that we were open to that. Well, like, let's be the best freaking commodity in our industry.


06:40

Like, let's make it so easy to purchase our commodity. Let's be so easy to keep purchasing our commodity. Let us have the best commodity in the business. That's what really shifts your mindset to now be like, okay, well, if I can start seeing my product as a commodity, even if I'm this high-end boutique agency that does like all these special things and I work with aliens on another planet, these, like dude, like.


07:05

People are people. If I can show value and remove risk and make it low friction for somebody to try me out, they're gonna try me out. And I think the first step that has to happen is just accept that you're a commodity and that you're playing a commodity game. Even if you're Rolls Royce competing against Bentley, you're still commodity. You're selling the commodity of everybody wants the most amount of status for their investment with like luxury products. Like think about it, like Rolls Royce, even if they say I wanna buy the most expensive car,


07:35

that person who buys the most expensive car to have the highest level of status still gets more value per dollar out of purchasing the most expensive car. Why? Because for every dollar they spent, they feel like they got the most amount of status. And so if you can start seeing luxury brands as selling status as a commodity, you can start seeing your service as commodity, that's really a mind shift that really puts you in a good place to say, actually, if that's true, then I can one call close.


08:04

I've never heard it put that way. So that's so good. And then when you realize your commodity, you realize, Hey, you know, I'm actually not that special. I'm pretty dang good at stuff. And if I could position my stuff to my customer of like why my commodity just makes so  much sense, then I can get the deal in one call. And we'll walk through how to do that here in the framework. So that's just one  mindset shift that made a massive impact for our company. I don't hear anybody else really talking about that. Cause everybody's like, you want to position yourself to


08:33

sell to rich people that's not a commodity. Like if you're selling to rich people or big massive companies, you're still a dang commodity. That was a big mindset shift for us. The other thing is once you have that really awesome offer in place, just assume that they're getting on the call and they're going to close. Like I even tell people if I'm on a call with somebody, I'll say, hey, you know, we're going to go over our stuff today. mean, 60 % of the people I talk to, they sign up on this call. There's no pressure. You don't have to sign up, but you'll see what we offer is so no brainer and it's so easy to


09:03

test this out that you're probably gonna sign up if it's a fit. And so I make a very low pressure, but I tell people that from the very get-go. And I genuinely expect them to sign up on the call. So number one comes with expectation. I have that confidence though, because I believe it, I have the conviction, because I know I have an offer that if I was in their seat and I didn't know me at all, the offer itself is so compelling that I would sign up for sure on that first call.


09:31

So good. I love that we start off with mindset because I think shifting the mindset is key to unlocking what's possible with the OneCore Close in B2B sales. So now that we've spoken about mindset, let's go into the practical, tacticals. We always want our audience to walk away with the exact how-to so they can start updating their scripts, updating strategy. So let's talk about what is that framework for the OneCore Close. Let's talk about from


10:00

what to do to prep for the calls or pre-call prep, the call structure and flow. Let's talk about injection handling, everything  that is going to be needed to start to transition into even seeing what's possible with a one call close for B2B. When it comes to step one, which is like pre-call prep, I see people way overdo this. And what happens is if you have a very complex offer because you've made it complex and you're trying to sell the big 200K project,


10:29

right off the bat, then you have to do a bunch of pre-call, pre-call prep. You're gonna be spending thousands and thousands of dollars just prepping for calls that never close. What I wanna do is I wanna have an offer that I can close on the first call, and it's very simple, and it allows me to get in with a company and, as we say, land and expand. I'm not trying to expand. Too many people try to get the big project right off the bat. I'm like, not going on our first date. like, hey, will you marry me? My one-call close is like, hey.


10:57

let's do another date. So my goal of that first date is not to get married, I already have a wife, but if I was single, it would be like, hey, let me get the second date,  right? And so that's how we see that first close, that one call close should just literally be like, yeah, you're collecting money, you're getting a contract, but it's the light, like, hey, let's do another date together. And then you get to prove yourself out as a company to them during that process. Now, in that case,


11:20

All I have to do if I'm making an offer that simple and that easy, and I don't care if you're selling to enterprises, mid-markets, whatever, I can make my offer that simple. In fact, it's better if you make your offer that simple. In that case, then all I have to do is take the three or four main points of my pitch, flip it into value instead of like selling points, I take the selling points and go, how can I say this in a way that delivers value to my prospect?  I put that in a five or six minute video.


