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How to Replace Competitors on Cold Calls.pptx

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How to Replace Competitors on Cold Calls.pptx

  1. 1. How to Replace Competitors on Cold Calls
  2. 2. “We already use someone right now.”
  3. 3. Differentiation
  4. 4. “But we are different and we….”
  5. 5. PRODUCT (FEATURES) TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE ELECTRONIC HEALTHCARE RECORDS (EHR) SOFTWARE DIFFERENTIATION TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE BENEFITS • Easier and quicker to access patient information • Streamline administrative processes and patient care • Improve the quality of care • Decrease patient no shows • Streamline billing processes to get paid faster • Share information with other providers/facilities Improve profitability for the practice PAIN POINTS • Not able to easily and quickly access patient information • Administration is more expensive with paper records • Quality of care could be improved with electronic records • Patient no-shows are costly to profitability • Manual processes slow down billing and getting paid • Difficult to communicate with other providers/facilities • Profitability is easily impacted by inefficiencies PAIN QUESTIONS • How easy is it for you to quickly access patient information? • How much of a priority is it to make processes more efficient? • How do you feel about using paper records? • How concerned are you about patient no- shows? • How helpful would it be to get paid faster? • How difficult is it to communicate with other providers/facilities? • How much of a priority is it to improve profitability? CURRENT STATE QUESTIONS • Are you using any type of EHR software today? • Who are you currently using for EHR software? • What processes are still using manual and using paper documents? • Who in the organization is responsible for systems and processes? • When does your current agreement with your provider expire? • How many facilities do you have? • How many employees do you have? • What is your current patient no-show rate? • When was the last time you looked at improving this area?
  6. 6. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT Building Blocks
  7. 7. Cold Call Script VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUSETIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  8. 8. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Reason for the call is that we help business owners to: • Easier and quicker to access patient information • Streamline administrative processes and patient care • Improve the quality of care • Decrease patient no shows • Streamline billing processes to get paid faster • Share information with other providers/facilities Improve profitability for the practice But I am not sure if you are needing to improve those areas is why I am reaching out.
  9. 9. If I could ask you real quick: • How easy is it for you to quickly access patient information? • How much of a priority is it to make processes more efficient? • How do you feel about using paper records? • How concerned are you about patient no-shows? • How helpful would it be to get paid faster? • How difficult is it to communicate with other providers/facilities? • How much of a priority is it to improve profitability? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  10. 10. • Are you using any type of EHR software today? • Who are you currently using for EHR software? • What processes are still using manual and using paper documents? • Who in the organization is responsible for systems and processes? • When does your current agreement with your provider expire? • How many facilities do you have? • How many employees do you have? • What is your current patient no-show rate? • When was the last time you looked at improving this area? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  11. 11. A lot of businesses I talk to are concerned about: • Not able to easily and quickly access patient information • Administration is more expensive with paper records • Quality of care could be improved with electronic records • Patient no-shows are costly to profitability • Manual processes slow down billing and getting paid • Difficult to communicate with other providers/facilities • Profitability is easily impacted by inefficiencies Are you concerned about any of those areas? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  12. 12. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS NAME DROP PRODUCT OPEN CLOSE VALUE POINTS PAIN POINTS CURRENT STATE QUESTIONS PAIN QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Competitive Replacement Script Cold Call Script
  13. 13. • Decrease EHR headaches and issues • Decrease time spent working in the software • Improve coordination with other facilities and providers • Decrease lost revenue and expenses • Communicates better with other facilities and providers • Better at capturing lost revenue and expenses • Quicker to enter and access information • Easier to use and set up DIFFERENTIATION TARGET LONG-TERM HEALTHCARE PROVIDERS • Make something work better • Make something easier • Decrease time • Increase revenue • Decrease costs • Decrease risk • Improve visibility VALUE IMPROVEMENTS DIFFERENTIATION
  14. 14. IMPROVEMENTS CHALLENGES/CONCERNS DIFFERENTIATION TARGET VALUE PAIN LONG-TERM HEALTHCARE PROVIDERS • What is the opposite of the improvement? • What problem goes away with the improvement? • What problem starts to happen if this improvement is not provided? • Decrease EHR headaches and issues • Decrease time spent working in the software • Improve coordination with other facilities and providers • Decrease lost revenue and expenses • EHR software is slow and difficult to use • Frequent EHR issues and headaches • EHR does not connect with other providers/facilities • Not able to see lost revenue and expenses
  15. 15. CHALLENGES/CONCERNS • How often do you have issues or headaches with the current EHR system? • How do you feel about the ease of use of the current system? PAIN QUESTIONS • How important is it for you to connect your system to other facilities or providers? DIFFERENTIATION TARGET VALUE PAIN QUESTIONS • How important is it to be able to see lost revenue and expenses? • Frequent EHR issues and headaches • EHR software is slow and difficult to use • EHR does not connect with other providers/facilities • Not able to see lost revenue and expenses
