The PERFECT Sales Call Script

In this episode Marty Neumeier shares what he would say during his sales calls when he was first starting out. Neumeier states you need to try things, figure out who you are, what you love, get out there, and making sure you know everything there is to know about your thing, for you to get the job. Own your category.
Anatomy of the perfect sales call:
1. Write down every accusation that the client may have. What will they accuse you of? Answer these in the sales call. I.e., who are you? Why should I care? What's in it for me? How much will this cost? (these are all deal killers so address them up front).
2. Tone of voice. Calm, relaxed, not pushy. Don't use any "salesy" language or high pressure sales techniques.
3. Be clear about what outcome you want. What do you want to happen as a result of the call? In this case, a 45 min meeting to present a sales deck with all your best "secrets".
Listen to the whole talk on our podcast
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Check out the full conversation with Marty here: • What is Branding? A de...
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Books by Marty Neumeier
The Brand Gap - amzn.to/2Q26Kh4
Zag - amzn.to/2M2dwly
The Designful Company - amzn.to/2r24ttz
Metaskills - amzn.to/2Z8GJAR
The 46 Rules Of Genius - amzn.to/34vpHO8
The Brand Flip - amzn.to/35AJf4Y
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[@fredricklee]

Common sense advice in an uncommon sense world. Simple, honest, and humble.

[@thefutur]

Sometimes the best advice seems so obvious. No need to complicate it.

[@TheUmersharif]

@@thefutur Well said.

[@orangeelement7489]

The power of the sales call prevails! Just wanted to drop in and say that your channel was the inspiration behind us launching our own KZbin channel. Thank you for always producing such great, informational content!

[@thefutur]

Thank you 🙏 good luck

[@waeez1799]

This sales pitch is not just really good but it will help build network and the best a service based business can do is network. Loving these cut out short videos ❤️ ❤️

[@GarrettHoyos]

SALES SCRIPT: Hey umm... You don't know me, my name is X and I do X. You're in the X business and I'm the guy who helps shape how X works and I think we should know each other and have this slide show called 22 ways to X and no rush, whenever you're ready, whenever you think you're interested in this, I will bring over a slideshow that shows you X and I'll share it with everybody for free and you'll know all my secrets.

[@thefutur]

Boom

[@alexciprian]

I replayed this when you posted the full video and I'm replaying it like a million times now 🙌

[@thefutur]

Easier to replay this one.

[@justinalvarado3717]

Just did Marty's sales call to the CEO of a company! I went through the entire thing! Only problem was their website was not very clear on what they do so I basically told them I am an expert in the complete opposite of what they do LOL! And before I could say "that's why you need me" he hung up! Moral of the story is: don't call unless you know what they do! But on the bright side I now feel confident enough to call anyone

[@thefutur]

Yes. You need to do your homework

[@andrewhersh4040]

Why in the world would you immediately dislike this video when you're obviously subscribed to the channel?

[@reficulgr]

Cause the Futur might care about what people think about the content they're putting out.

[@andrewhersh4040]

@@reficulgr but there's no way the dislike was in response to this specific content because it was given immediately without enough time even having elapsed for them to have watched the video at all. If someone doesn't want to know how to successfully complete a sales call..... why are they following The Futur?

[@thefutur]

professional troll?

[@IrvOfficial]

Almost thought it was Bernie Sanders at first. 😂 Fire content nonetheless

[@remigiochilaule1961]

Me too! Must be the B2020 hype 😁😁 Bernie all the way

[@thefutur]

millionaires and billionaires.

[@directedvision3498]

You mean colonel Sanders?

[@xaviervanegas6667]

1:53 So what he's saying is that basically you've informed the client with valuable insight that they can use as an interviewing tool in the hiring process?

[@TheUmersharif]

Thank you for showing this episode. Can I see some of the Marty's Pitches by any chance. I am so excited, Please let me know.

[@thefutur]

Ask Marty

[@princedhiman3786]

thanks the futur you guys do for the people who need that i love the futur

[@TomsProject]

This sales script was so genuine. Sometimes it's just really easy. Just be honest about your Intentions and have an abundance mindset.

[@thefutur]

I think that's the genius of his sales pitch. relatable, human, and honest.