11:47

where I share a little bit about us, skim past that, then I go over those three or four value points that align with my pitch, and then I just say, looking forward to meeting. If you can make a video that actually delivers value and it aligns with your pitch, by the time they get to your pitch, they're already gonna be bonded to your pitch. So that's number one, pre-call prep, the way I see it. Right, so the pre-call prep, this is the video that we highly recommend.


12:12

is essentially what is going to go out. So somebody schedules a call with you or someone on your team, they immediately receive that video that is really going to bridge the gap between the time that they booked the call to them getting on a call with you for you to pitch on that call. What's great about that video is a lot of your authority, testimonials, reviews, all of the trust building can happen through that video.


12:37

so you don't spend that first call trying to build all of the trust, right? That's already happening through the warmup video. So also makes getting on that one call close a lot easier because your prospect already knows you, they know what value you deliver, they are clued up with your case studies, your reviews, you're not having to walk them through all of that on this one call close, which makes that one call so much more possible. Yeah, you're absolutely right. And not everybody's gonna watch it, right?


13:06

But if you can make that your primary objective when they book, maybe send them an email, send them an SMS with this, and don't try to send them a million other things, just send them this one video. If you can get like 50 % of your meetings to watch that, then you have 50 % that are already pre-sold on your pitch. So you're in a great place.  Like that's the easiest thing to do, but you have to execute it well. Let's talk about the second step, which is the call structure.  What should that one call close look like?


13:34

Stop with the rapport stop with overdoing the rapport. I'm gonna give you the framework in so much time on a report I feel like it's it drives me nuts. Hey, I see you. You like tennis. I like tennis, too I see you drink water every day. That's so weird. I drink water every day, Well, how about that weather? Oh sure. It's great. I just like oh, hey great Like I could do a little bit like oh, hey, see you like you're up in Atlanta, Georgia Yeah, cool. I'm down here in Miami. Have you ever been? yeah, I've been a lot of people always like to say that. Oh, yeah, I've been in Miami


14:03

Party, family, friends, a little bit of everything, you know what I mean? So, like, I'll do that maybe rapport super quick, but then I jump right into like, hey man, I know your time's valuable, we don't have much time today, hey, we do, you know, X, Y, Z, maybe you could tell me what is your biggest challenge with your ad spin right now, what's the biggest challenge with your social media, what's the biggest challenge with your lead generation, or  maybe what's not working the way that it could be. I wanna get right into that,  right off the bat. So, cut the rapport, be a little friendly, if you do rapport,


14:33

too long, you are going to destroy,  absolutely destroy your authority because there's three status levels that you're  automatically placing yourself into on a sales call and actually in every social situation immediately. You either are the boss, meaning you have authority, you're the expert, you're clearly the leader in this area that you're talking about, you're the buddy, you're just a friend, and  people don't really do much business with buddies, not in sales.


15:01

or you're the beggar, you're seeking approval. And if you overdo the rapport, you either become the buddy at best or you become the beggar, like just seeking their approval. I'm doing this rapport because I'm trying to win you over. And so I want to jump right into the problem because guess what an expert wants to talk about? The problem. Okay, what's going on here? Hey, know, like, you know, we've tried, you know, this before, we are having troubles with this and blank, blank, blank. I want to dig into the problem and I'm going to give you some magic right here. So please pay attention.


15:31

You're going to want to listen to this again. You're going to want to write this down because this is going to change the game for the rest of this sales call. And it's very critical. You get to what I call the problem probe label very quickly. Hey there, I've got to stop here for one quick second to ask you this question. Have you been enjoying the podcast? If so, make sure that you are subscribed and take that one extra step to please leave us a rating and a review.


15:59

wherever you are listening to the show. Not only does it help us continue to grow and impact more people, we'll make sure that we show up wherever you are listening as well. So you start with the problem, what's your biggest challenge? Where do you need help with your leads? And then I'm do these, listen to these scripts. The first script is what's going on there? Oh yeah, know, we're just like, we're trying this thing and we need more leads. So I'm just gonna do it like I'm selling Facebook ads to somebody. That's right, so.


16:26

I'm selling you, you're a CMO, we do like Facebook ad optimization or whatever. Hey, so Cindy, I know your time's super busy. What we do at high levels, we work with CMOs like you to really optimize their client acquisition costs and their ad speed. What would you say is your biggest challenge right now with your paid media? Or what's that working way it could be for you? The cost per lead is super high right now. Now here's my first script. It's really simple. What's going on there? Oh, you know, it's been climbing for the last...


