Live Sales Call - How To Sell Workshops To Big Companies

[@AJSmart]

What's the best sales advice you've ever received? Let us know in the comments 💬

[@damiengauthier]

Befriend first, close after

[@seikatsu_ki]

Jonathan, you deserve our respect for enlightening our minds and spreading courage, we appreciate!

[@stephanhoman7219]

As an experienced salesman I can tell you this is a great call, Why? You listened correctly and was asking the right questions!

[@MrShiibbyy]

Id love to see the quick-propsal you send as a follow up, without spending too long crafting it.

[@misterhanwee1030]

I'm sold! Love to see real-life action of a sales call and understand more about what AJ&Smart does! Thanks for the generous sharing!

[@mattwright9596]

It's hugely helpful to see how you handled this person's questions before they became full blown objections, especially price. Framing price as a way to guarantee the best results (and a discount as an impediment to that) is so brilliant. If the prospect's company is prestigious enough that they think your reputation will benefit from working with them, don't they also warrant premium, full price service? Asking for a discount is almost a reflex. In fact Blair Enns and Leah Power have a podcast called 20% about marketing procurement. They named it that because almost every procurement department will ask for a 20% discount. Tells you something that they are all asking for the same amount. Speaking of procurement, it would be great to hear about how you deal with being handed off to procurement once you've negotiated a deal with your client.

[@NathanaelleRavez]

Very interesting to hear the question you asked at the very beginning. Negotiation on prices are not the tricky ones for me but I have to learn that companies can wait and I don’t need to rush for them if I have a few projects already running!! If they want to work with me, actually they are waiting ;) 🙏🏻 Jon

[@AdamHaesler]

This I loved, thank you! What I would suggest is adding prompts to stop the video and ask the viewer how would you respond? What would you say next? Thank you for always being rockstars! I would be delighted to see lots more of this type of stuff where I can put myself in the shoes type of scenario videos. The specific context is not as important, other than being related to selling and delivering facilitation and design, as is the getting to feel closer to the action. As an example, every time the customer said something I paused the video to figure out what I would say then continued. This kind of thing is important to me as it helps to make it real that "I could do this". Have an amazing day!🎅

[@RBinouzz]

Well done Jonathan, you are definitely one of the best! 👏

[@amandafekety2297]

this was a GREAT video. thanks for posting this. Curious if they booked...

[@KlaasVictor]

Thank you!!

[@damiengauthier]

This call is very close the typical framing/selling call we have too. Where would you say this client lends on the scale from soft/easy sell to hard/difficult sell?

[@юлярубцова-о3х]

Very helpful, thank you!

[@adamkarim4417]

Really great to be able to watch something like this and learn

[@lotusc]

Super informative. Thanks for sharing!

[@TomNook.]

I found this so useful, great vid!

[@RoryMacdonald-pfff]

Holy crap. Standing O for sharing this! 👏

[@AJSmart]

Thanks, Rory! Hope you find it useful!

[@b_dono]

I really loved this, This was great to hear. One quest i wish he asked was after the design is done and handed over to dev.... what happens if the devs have issues with your work? Are they allowed to call you guys and have things amended? How do you account for dev frameworks and limitations? Sometimes there could be an elaborate idea but the devs can't pull it off and need it to be scaled down or compromised to get work out, how do you tackle this? What happens if they want micro-interactions or custom transitions and they decide this during dev....at this point do they come back to you guys? is it still part of your original price or is this an additional price? What happens if they come back to you for more improvement and your team has moved on to a new project, does the client now have to wait another 6 weeks before starting on enhancements if they want the same team on it? Love this guys

[@damiengauthier]

Incredible Jonathan, that is game-changing to see you in action

[@AJSmart]

Thanks, Damien! Hope it's useful 😍

[@sevimsoffice]

that was really good just a great lecture! thanks

[@hortonplh]

In your sprint design your company does all the prototyping and testing especially in the tech if I ran my own design in that space or in another industry space like manufacturing how do propose that part be accomplished. Thinking about joining your Master Class ? Thanks

[@AJSmart]

Hey Parnell! You don't need a whole team of designers and researchers to facilitate a Sprint for a client. Your role is to run the Sprint and you can request a designer or researcher working for your client to be part of the group taking part in the workshop.

[@jamallogic7496]

Yes, we want more.

[@p.k5096]

Wow thanks so much!

[@AJSmart]

You're very welcome!

[@bgarcia.vista360]

This video it's so helpful!

[@andressanunesuxdesign]

Amazing!!!

[@jonathancourtney1175]

I hate how much I said "kind of" and "sort of" on this call - I think I've fixed this now. STILL CLOSED THE DEAL THO

[@_kaio_]

Loved the call, but you're not selling a workshop. You're selling product design.

[@deadl0ad780]

That guy can do a Ford commercial