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April 5, 2024
Ep 498 - 3 Sentences That Turn Any Discovery Call Into A High-Ticket Sales Opportunity With Dean Isaacs
Dean Isaacs is a highly experienced sales consultant with a prolific 19-year career in the B2B sector, specializing in assisting experts and consultants in scaling their businesses via high ticket sales call strategies. He believes the secret to converting a discovery call into a high ticket sales call is not in immediate expertise demonstration, but in the art of asking insightful questions and listening. Drawing from his unique approach labeled the "eliminating the friction effect," which combines marketing and sales, Dean guides clients to ponder differently about their problems, thereby valuing services more, spending more, and making faster purchases. This collaboration-focused strategy, Dean asserts, allows clients to make well-informed decisions instead of pushing for a sale. With consistent results and the opportunity for continuous improvement based on feedback as the end goal, Dean encourages service providers, consultants, and coaches to formalize and document their sales process.
Dean Isaacs is a highly experienced sales consultant with a prolific 19-year career in the B2B sector, specializing in assisting experts and consultants in scaling their businesses via high ticket sales call strategies. He believes the secret to converting a discovery call into a high ticket sales call is not in immediate expertise demonstration, but in the art of asking insightful questions and listening. Drawing from his unique approach labeled the "eliminating the friction effect," which combines marketing and sales, Dean guides clients to ponder differently about their problems, thereby valuing services more, spending more, and making faster purchases. This collaboration-focused strategy, Dean asserts, allows clients to make well-informed decisions instead of pushing for a sale. With consistent results and the opportunity for continuous improvement based on feedback as the end goal, Dean encourages service providers, consultants, and coaches to formalize and document their sales process.
Episode Outline:
(00:04:31) Insightful Questioning for High Ticket Sales
(00:04:31) Insightful Questioning for High Ticket Sales
(00:06:19) Educational Relationship Building in Sales Strategy
(00:08:38) Client Relationship Building for High-Ticket Sales
(00:16:33) Client-Oriented Inquiry for Building Rapport
(00:24:31) Proactively Educating Prospects to Prevent Objections
(00:32:01) Optimizing Sales Cycle for High-Value Clients
Bio:
When I launched my consulting firm in a new city where I had no contacts or network, and went from zero sales to high 6 figures in under 14 months, people started asking me how I did it. My secret was merging marketing and sales into a simple, cohesive approach that is aligned with how my ideal clients buy. I call this approach Eliminating the Friction Effect. I’m originally from the UK and have spent almost 2 decades helping B2B experts and consultants scale their businesses by working with their ideal clients: Clients who buy faster, spend more, truly value your services and tell their friends!
https://www.linkedin.com/in/deanisaacs/
Visit Dean’s website to learn about how he helps B2B businesses, consultants and experts systematically growth their revenue and scale their businesses.
If you love the podcast, don't forget to check out Kim's book Author to Authority Volume 1. In it, she gives you a step by step guide on how to implement Authority Marketing in your business and gain the visibility you need to become the go-to person in your niche.
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