16:54

Like you saw, there's been a lot of algorithm changes. So our team's been struggling to really get a handle on that cost per lead that we want out of our ads. Now here's my next script. Do you just say that's been a struggle for a year? Yes.  Now here's my third question. What impact does that have on the team? I mean, we're just spending a lot more on ads than we want to be spending. And we want to really allocate that budget into other areas of our marketing that we can't right now because it's all going towards.


17:23

consistent ad spend.  here's my next question. Huh. Well, if this has been going on for a year,  why all of a sudden are we talking about it now? You know, we've tried a few things. We've tried to optimize it internally, but just haven't been able to get a handle on it still. Now here's the last part. And this is going to seal the deal,  which is what I call a label. I'm going to take Cindy's words and say it back to her, you know, best as I can, right?


17:48

So Cindy, kind of what I'm hearing you say is that your ad spend, your ultimately your lead cost and your client acquisition cost  has been climbing. It's not as good as you need.  This has been going on for a year and ultimately it's impacting your ability to really grow and get the client acquisition costs that you need for your company. Now, did I miss anything or does that cover it all? That covers it all. Now that was a little sloppy kind of on the spot. I'm trying to teach  and do the role play at the same time. But if you take those exact scripts I gave you,


18:17

It's what's going on there. Did you just say blank? How long has it been going on for? What impact is it having on you? Why now? And then I label it back to her. If I can get to that in five or six minutes of the calls, because I can one call close a B2B in 30 minutes, no joke. If I can get to that in five or six minutes where I get a total scope of the problem, the impact of the problem, and the why now of the problem and label it to them. And when I tell you that and Cindy goes back, nope.


18:46

That covers it. Nope, that's exactly, you're exactly right. So you're not missing anything. Now within five or six minutes, I've gotten the full scope of the problem. She's agreed the full scope of the problem, which actually might be better than she realized coming into this call. I might've just opened her eyes to like, dang, this thing really is been going on for years. That's pretty bad. Now I'm starting the whole call off on, we found the problem, the full scope of the problem that we're here to solve. Now I'm gonna spend the rest of the call focused on solving that problem.


19:15

And then my pitch is going to ultimately be the perfect solution, low friction, low entry to solve that problem immediately. So good. I love how clear all those questions are. What about the goal? You we often hear that you have to know like the goal, their goal, their outcome, what do they ultimately want? Does that come after the problem or should that be at the start of the call? In B2B, I'm going to do the problem. I always want to get the goal, of course, but I think people overdo the goal in B2B cells. They overdo it because in B2B cells,


19:44

It's like  I'd rather be solving a problem than helping somebody reach a goal. So I can solve a problem. Like I'll get the deal. If I'm just helping somebody reach a goal, like a goal is kind of sometimes for people nice to have, not a need to have. A problem solved is a need to have. We need to get this problem solved, but I will get the goal. Let me just role play with you super quick, Cindy. So your goal is to get about 30 leads  a day with your Facebook ads. Yep. Okay. And where are you at right now? How many are coming in right now? I go about five, five a day. Why don't you just turn up your ads more  to get to 30?


20:13

It's just going to become way too expensive for us. Gotcha. Well, can I just ask a straightforward question with you? Sure. Your goal is 30 a day. You've had this problem for a year.  It doesn't look like you're even close to being on track to be able to even scale it up to double or even, you know, 15. I  guess the question  is like, what happens if the next six or 12 months  you still are stuck at not being able to scale past five, five a day? That can't happen. We have to fix it.


20:43

But why now though? We have really big goals, really aggressive growth goals. And so I have a lot of pressure from my team to make sure that we get this on track in order to hit our growth goals. Okay. Gotcha. So it's time to change. Yes. Okay. You see there, so I just went through  just a basic sequence on, you know, what's your goal, where are at now?  I'm going to create urgency by asking like, well, what happens if you don't do that? Cause it doesn't look like you're on track. Well, I have to hit it. Why do you have to hit it? Because


21:11

Yeah, but why now, right? So I just created a why now and that creates urgency. If you're the better your offer, the less you have to do a consequence in an urgency, but it's a great powerful tool as you're dialing in your offer to get one call closes. I don't have to do that anymore with a weather offer, but it's a nice tool to have if you're finding it hard to close on one call because they don't have urgency. So that creates urgency. And I know Tim, you have a lot of these resources on your YouTube channel, right? Where you walk through.