[@iDacian]

@thefutur awesome snipets of the long video easy bitesize content, I've watched the whole video when was posted and Everytime you bring in bits and pieces 😂 of the content i always watch this again. Thanks for the awesome work!

[@thefutur]

we try our best to make the content consumable for long and short views.

[@iDacian]

Thanks! We all do appreciate your help and work you guys do on this channel. 💙

[@shauryajhaldiyal2470]

This channel is so amazing

[@NathanAllotey]

Great video, I watched the full video and the snippet is great. I normally keep my critiques to myself but the confetti music at 3:30 was distracting for me. I believe the visuals were good but the music was distracting because it was louder than the speakers and I was struggling to hear what Chris was saying over the music.

[@thefutur]

I liked it. Just having fun.

[@NokthulaMadondo]

He was just praising how good the approach is and we should take note of it pretty much 😂

[@NokthulaMadondo]

@@thefutur it was fun indeed

[@vhermosilla6548]

I took notes! This is totally natural and brilliant.

[@marioronci5338]

very reminiscent to my first one as well haha , nervous as hell, but i wouldnt use a presentation i use a script , still do an riff off of it time to time

[@zanakipierre-louis7840]

Thank u for the awesome content keep it up Gonna recommend this video to my sales team

[@thefutur]

Awesome!!

[@pubgguru9832]

Great

[@brothersvanhees]

As with anything, it just gets easier the more you practice.

[@WoodieLanderos]

Once again... Amazing content.

[@DaneliusUK]

Enjoyed it, thank you.

[@xaviervanegas6667]

So the key here is to get the right phone number like the owner/CEO or an assistant who won't give you the run around.

[@thefutur]

that's a great start.

[@MartinLisowski]

Depends on who your product is helping. If your product is helping increasing sales (as in this example) you might want to call the VP of Sales because his responsibility is to increase sales.

[@ashajagdeo9796]

I love this dude's page. I love this dude's content. I love this dude's humility 🙏 blessings dude. I'm gonna connect with you personally one day 👆 keep it up!

[@johnnyvarga6068]

It's just ironic how sales and marketing really is its own worst enemy. These industries has completely alienated the customers by treating them as data rather than humans. Ironic in a sense that the trend now is to go back to the old ways, where you detach from the outcome of a sales call.. Which makes it a natural conversation.

[@victorrahman7035]

Please subtitled your videos :)

[@tomforeign4899]

You dropping bombs Chris. I have this question I wanted to ask you in the last video and It's about showing pricing on my website. I'm focusing on SEO game and I want to show my pricing packages upfront. Upside here is that when someone contacts me, they are okey with the price. Downside is that I can create design for client for 3K package, instead of 10K. What do you think about showing pricing on website? Thanks!

[@Pogohontas.]

Look at anerdsworld. He has a ~$1300 package at the bottom and a $25,000+ package at the top. If you're gonna go upfront perhaps you should account for those highly demanding scenarios. And if you ask me it will make a person buying a lower package perceive you as more valuable/capable if they know that you also do such high budget work.

[@thefutur]

Say packages start at.

[@MatthewStinar]

@@thefutur I love seeing that on a website. Some companies won't tell me pricing until I sit through a high pressure presentation. It's so annoying not knowing if they're in my price range.

[@tomforeign4899]

@@Pogohontas. Amazing.. I never thought about it in this way. You are right.. will do it as you guys are advicing :) Thanks!

[@tomforeign4899]

@@thefutur Thanks!

[@alexanderwindh4830]

What is Software packaging?

[@abdullahanwar5955]

Nice

[@CinnamonMay30]

👍🏾👍🏾✊🏾✊🏾✊🏾

[@mm-zw4ng]

Hi guys, great video. Maybe it's a stupid question but is there a way to find what exactly is in the "22 ways to sell more software" presentation? Or where to find it? Thanks

[@thefutur]

We will ask Marty.

[@mm-zw4ng]

@@thefutur wow, didn't expected that. Very much appreciated.

[@TheadamsyafiqYT]

Love the content :))

[@webuilt_america_period5062]

Good Stuff

[@sunshinestate510]

I'm curious to know how well this sales pitch would work in an email?

[@thefutur]

People have been sending it to me and it’s surprising effective.

