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How to Build Interest on a Cold Call

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How to Build Interest on a Cold Call

  1. 1. How to Build Interest on a Cold Call
  2. 2. 1. You have to get lucky and cross paths with interested prospects 2. All you can do is talk more about the product to increase interest
  3. 3. There are real things you can do: 1. Connect needs with products 2. What is in it for me? 3. Impact of doing nothing 4. Talk about how you are different 5. Share interesting company facts 6. Share a customer example
  4. 4. CONNECT NEEDS WITH PRODUCTS PROSPECT PAIN POINT 1 PROSPECT PAIN POINT 2 PROSPECT PAIN POINT 3 PRODUCT / FEATURE 1 PRODUCT / FEATURE 2 PRODUCT / FEATURE 3
  5. 5. CONNECT NEEDS WITH PRODUCTS Traditional Salesperson (Product Selling) Our Approach (Consultative Selling) OPEN ABOUT US CLOSE ABOUT YOU OPEN ABOUT YOU CLOSE ABOUT US
  6. 6. There are real things you can do 1. Connect needs with products 2. What is in it for me? 3. Impact of doing nothing 4. Talk about how you are different 5. Share interesting company facts 6. Share a customer example
  7. 7. WHAT IS IN IT FOR ME? Traditional Salesperson (Product Selling) Our Approach (Consultative Selling) PRODUCTS FEATURES FUNCTIONALITY COMPANY PRICING / PACKAGES BENEFITS • Make something work better • Make something easier • Decrease time • Increase revenue • Decrease costs • Decrease risk • Improve visibility
  8. 8. There are real things you can do 1. Connect needs with products 2. What is in it for me? 3. Impact of doing nothing 4. Talk about how you are different 5. Share interesting company facts 6. Share a customer example
  9. 9. IMPACT OF DOING NOTHING • Decrease time spent ordering VALUE POINTS • Increase ordering accuracy • Improve visibility to real-time information • Submitting orders is time consuming • It is easy to make errors when ordering • Difficult to view of orders and inventory PAIN POINTS
  10. 10. There are real things you can do 1. Connect needs with products 2. What is in it for me? 3. Impact of doing nothing 4. Talk about how you are different 5. Share interesting company facts 6. Share a customer example
  11. 11. How are you different? Our system can be set up without any consulting services. Our product is easier to use and does not require any training. We provide a 30-day money back guarantee. Our support is better and you can actually talk with a human.
  12. 12. There are real things you can do 1. Connect needs with products 2. What is in it for me? 3. Impact of doing nothing 4. Talk about how you are different 5. Share interesting company facts 6. Share a customer example
  13. 13. Any interesting company facts? We have been in business for 30 years. We have won design awards for 3 out of the past 5 years. We have over 150 patents. We are a veteran- owned business.
  14. 14. There are real things you can do 1. Connect needs with products 2. What is in it for me? 3. Impact of doing nothing 4. Talk about how you are different 5. Share interesting company facts 6. Share a customer example
  15. 15. SHARE A CUSTOMER EXAMPLE • We actually worked with [customer name] and they [pain point]. • We helped to solve that by providing our [product]. • This not only helped them to [initial benefit], but also [ultimate improvement]. • We actually worked with Solar Phase and they were needing to increase leads being generated. • We helped to solve that by providing a new sales script and training process. • This not only helped them to get reps generating more leads, but also decrease sales staff turnover.
  16. 16. You don’t need to build as much interest as you might think.
  17. 17. INITIAL CONTACT CONVERSATION EXPLANATION PURCHASE INTEREST NEEDED TO PURCHASE INTEREST NEEDED TO TALK
  18. 18. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  19. 19. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS When to Build Interest
  20. 20. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE 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. Skip to Product / Company Info
  21. 21. 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 CLOSE
  22. 22. I am with [Company] and we provide [Product] and: • Feature 1 • Feature 2 • Feature 3 We help [Target buyer type] to: • Benefit 1 • Benefit 2 • Benefit 3 If you don’t make any changes, you might have to deal with: • Pain point 1 • Pain point 2 • Pain point 3 Some ways we differ from other options out there are: • Differentiation 1 • Differentiation 2 • Differentiation 3 A little more about us: • Interesting fact 1 • Interesting fact 2 • Interesting fact 3 INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  23. 23. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Name Drop • We actually worked with [customer name] and they [pain point]. • We helped to solve that by providing our [product]. • This not only helped them to [initial benefit], but also [ultimate improvement].
  24. 24. VALUE POINTS • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic PAIN POINTS • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic 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? 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? TARGET BUYER Small businesses PRODUCT Web design services FEATURES • Design and build websites • Graphic design • Copywriting DIFFERENTIATION • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results COMPANY FACTS • Won design awards 5 years • In business for 30 years • Woman owned business NAME DROP NAME DROP • We worked with an accounting firm and they needed to generate more leads online. • To solve this we redesigned their website. • This helped to them to convert more traffic into leads. • This ultimately helped them to increase the amount of revenue they were generating through their website.
  25. 25. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT Building Blocks
  26. 26. Please Like Comment Share Subscribe Thank You!!!
  27. 27. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
  28. 28. SMART Sales System S M A R T ales essaging nd esponse actics
  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. 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
  33. 33. 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
  34. 34. Get your copy here https://www.amazon.com/dp/0578615762
  35. 35. www.salesscripter.com

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