21:40

A little bit more of the specifics, consequence and some of the other things you're mentioning that I really needed in the sales process. Yeah. I love this stuff. At Timis Social, go to YouTube, check me out, at Timis Social.  Lots of techniques on this. Okay. Let's go through the pitch or the proposal, right? Now we're actually pitching the person. So we've gone through talking to them about the problem. We've identified what their problem is. We know what their goal is. And again, this, we're doing all of this on one call. So how do we quickly then move into pitching them?


22:07

Do we have a slide deck? Are we reviewing a proposal? What do we need in place  to get through pitching them to get them to say yes or no to the offer? I've tried a lot of different ways. No proposal, just video,  slides, no slides. Like I've tried a lot of different like things and what I found works the best and is the most repeatable is a deck but super simple. Well, I'm talking about like super, super, super simple. Like your slide deck.


22:37

does not need to be overdone. It's super simple. They say 10 slides, I'm like 10 max, right? And that should include the first page, which is just your logo and their logo or whatever, right? So like really simple. Then my framework needs to go, hey, I want to build a little bit of authority. Like here's who we are. Here's our accolades. I want to shoot down in another slide competitors, like what a competitor's offer is going to be because I know they're talking to competitors and I know what my competitors sell and I know


23:07

what they're going to say and I want to shoot down why those are bad ideas.  As I'm moving into the pitch, I already gave you some of the structure on  how to get into the problem and all that stuff. So you should be pretty dang set up to this. You have very clear  knowing what this person's problems are. So then I'm going to go through my slide deck and get them to tell me and sell me throughout the pitch because


23:30

If my slide deck, the more simple it is at like your three or four main selling points, the more simple it is, the more I can customize it for them using their language and getting them to tell me and sell me on it when I get to my pitch. Right. And so the, the essentially as I'm going through the different main selling points, those three or four main selling points of my service and offer, I want to do things like this. So let's roll play Sydney. Like let's just say I'm selling Facebook ads. We'll keep the same framework. This is going to be a little bit sloppy, but you're going to get the framework.


23:58

Let's say that my first slide is that we do this analysis that we found for our clients always finds 30 % savings in the ad spend. So the first thing we're going to do is we're going do this AI powered analysis that we found on average for our clients unlocks about 30 or 40 % of the client acquisition costs instantly. Now, if you had those kind of insights for your current media spend, how would that help you? Oh my gosh, I think it would.


24:27

immediately be able to tell us the areas that we're lacking and the areas that we need to fix. You know, you're exactly right. And that's  one of the things that clients love is about us the most is that we're able to deliver that kind of value so quick. Right? And so as I'm going through different parts of my pitch, I'm like, I show her something and I know earlier on the call, she told me that she has tried something similar to ours, I want to try to find a part of my pitch where I go, hey, Cindy, now I know you tried


24:55

this other Facebook ads company and they did XYZ free and it didn't work out well. How do you see this is different? So what you're doing is like you're really bringing them into the pitch and not just you running through 10 slides and then asking for their opinion at the end. You're making sure to get that engagement throughout the entire pitch. Through the whole pitch. it's, and guess what? Cindy told me why she likes my product now. Cindy sold me on how this is different than what she's tried before, right?


25:23

So if Cindy goes, well, how's this different than the one I tried before? It's kind of ridiculous because she just told me how it's different than what she tried before. So what I want to do is I want to get her to tell me and sell me throughout the whole pitch. Then as I get to the end, I want to like when I show the next steps, I'm going to make it very clear. So the next steps is blank. Like what is the next step to sign up with us? And then I'm going to ask her to take that next step, whether that's like, hey, the next step is we're scheduled to be onboarding.


25:52

Then schedule the frigging onboarding. Your next step is to schedule onboarding. When did you want to schedule that, Cindy? Available next Tuesday. Next Tuesday, da da da, there you go. Make that next step very simple. Don't try to be like, okay, well the next step is we're going to send a proposal over and then you review it and then let me know what you guys think. Like, no, your deal is going to die right there. Make that next step so easy to take. Make your offer so low risk for them to take that next step that they can sign up on that call.