[@alisalehi6991]

Anyone that could please share their notes? I didnt get a good grasp of why his pitch was particularly good. Would really appreciate if you could share their points of view on this.

[@hcf797]

Sales calls are never that way(easy) in real life.

[@seanregehr4921]

@@hcf797 - Most people making sales calls are under pressure to do so and it shows and scares potential clients off. Sales calls should be a regular habit so there is no pressure to sell that day. Just think to yourself: How often to you enjoy the pressure to act immediately on anything with a perfect stranger you just met? This approach lets you take "no's" and "not yet's" and not blow a flat tire on the way. It also changes the perception of how you are viewed, being a perfect stranger cold calling essentially. The other mistake people are making is not having a good and thoughtful pitch. This is likened to fishing with anything you can find for bait, be it a sandwich baggie, a rubber band, tin can. Of course using a worm will likely work much better. I have to say this as a metaphor else its application is too limited. When you get this part of the equation solved, it makes the first part much easier. Then you can ride in smoothly with confidence despite being a perfect stranger.

[@hcf797]

@@seanregehr4921 - I appreciate your thoughts. You're right, there is a lot of pressure on sales reps that it shows through the phone. That can be attributed to many things, i.e. inexperienced, lack of confidence, bad training, etc. Unfortunately, sales calls aren't a regular habit, especially in today's world, but it doesn't mean that we shouldn't pick up the phone. I agree, it doesn't feel good or natural to call on a stranger and sell them. That is where most sales reps get it wrong and therefore the pressure and the nerves get the best of us. To get the pressure off, the sales rep has to be prepared before ever picking up the phone (as you said, having a good pitch) and NOT selling them. That cold call should be two fold - is the person you're calling the right person for the call (decision maker is always best)? And if it makes sense for the two parties to speak further (usually a f2f meeting). In no way am I implying that his sales call didn't happen the way he described. My concern is when young/inexperienced people in sales see this and think "oh wow, that's easy. I can do that!" And reality hits them and they lose their self-esteem.

[@fictionalrealityartsllc6112]

So I do murals I recently was asked to design a mural for a local restaurant and they like the design but haven't got back with me o whether they want to proceed . This was Thursday it's now Saturday. How much time should I give them before I ask of they want to proceed ?

[@thefutur]

It’s less when but more how. How you check in on them, the tone and delivery are more important than duration of time.

[@seanregehr4921]

One suggestion is to set expectations rather than wait to act. Be up front when you hand the design to them. Do not leave that conversation without setting an expectation of what comes next. By setting a date and time, etc and it being agreed upon, then you have created the next step ahead of getting there so it is clearly understood. Be flexible based on the needs and your solid. Keep in mind your work from start to finish plus the sales and pre-sales are all part of a process. You as a business owner need to know that process best and guide/lead your client throughout. If you lead well they will follow. If you stop leading or do so poorly then things can start to stall or become unclear to you and/or your client. If someone is considering paying you or is paying you the general expectation is that you set the tone of how to achieve success.

[@fictionalrealityartsllc6112]

@@seanregehr4921 that is great advice!

[@JollyRogerTheDodger]

Does this guy own KFC?

[@md.sumonbiswas2272]

♥♥♥♥♥♥

[@danielc8672]

ok but hear me out here... what if the client says " no thanks im not interested" or never actually calls you back. This is not revolutionary at all...

[@markthomas1462]

This is the most ridiculous sh!t I’ve seen concerning cold calling. This is the most basic thing you can do. No point in getting so excited about it.

[@thefutur]

Ok 👌

[@Pogohontas.]

Please post videos about it then. This is for education. Since you're vastly educated already, how about sharing some of that knowledge instead of poking holes?

[@MatthewStinar]

Nobody knows the basics until they learn them.

[@alisalehi6991]

You mind sharing with us some example videos of better or just good content concerning cold calling? When you say that in that particular way, it sounds like you do know some gems around.

[@Pogohontas.]

@@alisalehi6991 With all due respect to Mark, i believe in this case he is being what you call a "hater". This is very common in the anonymous internet. If you show them a glass of water, they say "but there's an ocean out there". If you show them the world, they say "but there's a galaxy out there". Even the best content is not perfect, and people often feel fulfilled when they can point out the mistakes in something. Like if they had made a beautiful piece of typography, maybe for a movie poster, people would still say "omg look at that serif on the L, it should clearly be moved over half a stroke width." That person would be correct, but meanwhile, they didn't even create ANY piece of type.

