ContextSelling: Tips and Techniques for Effective Sales Calls with Stephen Steers

Higgle: The B2B Sales Club

Stephen Steers is a renowned sales consultant who has collaborated with industry giants like Google and Nike. He specializes in ContextSelling, emphasizing the importance of making sales interactions natural and relationship-focused.

In this episode, Stephen reveals his secrets about ContextSelling. We explore how to engage clients effectively from the first call, emphasizing the importance of discovery calls and a compelling value proposition. Stephen also shares his proven strategies and frameworks for elevating conversion rates and building stronger client relationships.

Topics covered during this episode include:

• An introduction to ContextSelling, the method that Stephen created.
• How addressing customer needs early maximizes value and engagement in sales calls.
• Stephen's experience with major companies like Google and Nike.
• How Stephen made an unexpected cameo in a Beyoncé music video.
• The importance of discovery calls for founders, CEOs, and sales professionals.
• Effective strategies for securing discovery calls, including compelling value propositions.
• Leveraging platforms like podcasts and webinars for business opportunities.
• Practical tips for improving conversion rates through rigorous qualification and team training.
• The concept of the "kryptonite question" to reveal a prospect's core needs.
• Tailoring responses to client needs based on similar cases and solutions.
• The significance of setting a clear agenda to reduce client anxiety and resistance.
• Using permission-based statements and maintaining a relaxed yet professional tone.
• Stephen’s OCGC framework for effective sales calls.
• Understanding the client's ideal state, current situation, and obstacles preventing their goals.
• How to ask questions to understand a prospect's needs before offering a solution.
• Adding value through relevant case studies without turning sales calls into free consulting sessions.
• Creating and presenting an offer that aligns with the prospect's identified needs.
• The importance of recording and reviewing calls to identify areas for improvement.

Stephen Steers on LinkedIn: https://www.linkedin.com/in/stephen-steers/