Diese Präsentation wurde erfolgreich gemeldet.
Die SlideShare-Präsentation wird heruntergeladen. ×

How to Ask Questions on a Cold Call

Anzeige
Anzeige
Anzeige
Anzeige
Anzeige
Anzeige
Anzeige
Anzeige
Anzeige
Anzeige
Wird geladen in …3
×

Hier ansehen

1 von 40 Anzeige
Anzeige

Weitere Verwandte Inhalte

Ähnlich wie How to Ask Questions on a Cold Call (20)

Weitere von SalesScripter (20)

Anzeige

Aktuellste (20)

How to Ask Questions on a Cold Call

  1. 1. How to Ask Questions on a Cold Call
  2. 2. Close for talking more
  3. 3. Close for talking more Find a reason to talk more
  4. 4. Close for talking more Find a reason to talk more Asking good questions 1. Knowing what questions to ask 2. How to respond to the prospect’s responses
  5. 5. The Best Salesperson Asks the Best Questions
  6. 6. NEED TO PURCHASE ABILITY TO PURCHASE AUTHORITY TO PURCHASE INTENT TO PURCHASE PAIN QUESTIONS CURRENT STATE ORGANIZATION DESIRED STATE
  7. 7. 1. Get the prospect talking 2. Find a justification in talking more 3. Identify if it makes sense to talk more 3 Goals for Questions Asked
  8. 8. NEED TO PURCHASE ABILITY TO PURCHASE AUTHORITY TO PURCHASE INTENT TO PURCHASE PAIN QUESTIONS CURRENT STATE ORGANIZATION DESIRED STATE
  9. 9. • Need to generate more revenue through the website PAIN POINTS • Website visitors are not converting to customers • There is a need to increase website traffic • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? PAIN QUESTOINS PAIN QUESTIONS CURRENT STATE
  10. 10. • Currently have what you sell? AREAS TO ASK ABOUT • Current vendor/provider • Current systems and processes CURRENT STATE QUESTIONS • Do you currently have a website? • Are you currently working with a web design agency? • What CMS platform is your website built on? • People in the organization • Current contracts and expiration dates • Size details – number of sites, people, systems, etc. • Current performance/stats (technical, marketing, financial, etc.) • Last time evaluated other options • Do you have internal web design resources? • When does your current agreement expire? • How many different websites do you currently have? • How much traffic are you currently getting to your website? • When was the last time you considered redoing your website? PAIN QUESTIONS CURRENT STATE
  11. 11. PRODUCT TARGET VALUE PAIN QUESTIONS
  12. 12. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT Building Blocks
  13. 13. Cold Call Script VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT OPEN CLOSE
  14. 14. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  15. 15. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Asking Questions
  16. 16. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Advance to Questions If I could ask you real quick.
  17. 17. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Pain Questions • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors?
  18. 18. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Current State • Do you currently have a website? • Are you currently working with a web design agency? • What CMS platform is your website built on? • Do you have internal web design resources? • When does your current agreement expire? • How many different websites do you currently have? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • When was the last time you considered redoing your website?
  19. 19. 3 Categories for Answers INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Neutral Response: Things are OK or prospect does not know Cold Response: Everything is good/great Hot Response: There is a problem/pain
  20. 20. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Well, it sounds like you all are doing pretty good. Advance to Pain Points Well, based on what you shared, it might make sense for us to talk in more detail because that is the type of thing that we help with. Skip to Product / Company Info
  21. 21. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Pain Points We work with a lot of small businesses and they often have a: • Need to generate more revenue through the website • Website visitors are not converting to customers • Need to increase website traffic Are you concerned about any of those areas?
  22. 22. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO SALES TAKEAWAY PAIN POINTS Well, based on what you shared, it might make sense for us to talk in more detail because that is the type of thing that we help with. Advance to Product / Company Info Well, it sounds like you all are doing pretty good over there. It might not make much sense for us to talk. Begin to walk away CLOSE Go Back to Questions Actually, if I could ask you real quick.
  23. 23. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  24. 24. Please Like Comment Share Subscribe Thank You!!!
  25. 25. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
  26. 26. SMART Sales System S M A R T ales essaging nd esponse actics
  27. 27. 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 Name Drop 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
  28. 28. 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 Name Drop 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
  29. 29. 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 Name Drop 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
  30. 30. 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 Name Drop 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
  31. 31. 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 Name Drop 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
  32. 32. Get your copy here https://www.amazon.com/dp/0578615762
  33. 33. www.salesscripter.com

×