[@jaleotech5918]

Rehashed content..

[@thefutur]

It’s called a cutdown.

[@Pogohontas.]

Yep and you should follow suit. A mix of long and short form content will best suit a large audience.

[@jaleotech5918]

@@thefutur It's called a repeat.

[@Pogohontas.]

@@jaleotech5918 That is true, what's the issue? Did it hurt your eyes to watch this?

[@MelbourneArchviz]

Honestly I only had 5 minutes this morning and if they do a cutdown with the most important take away then it helps me also it pushes me to decide wether to invest an hout in the full version.

[@TheToneWork]

Is an in-person presentation [slide deck] format the best way to do this? I get the pros that you establish yourself as an expert and can develop a relationship with a possible client, but I also get that this takes more time and the ability to reach as many people is more limited.

[@YourBFFMegan]

I used to do something like this but honestly, the results weren't great for the time it took me. I'm sure it can work for some, but it didn't make sense for my business. Same with free audits in general. I nixed those and it was a great decision.

[@SharonDeCaro]

Thanks for sharing your process, Marty and to Chris for asking Marty on the show to share with your audience. Love Marty Neumeier. I've read most of his books. He rocks! Can I ask one question? I love Marty's natural sales style, short, casual, authentic and to the point? As Marty said when he was demonstrating, his sales pitching days took place a while ago. How about now? Would it be that easy? With all the competition out there? I would think it would take 100 more sales calls to get there? What advice do you have for today? What approach would Marty or Chris take to sell a brand identity package or contacting a company whose packaging can be improved which would make it sell and increase sales? Thanks!

[@thefutur]

Be the expert at something. Go narrow. People seek out experts. Think about how you can demonstrate this.

[@seanregehr4921]

Before you call anyone, you need to know who you are calling, why and what value you can add for them. It is no longer acceptable to offer cookie cutter solutions for this kind of offering. Be specific to the potential client. Doing so will force you to find and expose the value. Of course you need to be able to deliver as well. After that then you simply make the call with the value proposition, just as he did in the video. In his case it was "22 ways to sell better" and sold himself being he identifies being in the same industry and reinforces this by telling them he knows they are in the same industry, indicative of networking. He does this like a pro in two sentences and delivers it casually and confidently. One thing to keep in mind with a sales call is you are not or should not expect anyone to sign a deal on the spot. You are simply aiming to get the would be client to take a step towards you. In the grand scheme of things it is just one phase of the actual sale. The next phase being the face to face is still just another step. I think you'll start to see how after taking a couple or a few steps their own momentum will typically lead them to make a sale. Another way to think about this is checkpoints. Every business or consumer has criteria to meet before they will make a sale/purchase. It is the sales persons job to check all those items, and this usually does not happen all at once when talking service related sales. Retail is different, but works similarly but in a condensed timeline typically.

[@directedvision3498]

People would sit for 3 hours for a pitch?? My how times have changed...

[@thefutur]

When you share something valuable people will stay. When you sell they leave.

[@amsjaquino]

Did a lot of replays indeed while taking down notes. Great content!!

[@thefutur]

Thanks

[@alisalehi6991]

Could you please share your notes? I didnt get a good grasp of why his pitch was particularly good. Would really appreciate if you could share your points of view on this.

[@amsjaquino]

@@alisalehi6991 sure but Chris Do's post on his IG profile about this content is the most on point. :D

[@Amro_Dubai]

One of my favorites... 👌

[@laxmanambekar5844]

Futur is great for learning

[@ramonvillaster609]

Another Golden Nugget of wisdom. Thanks for sharing these videos. They're priceless.

[@Sarial99]

Nice

[@armenberejiklian4230]

Useful 👏👍

[@ForwardLife]

I'm sorry but the extra stuff added to clip kind of ruined it. Like the confetti and all that was not fitting.

[@thefutur]

Thank you for the feedback

[@CosmicValkyrie]

Relax, have a little fun.

[@ForwardLife]

@@thefutur the original footage stands in its own. I did like the phone call effect.