  16. 16. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT Building Blocks
  17. 17. Competitive Replacement Script VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS NAME DROP PRODUCT OPEN CLOSE PAIN QUESTIONS CURRENT STATE QUESTIONS VALUE POINTS PAIN POINTS CURRENT STATE QUESTIONS PAIN QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Cold Call Script VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  18. 18. VALUE POINTS PAIN POINTS CURRENT STATE QUESTIONS PAIN QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Reason for the call is that we help long-term healthcare providers to: • Easier and quicker to access patient information • Streamline administrative processes and patient care • Improve the quality of care • Decrease patient no shows • Streamline billing processes to get paid faster • Share information with other providers/facilities Improve profitability for the practice But I am not sure if you are needing to improve those areas is why I am reaching out. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  19. 19. • Are you using any type of EHR software today? • Who are you currently using for EHR software? • What processes are still using manual and using paper documents? • Who in the organization is responsible for systems and processes? • When does your current agreement with your provider expire? • How many facilities do you have? • How many employees do you have? • What is your current patient no-show rate? • When was the last time you looked at improving this area? VALUE POINTS PAIN POINTS CURRENT STATE QUESTIONS PAIN QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  20. 20. VALUE POINTS PAIN POINTS CURRENT STATE QUESTIONS PAIN QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Well that is why I am reaching out because we help long-term healthcare providers that are already using an EHR system to: • Decrease EHR headaches and issues • Decrease time spent working in the software • Improve coordination with other facilities and providers • Decrease lost revenue and expenses But I am not sure if you are needing to improve those areas is why I am reaching out. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  21. 21. VALUE POINTS PAIN POINTS CURRENT STATE QUESTIONS PAIN QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE • How often do you have issues or headaches with the current EHR system? • How do you feel about the ease of use of the current system? • How important is it for you to connect your system to other facilities or providers? • How important is it to be able to see lost revenue and expenses? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  22. 22. VALUE POINTS PAIN POINTS CURRENT STATE QUESTIONS PAIN QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE • Are you using any type of EHR software today? • Who are you currently using for EHR software? • What processes are still using manual and using paper documents? • Who in the organization is responsible for systems and processes? • When does your current agreement with your provider expire? • How many facilities do you have? • How many employees do you have? • What is your current patient no-show rate? • When was the last time you looked at improving this area?
  23. 23. VALUE POINTS PAIN POINTS CURRENT STATE QUESTIONS PAIN QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE A lot of long-term healthcare providers we work with are concerned about: • Frequent EHR issues and headaches • EHR software is slow and difficult to use • EHR does not connect with other providers/facilities • Not able to see lost revenue and expenses Are you concerned about any of those areas? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  24. 24. VALUE POINTS PAIN POINTS CURRENT STATE QUESTIONS PAIN QUESTIONS 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 an EHR software platform and it differs from what you have in a few key ways: • Easier to use and set up • Quicker to enter and access information • Communicates better with other facilities and providers • Better at capturing lost revenue and expenses VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  25. 25. VALUE POINTS PAIN POINTS CURRENT STATE QUESTIONS PAIN QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE • We worked with a long-term healthcare provider and they were not able to connect their system with other sites. • We helped to solve that by implementing our EHR software platform. • This not only connect all of their facilities on the same system, but ultimately they were able decrease areas were profits and expenses were being lost. Key: Customer | Pain Point | Product sold | Value Point VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  26. 26. VALUE POINTS PAIN POINTS CURRENT STATE QUESTIONS PAIN QUESTIONS 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 available for a brief 15 to 20-minute call where I can share some examples of how we have helped long-term healthcare providers to: • Decrease EHR headaches and issues • Decrease time spent working in the software • Improve coordination with other facilities and providers • Decrease lost revenue and expenses Are you available on Tuesday or Thursday morning? Or are you available to continue talking about this now? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
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  28. 28. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
  29. 29. SMART Sales System S M A R T ales essaging nd esponse actics
  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 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
  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 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
  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 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
  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 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
  34. 34. 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
  35. 35. Get your copy here https://www.amazon.com/dp/0578615762
  36. 36. www.salesscripter.com

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