How to Sales Takeaway on Cold Calls

1. How to Sales Takeaway on Cold Calls

2. Sales Takeaway • Taking away what you are trying to sell • Opposite of trying to get the prospect to move forward • Express doubt in fit or justification • Opposite of what most salespeople do

3. 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

4. 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

5. 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

6. Why Takeaway • Improve Rapport • Improve Credibility • Improve Quality of Leads • Improve deal momentum • Uncover new information • Improve close rate

7. • I do not know if you need what we provide. • I do not know if you are a good fit with what we do. • I do not know if we can help you in the same way. • I do not know if you are interested in those improvements. • I do not know if you are concerned about those areas. • I do not know if you are the right person to speak with. • I do not know if it makes sense for us to talk. Soft Sales Takeaway

8. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS

9. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS

10. 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]. I am not sure if you are the right person to speak with or not. Soft Sales Takeaway

11. 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 sales trainers to: • Make it easier to teach sales reps what to say and ask • Decrease new hire ramp-up time • Improve how reps perform • Make the training department look great Value Points

12. 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 sales trainers to: • Make it easier to teach sales reps what to say and ask • Decrease new hire ramp-up time • Improve how reps perform • Make the training department look great Value Points I don't know if those are areas that you want to improve. Soft Sales Takeaway

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. I don't know if those are areas that you want to improve. Soft Sales Takeaway Great. The reason for my call is that we help sales trainers to: • Make it easier to teach sales reps what to say and ask • Decrease new hire ramp-up time • Improve how reps perform • Make the training department look great Value Points

14. Great. The reason for my call is that we work with sales trainers and they often have challenges with: • Difficult teaching reps everything they need to say • Takes a long time to get reps ramped up and producing • Training does not get enough credit Pain Points OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS

15. 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 sales trainers and they often have concerns with: • Difficult teaching reps everything they need to say • Takes a long time to get reps ramped up and producing • Training does not get enough credit Pain Points I don't know if you are concerned about any of those areas Soft Sales Takeaway

16. 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. I don't know if you are concerned about any of those areas Soft Sales Takeaway Great. The reason for my call is that we work with sales trainers and they often have concerns with: • Difficult teaching reps everything they need to say • Takes a long time to get reps ramped up and producing • Training does not get enough credit Pain Points

17. 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 a sales trainer at a software company and they were having difficulty getting their reps to learn the pitch. • We helped to solve that by implementing our SMART Sales System. • This not only made it easier to teach reps what to say, but ultimately it helped to make the training department look a lot better. Key: Customer | Pain Point | Product sold | Value Point Customer Example

18. 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 a sales trainer at a software company and they were having difficulty getting their reps to learn the pitch. • We helped to solve that by implementing our SMART Sales System. • This not only made it easier to teach reps what to say, but ultimately it helped to make the training department look a lot better. Key: Customer | Pain Point | Product sold | Value Point Customer Example Soft Sales Takeaway I don't know if you we can help you in the same way or not.

19. 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 a sales trainer at a software company and they were having difficulty getting their reps to learn the pitch. • We helped to solve that by implementing our SMART Sales System. • This not only made it easier to teach reps what to say, but ultimately it helped to make the training department look a lot better. Key: Customer | Pain Point | Product sold | Value Point Customer Example I don't know if you we can help you in the same way or not. Soft Sales Takeaway Advance to Questions If I could ask you real quick.

20. PUSH PULL Great. The reason for my call is that we help sales trainers to teach sales reps what to say and ask. I don't know if we can help you in the same way or not.

21. 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

22. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS We work with a lot of sales trainers and they often have challenges with: • Difficult teaching reps everything they need to say • Takes a long time to get reps ramped up and producing • Training does not get enough credit Are you concerned about any of those areas? Pain Points Well, it sounds like you guys are doing pretty good over there. I am not sure if you all need our help or not. Before I completely close the file, let me ask you one last thing. Sales Takeaway

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25. SMART Sales System S M A R T ales essaging nd esponse actics

26. 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

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