Chris August: How to Master Every Sales Call in 5 Minutes

January 15 16:45 2019
Sales is a cycle of several layers that must be mastered to not only close a deal but retain a customer’s partnership as well. Chris explains how a simple five-minute conversation with a prospect should reveal everything needed to either close the deal or shake hands and part friends.

January 15, 2018 – As a Regional Sales Manager in the chemical and coatings industry, Chris August realized early in his career that the optimization of time is crucial. Sales is a cycle of several layers that must be mastered to not only close a deal but retain a customer’s partnership as well. Chris explains how a simple five-minute conversation with a prospect should reveal everything needed to either close the deal or shake hands and part friends.

“Knowing what actions to take vs implementing them are two totally different things,” Chris explains. He continues by mentioning that most Sales Professionals are practicing the correct actions and behaviors in their sales approach, but simply in the wrong order. By streamlining the process, we can win back our most precious commodity – TIME.    

If you were to look into the mind of Chris August, you would find these six building blocks. Who, What, Why, When, Where and How. “In the first five minutes of meeting with a prospect I make it imperative to learn these key variables,” states Chris.

Who is the decision maker? What are they either currently using or in search of? Why are they using it or in need of it? When are they needing it or looking to make their decision? Where is the product being used? How my product will help them.  

Chris explains that people like to talk about their projects, themselves and their accomplishments. By listening twice as much as speaking, you will have a prospect tell you exactly how to sell them. “I’m shocked at how much time and money is invested in the sales cycle of so many organizations,” Chris says. He continued by giving example after example of how many sales professionals that he has met that are afraid to discuss budget and current expenditures with a prospect.

“There is a major difference between asking a direct question and having a conversation,” stresses Chris. If tailoring your conversation around the Who-What-Why-When-Where-How, you will be surprised at how much valuable information you can get in the first five minutes of your meeting. ROI is just as important to your prospect as it is to you. Learning about your product and/or service is the easy part. However, truly knowing your customer seems to be a lost art.

“Sales is basically helping people get what they want. By getting to know the person rather than just the job at hand, obstacles become fewer and opportunities become greater. By the use of the two ears/ one mouth technique, you are allowing the prospect to speak twice as much as you. Therefore, make your intentions known,” Chris explains.

Chris continues by saying, “Your prospect’s time is valuable. Remember, this approach to sales is a quid pro quo process. Let them know: Who you are. What products or services you have that will be of benefit to them. Why you know you can help them. When you have had success in similar jobs and/or organizations. Where your products or service will be a benefit to them. How you are a better choice than your competition.”

In conclusion, Chris continues. By carefully structuring your dialog with prospects, your previous obstacles like cost will be replaced with value he explains. Making this simple tweak a habit will result in a tremendous saving of time and effort. For most sales professionals, 80% of their time is usually spent unwrapping things that can be discovered in a five-minute conversation – if done properly. The key is to practice until it becomes second nature.

Media Contact
Contact Person: Chris August
Email: Send Email
Phone: (832) 928-2044
Country: United States
Website: https://www.linkedin.com/in/chris-august-22988544

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