Chapter 20

A Smart Call Case Study and Makeovers

A “Healthy” Smart Calling Case Study

I take on a very limited number of personal coaching clients. There must be a good fit, meaning the sales pro has to demonstrate that he or she is motivated, willing to do whatever it takes to be successful, and is a student of the sales process. Chad Vanags met that profile and we decided to work together.

Chad is a sales pro in his late 20s who had success in the real estate business. He saw an opportunity with a young, progressive, rapidly growing company, HUMAN Healthy Vending ( The company is a franchisor of vending machines that provide nutritious, good-tasting food options, and was on the Forbes’ list of most promising companies for 2011.

Chad’s job as a sales pro was to contact schools and sell them on replacing their existing machines with HUMAN’s healthy alternative.

When Chad contacted me, he was frustrated because, like many quickly growing companies, they did not have a well-defined sales process and system in place. Chad is a process-oriented guy and decided to take matters into his own hands.

Chad followed the Smart Calling process diligently, spending hours on defining buying motivators, creating Possible Value Propositions and testing them, working on his research and social engineering, and developing interest-creating openings and voice mail messages. He painstakingly went through the questioning process, creating questions, anticipating possible answers ...

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