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Cold Call Script for Leads From Events

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Cold Call Script for Leads From Events

  1. 1. Cold Call Script for Leads From Events
  2. 2. EVENT FOLLOW-UP QUESTIONS • Where you able to attend the event? • What did you think of the event? • Was there any information provided that you found helpful? • Is there any information that you need or wanted that you did not get? • Are there any questions you have from the event? • Did you think it was a good use of your time? • What motivated you to sign up and come to the event? MAKE COLD CALL WARM 3 KEY CONCEPTS
  3. 3. PAIN QUESTIONS MAKE COLD CALL WARM TRANSITION BACK TO COLD SCRIPT TRANSITION BACK TO COLD SCRIPT 3 KEY CONCEPTS
  4. 4. PRODUCT (FEATURES) TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE The SMART Sales System BENEFITS • Make it easier to teach sales reps what to say and ask • Shorten the new hire ramp-up time • Get sales reps more successful with outbound phone and email prospecting Improve how reps perform • Make the training department look great PAIN POINTS • Difficult to teach sales reps what to say and ask • Takes a long time to get reps ramped up and producing • Training departments often do not get enough credit • It can be costly to let reps go due to sales performance PAIN QUESTIONS • How are the sales reps doing with knowing what to say and ask? • How important is it to decrease the time it takes to get sales reps ramped up and producing? • How do feel about the amount of credit the training department gets? • How concerned is management about sales staff turnover? CURRENT STATE QUESTIONS • Are you all using any type of sales scripts or sales playbook? • Do you use and teach any type of sales methodology? • Do you provide sales training to your sales staff? • Do you have a new hire onboarding training program? How many sales reps do you have? • Are you doing any type of cold outreach? • When was the last time you considered other options in this area? FOR SALES TRAINERS
  5. 5. PAIN QUESTIONS • How are the sales reps doing with knowing what to say and ask? • How important is it to decrease the time it takes to get sales reps ramped up and producing? • How do feel about the amount of credit the training department gets? • How concerned is management about sales staff turnover? TRANSITION BACK TO COLD SCRIPT MAKE COLD CALL WARM 3 KEY CONCEPTS
  6. 6. CURRENT STATE QUESTIONS • Are you all using any type of sales scripts or sales playbook? • Do you use and teach any type of sales methodology? • Do you provide sales training to your sales staff? • Do you have a new hire onboarding training program? How many sales reps do you have? • Are you doing any type of cold outreach? • When was the last time you considered other options in this area? MAKE COLD CALL WARM TRANSITION BACK TO COLD SCRIPT 3 KEY CONCEPTS
  7. 7. MAKE COLD CALL WARM TRANSITION BACK TO COLD SCRIPT SELL THE MEETING, NOT THE PRODUCT INITIAL CONTACT CONVERSATION EXPLANATION PURCHASE 3 KEY CONCEPTS
  8. 8. PRODUCT (FEATURES) TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE The SMART Sales System BENEFITS • Make it easier to teach sales reps what to say and ask • Shorten the new hire ramp-up time • Get sales reps more successful with outbound phone and email prospecting Improve how reps perform • Make the training department look great PAIN POINTS • Difficult to teach sales reps what to say and ask • Takes a long time to get reps ramped up and producing • Training departments often do not get enough credit • It can be costly to let reps go due to sales performance PAIN QUESTIONS • How are the sales reps doing with knowing what to say and ask? • How important is it to decrease the time it takes to get sales reps ramped up and producing? • How do feel about the amount of credit the training department gets? • How concerned is management about sales staff turnover? CURRENT STATE QUESTIONS • Are you all using any type of sales scripts or sales playbook? • Do you use and teach any type of sales methodology? • Do you provide sales training to your sales staff? • Do you have a new hire onboarding training program? How many sales reps do you have? • Are you doing any type of cold outreach? • When was the last time you considered other options in this area? FOR SALES TRAINERS
  9. 9. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT Building Blocks
  10. 10. Event Follow-Up Cold Call Script EVENT FOLLOW-UP QUESTIONS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUSETIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  11. 11. Hello [Contact's Name], this is Michael Halper from SalesScripter, have I caught you in the middle of anything? Great. The reason for my call is that I see that you attended (or registered for) our [Name of Event] and I just wanted to follow-up with you to ask you a question or two. If you have a couple of minutes? EVENT FOLLOW-UP QUESTIONS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUSETIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  12. 12. • Where you able to attend the event? • What did you think of the event? • Was there any information provided that you found helpful? • Is there any information that you need or wanted that you did not get? • Are there any questions you have from the event? • Did you think it was a good use of your time? • What motivated you to sign up and come to the event? EVENT FOLLOW-UP QUESTIONS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUSETIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  13. 13. If I could ask you real quick: • How are the sales reps doing with knowing what to say and ask? • How important is it to decrease the time it takes to get sales reps ramped up and producing? • How do feel about the amount of credit the training department gets? • How concerned is management about sales staff turnover? EVENT FOLLOW-UP QUESTIONS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUSETIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  14. 14. • Are you all using any type of sales scripts or sales playbook? • Do you use and teach any type of sales methodology? • Do you provide sales training to your sales staff? • Do you have a new hire onboarding training program? How many sales reps do you have? • Are you doing any type of cold outreach? • When was the last time you considered other options in this area? EVENT FOLLOW-UP QUESTIONS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUSETIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  15. 15. A lot of sales trainers we work with have challenges with: • Difficult to teach sales reps what to say and ask • Takes a long time to get reps ramped up and producing • Training departments often do not get enough credit • It can be costly to let reps go due to sales performance Are you concerned about any of those areas? EVENT FOLLOW-UP QUESTIONS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUSETIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  16. 16. EVENT FOLLOW-UP QUESTIONS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUSETIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Based on what you have shared, it might make sense to talk more because as I mentioned, I am with [Company] and we provide The SMART Sales System • Sales training program and software application • Consultative selling sales methodology • Teaches sales what to say and ask • Sales Role-Play Simulator This can help sales trainers to: • Make it easier to teach sales reps what to say and ask • Shorten the new hire ramp-up time • Get sales reps more successful with outbound phone and email prospecting Improve how reps perform • Make the training department look great Some ways we differ are: • Only platform that teaches what to say and ask • Only sales simulation tool
  17. 17. EVENT FOLLOW-UP QUESTIONS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUSETIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE • We worked with a sales trainer at a software company and they were having difficulty getting their reps to learn the pitch. • We helped to solve that by implementing our SMART Sales System. • This not only made it easier to teach reps what to say, but ultimately it helped to make the training department look a lot better. Key: Customer | Pain Point | Product sold | Value Point
  18. 18. EVENT FOLLOW-UP QUESTIONS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUSETIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE But I have called you out of the blue and I am not sure if this is the best time to discuss this. Are you interested in discussing this a little more? Are you available for a brief 15 to 20-minute call where I can share some examples of how we have helped other sales trainers to: • Make it easier to teach sales reps what to say and ask • Shorten the new hire ramp-up time • Get sales reps more successful with outbound phone and email prospecting Improve how reps perform • Make the training department look great Are you available on Tuesday or Thursday morning? Or are you available to continue talking about this now?
  19. 19. Please Like Comment Share Subscribe Thank You!!!
  20. 20. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
  21. 21. SMART Sales System S M A R T ales essaging nd esponse actics
  22. 22. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  23. 23. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  24. 24. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  25. 25. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  26. 26. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  27. 27. Get your copy here https://www.amazon.com/dp/0578615762
  28. 28. www.salesscripter.com

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