How to Use Customer Examples When Cold Calling
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How to Use Customer Examples When Cold Calling
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How to Use Customer Examples When Cold Calling
- 1. Use Customer Examples When Cold Calling
- 2. Why this is helpful: 1. Establish credibility (social proof) 2. Can help explain what you sell 3. Build interest
- 3. Simply sharing an example of a customer 1. You only have a small amount of time 2. When to squeeze it in
- 4. • 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
- 5. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
- 7. 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. 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
- 9. Based on what you have shared, it might make sense to talk more because as I mentioned, I am with [Company] and we provide a web-based app called SalesScripter: • Sales message builder • Sales playbook • CRM and email automation Some ways we differ are: • We are the only platform that helps salespeople know what to say and ask • We are the only software platform that generates call scripts and email templates Some impacts from not doing anything in this area are: • It can be difficult to teach sales reps what to say and ask when talking with prospects • It can often take a long time to get reps ramped up and producing sales results • It can be costly to have to let reps go due to sales performance 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 Customer Example • 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
- 11. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS 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 call 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?
- 12. PRODUCT PRODUCT TARGET TARGET BUYER TYPE sales trainers • SMART Sales System • Sales message builder • Sales scripts • CRM and email automation • Sales consulting • Sales training
- 13. sales trainers PRODUCT VALUE POINTS PRODUCT TARGET VALUE • Make something work better • Make something easier • Decrease time • Increase revenue • Decrease costs • Decrease risk • Improve visibility • Easier to teach reps what to say • Shorten the new hire ramp up time • Improve how reps perform • Make training department look great TARGET BUYER TYPE • SMART Sales System • Sales message builder • Sales scripts • CRM and email automation • Sales consulting • Sales training
- 14. VALUE POINTS PAIN POINTS PRODUCT TARGET VALUE PAIN • Easier to teach reps what to say • Shorten the new hire ramp up time • Improve how reps perform • Make training department look great What problems does the improvement solve? What is the opposite of that improvement? sales trainers TARGET BUYER TYPE • Difficult to get reps to know what to say • Takes a lot of time to ramp up reps • Not enough reps performing well • Training department does not get enough credit
- 15. CUSTOMER • sales trainer at a software company • Implemented our SMART Sales System CUSTOMER EXAMPLE • Difficult to get reps to know what to say PRODUCT PAIN POINT VALUE POINT • Easier to teach reps what to say PRODUCT TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE VALUE POINT • Make training department look great
- 16. Customer Example • 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
- 17. Hello [Prospect Name], this is [Your Name] and I am with [Your Company]. 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. I don't know if we can help you in the same way and that is why I am reaching out. I will try you again next week. If you would like to reach me in the meantime, my number is [Your Number]. Again, this is [Your Name] calling from [Your Company], [Your Number Again]. Thank you and I look forward to talking with you soon.
- 19. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
- 21. 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
- 23. 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
- 25. 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
- 27. 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
- 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. Get your copy here https://www.amazon.com/dp/0578615762