26:22

And it's as simple as that. It's not over complicated. If you're thinking, Tim, you don't understand my clients, my offer, my industry. I've heard that so many times. And the reason why your offer is so complex isn't because your industry, it's because you've made it  so complex. Do you think though, Tim, that they are certain industries, maybe services, maybe offers, that one cold close would just not  make sense? Like how should they be thinking about whether a one cold close?


26:50

is the right move for them or not. Yeah, absolutely. There's always situations where you're going to have multiple stakeholder deals and like, of course,  you're going to start removing a massive amount of steps from your cell cycle. So you may have been a six month cell cycle that took 10 calls to close. And if you start going like, hey,  what would it take to close this deal on one call? Like that seems so dang wild. What would your offer have to be? What would the process have to be?


27:19

that even if you get to a point where like, man, like we literally stripped it down to two calls or three calls in two months, just that question in and of itself is gonna get you to really strip it down. And I promise you,  more companies can one call close than think can. But if even when you are doing the immediate thing you can do if you're two or three call or four call close, well, whatever that is for your sell cycle, in this case, you have to see the next step  as the close.


27:48

And you you got to start blending the sales process with onboarding process, with the delivery process, with the upsell process and really see the whole thing as a sales process. The earlier I can get money, the better. So if I make my entry point easier, more accessible so I can get money, that's going to allow me to one call close faster. But there's still cases where there's multiple stakeholders involved. Even if the money's low, I have to get multiple stakeholders. In that case,


28:14

I want to see every single call I'm on as I'm trying to one call close the next step. Always be calendared. Always have the next call on the calendar and that also allows deal momentum, right? So if you are not scheduling that next call and you're leaving the decision to them to figure out on their own or, I'll send you a proposal, you are ultimately going to kill any deal momentum that you have. So this is a key we always give our clients. Always have that next call scheduled and it doesn't have to be the decision call.


28:44

But as long as you have a call on the calendar, that's so much better and more effective than letting the prospect come to a decision on their own through a proposal that you sent them via email. Yeah, you're exactly right. To expect a buyer to close themselves is ludicrous. If the buyer could close themselves, the world would not need salespeople and it wouldn't need entrepreneurs. It would just need people that make really great products  because it's not the best.


29:10

product that wins, it's not the best written book that wins, it's the best sold book that's the best book, right? It's the best seller, not the best written book that gets all the accolades. And so, for you to expect a buyer to close themselves is absolutely ludicrous. And if you are sitting at a proposal and waiting to hear back, that means that you're expecting the buyer to close themselves, which means, why the heck are you even selling? Because you're trying to get the buyer to close themselves and it is your job to move the deal forward.


29:39

And if you don't move it forward, I promise your competitor is going to move it forward and take that deal from you 100%. So I mean, at the end of the day, stop buying into the myth that you need three plus calls to close the deal. And I already know so many agencies I've talked to, so many companies I've talked to, well Tim,  my offer's different. You don't understand my buyer. No, the reason why you're having trouble  thinking about how can I wanna call closes, because you're not asking the question, what would it take? What would my first initial offer need to be?


30:09

How can I? How can I? What would it look like operationally? Cells? All that. And you would not believe how many people that have had these huge long sales processes that we just convinced them, why don't you just package your, like this big massive proposals that you build that deliver all this value, why don't you just package that as like a low cost consultation that you do with them and deliver to them.


30:32

And now we have clients that are, making money off of selling a consultation package for their branding services, for their media services, for their Facebook ads. Then maybe they sell it for $2,000, $5,000, $10,000 is a one-time thing. It actually delivers massive value. It gives your client the ability to work with you at first. And then you're getting paid to basically build out really good proposals. And so that's the way you got to start thinking about this. How can I do a low entry point that will then easily, you know,


31:01

70, 80, 90 % of the time transition into that big project year after. So good. So that is it, ladies and gents. That is how you one call close in B2B. We hope that you gained so much value from this episode, from the difference between B2C versus B2B, the mindset shift that you have to take to start considering that this is possible for you, and then even the framework and structures to be able to implement one call closes into


31:30

your sales process. Now, if you found this episode useful, leave us a review. Spotify on Apple, helps so much.  And we put out these podcasts every Thursday. So come back, make sure that you are subscribed so you never miss an episode.  Again, this is The Takeover with Tim and Cindy. And remember,  domination is not a destination, it's a way of life.  Stay winning.