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How to Open and Establish Cold Calls

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How to Open and Establish Cold Calls

  1. 1. How to Open and Establish Cold Calls
  2. 2. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  3. 3. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  4. 4. Establish the call Not to sell the product Buy a short window of time Minimize guardedness Goals
  5. 5. Prospects are Extremely Busy
  6. 6. Prospects Get Sold to a Lot
  7. 7. Don’t Sound Like a Salesperson
  8. 8. Focus on the Prospect’s Interests
  9. 9. Confirming Availability
  10. 10. It invites an objection Power through until told otherwise Don’t Confirm Availability
  11. 11. Identifies how busy the prospect is Buys you a window of time Builds rapport Confirming Availability
  12. 12. Is this a good time to talk? Did I catch you at a bad time? Are you busy right now? Do you have a minute to talk? Do you have a few minutes? Have I caught you in the middle of anything? How to Confirm
  13. 13. Gets a more accurate read More familiar, less sales-ish Pattern interrupt Creates rapport Have I caught you in the middle of anything?
  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 How are you doing today? Don’t say this
  16. 16. 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?
  17. 17. I am fine. It depends. I am not available.
  18. 18. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS 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
  19. 19. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Yes, I am in the middle of something. I am busy right now. I am not available. 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? Deflect Objection
  20. 20. • 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
  21. 21. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Great. The reason for my call is that I have been researching your business and found some areas where we might be able to help to….. Discuss Research
  22. 22. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Great. The reason for my call is that I have been talking with Mary Thomas and we discussed how you all are currently using a manual process for clustering. We help to automate that. Internal Referral / Name Drop
  23. 23. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Great. The reason for my call is that we spoke 6 months ago and you mentioned having issues with data processing time. I wanted to check back in and follow up with you. Previous Call Follow-Up
  24. 24. VALUE POINTS • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic TARGET BUYER • Small businesses 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 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? 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%. 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
  25. 25. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT Building Blocks
  26. 26. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN 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 Value Points
  27. 27. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY 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 Pain Points
  28. 28. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS 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%. Name Drop
  29. 29. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Advance to Sales Takeaway
  30. 30. Sales Takeaway • Opposite of trying to get the prospect to move forward • Express doubt in fit or justification • Opposite of what most salespeople do
  31. 31. When In Doubt, Call It Out It seems like you are having trouble finding time for this. Maybe this is not the right time to discuss this? Prospect Rescheduling Meeting
  32. 32. When In Doubt, Call It Out It seems like you are having trouble figuring out what direction to go. Maybe this is not a good fit for you right now? Prospect On-The-Fence
  33. 33. When In Doubt, Call It Out Well, it sounds like you guys have done a good job of putting all of the right pieces in place. Maybe it does not make sense for us to spend too much time on this? Things Are Pretty Good
  34. 34. Why Takeaway • Improve Rapport • Improve Credibility • Improve Quality of Leads • Improve deal momentum • Uncover new information • Improve close rate
  35. 35. 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. • I don't know if you are concerned about any of those areas. • I don't know if we can help you in the same way or not. • I don’t know if you are the right person for me to speak with. Soft Sales Takeaway
  36. 36. PUSH PULL Great. The reason for my call is that we help small businesses to increase the revenue generated through their website. I don't know if we can help you in the same way or not.
  37. 37. 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.
  38. 38. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  39. 39. Please Like Comment Share Subscribe Thank You!!!
  40. 40. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
  41. 41. SMART Sales System S M A R T ales essaging nd esponse actics
  42. 42. 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 Pain 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
  43. 43. 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 Pain 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
  44. 44. 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 Pain 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
  45. 45. 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 Pain 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
  46. 46. 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 Pain 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
  47. 47. Get your copy here https://www.amazon.com/dp/0578615762
  48. 48. www.salesscripter.com

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