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How to Make Cold Calling Easy

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How to Make Cold Calling Easy

  1. 1. Chapter 17 – Cold Calling
  2. 2. One of the most difficult tasks Very small window of time A lot of information to share Prospects can be difficult Never know what direction a call can go
  3. 3. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  4. 4. INTERACTION CONVERSATION EXPLANATION ICE Sales Process I C E
  5. 5. I C E FORMAT • Cold calls • Cold emails • Networking • Inbound calls • Inbound emails • Website chat • Social media STRUCTURE • 2 to 5 minutes • 80% on prospect • 20% on you GOALS • Pre-Qualify • Build interest in talking • Close for conversation QUESTIONS • Pain • Current State INTERACTION
  6. 6. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS How are you doing today? Is this a good/bad time to talk? Are you busy right now? Do you have a minute to talk? Don’t say this
  7. 7. Respects the prospect Buys you 2 to 5 minutes Casual and friendly OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Hello, [Contact’s Name]. This is [Your Name] with [Your Company]. Have I caught you in the middle of anything?
  8. 8. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Response: Oh, OK. I can be very brief, or I can call you back at another time. Which do you prefer? or Oh, OK. When is the best time for me to call you back? Yes, but I am OK. No, I am fine. It depends. Why are you calling? What is this call in regards to? Advance to Purpose for the Call Yes, I am in the middle of something. I am busy right now. I am not available. Deflect Objection
  9. 9. • Introduce yourself and your company • Schedule an appointment or meeting • Learn about the prospect’s needs • Share details about the product that you have to offer • Sell your product to the prospect Sounds like a salesperson Focus is on the salesperson’s interests OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Don’t say anything like this
  10. 10. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Value Points Great. The reason for my call is that we help small businesses to: • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic Pain Points Great. The reason for my call is that we work with 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 Name Drop Great. The reason for my call is that: • We worked with an accounting firm and helped them to to improve how they told the story of what they do and the services they provide to website visitors. • After only 6 months, they increased the number of leads that they were generating through their website by over 500% and increase their overall revenue by 20%.
  11. 11. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Advance to Sales Takeaway
  12. 12. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS • I don't know if those are areas that you want to improve and that is why I wanted to call you with a question or two. • I don't know if you are concerned about any of those areas and that is why I wanted to call you with a question or two. • I don't know if we can help you in the same way or not and that is why I wanted to call you with a question or two. • I don’t know if you are the right person for me to speak with or not.
  13. 13. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Advance to Questions If I could ask you real quick.
  14. 14. OPEN THE CALL 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? Current State • Do you currently have someone that can make changes to your website? • Are you currently working with a web design agency? • How happy are you with person working on your website? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • What CMS platform is your website built on? • When was the last time you considered redoing your website? • How many different websites do you currently have? • Are you the person to that makes decisions regarding your website?
  15. 15. 3 Categories for Answers OPEN THE CALL 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 SALESPERSON PROSPECT
  16. 16. OPEN THE CALL 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
  17. 17. OPEN THE CALL PURPOSE FOR THE CALL PRE-QUALIFY 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?
  18. 18. OPEN THE CALL 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.
  19. 19. Product I am with XYZ Corp and we provide web design services: • Design and build websites • Graphic design • Copywriting Some ways we differ from other options out there are: • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results A little more about us: • Won design awards 5 years • In business for 30 years • Woman owned business OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  20. 20. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Name Drop • We worked with an accounting firm and helped them to do a complete refresh of their corporate website. • This helped to improve how they told the story of what they do and the services they provide to website visitors. • After only 6 months, they increased the number of leads that they were generating through their website by over 500% and increase their overall revenue by 20%.
  21. 21. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Advance to Close
  22. 22. INTERACTION CONVERSATION EXPLANATION OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  23. 23. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Cold Call 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 meeting where I can share some examples of how we have helped other small businesses to: • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic Are you available on Tuesday or Thursday morning? Or are you available to continue talking about this now?
  24. 24. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Confirm and schedule meeting Go back to Questions Go back to Pain Points
  25. 25. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  26. 26. Week 1: Introduction to SMART (Chapters 1 - 2) Week 2: Consultative Selling (Chapters 3) Week 3: Building Your Consultative Sales Message (Chapters 4 - 9) Week 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15) Week 5: Managing the Sales Process (Chapter 16) Week 6: Cold Calling (Chapter 17) Week 7: Email Prospecting (Chapter 18) Week 8: Voicemail Strategy (Chapter 19) Week 9: Getting into New Accounts (Chapter 20) Week 10: Dealing with Objections (Chapter 21) Week 11: Getting Around Gatekeepers (Chapter 22) Week 12: Qualifying the Prospect (Chapter 23) Week 13: Closing (Chapter 24) Week 14: Networking (Chapter 25) Week 15: Prospecting on LinkedIn (Chapter 26) Week 16: Improving Mental Strength (Chapter 27)
  27. 27. Please Like Comment Share Subscribe Thank You!!!
  28. 28. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @salesscripter @michael_halper and Sales Tips Club
  29. 29. SMART Sales System S M A R T ales essaging nd esponse actics
  30. 30. Get your copy here https://www.amazon.com/dp/0578615762
  31. 31. SMART Sales System Sales Methodology Software Platform Professional Services
  32. 32. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Message Builder • Sales Scripts • Email Templates • CRM Functionality • Email Automation
  33. 33. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
  34. 34. www.salesscripter.com

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