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SMART Sales System - Module 6: Cold Calling

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SMART Sales System - Module 6: Cold Calling

  1. 1. Cold Calling
  2. 2. Module 1: Introduction to SMART Module 2: Consultative Selling Module 3: Building Your Consultative Sales Message Module 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses Module 5: Managing the Sales Process Module 6: Cold Calling Module 7: Email Prospecting Module 8: Voicemail Strategy Module 9: Getting into New Accounts Module 10: Dealing with Objections Module 11: Getting Around Gatekeepers Module 12: Qualifying the Prospect Module 13: Closing Module 14: Networking Module 15: Prospecting on LinkedIn Module 16: Improving Mental Strength
  3. 3. 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
  4. 4. Cold Call Process INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  5. 5. INITIAL CONTACT CONVERSATION EXPLANATION ICE Sales Process I C E
  6. 6. 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 INITIAL CONTACT
  7. 7. Cold Call Process INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  8. 8. Opening the Call INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  9. 9. Establish the call Not to sell the product Buy a short window of time Minimize guardedness Goals
  10. 10. Prospects are Extremely Busy
  11. 11. Prospects Get Sold to a Lot
  12. 12. Don’t Sound Like a Salesperson
  13. 13. Focus on the Prospect’s Interests
  14. 14. Confirming Availability
  15. 15. It invites an objection Power through until told otherwise Don’t Confirm Availability
  16. 16. Identifies how busy the prospect is Buys you a window of time Builds rapport Confirming Availability
  17. 17. 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
  18. 18. Gets a more accurate read More familiar, less sales-ish Pattern interrupt Creates rapport Have I caught you in the middle of anything?
  19. 19. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS How are you doing today? Don’t say this
  20. 20. INTRODUCTION 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?
  21. 21. I am fine. It depends. I am not available.
  22. 22. INTRODUCTION 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
  23. 23. INTRODUCTION 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
  24. 24. • 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 INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Don’t say anything like this
  25. 25. INTRODUCTION 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
  26. 26. INTRODUCTION 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
  27. 27. INTRODUCTION 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
  28. 28. VALUE POINTS • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic TARGET BUYER Small businesses PRODUCT Web design services FEATURES • Design and build websites • Graphic design • Copywriting 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 a website? • Are you currently working with a web design agency? • What CMS platform is your website built on? • Do you have internal web design resources? • When does your current agreement expire? • How many different websites do you currently have? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • When was the last time you considered redoing your website? 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 NAME DROP NAME DROP • We worked with an accounting firm and they needed to generate more leads online. • To solve this we helped them to redesign their website. • This helped to them to convert more traffic into leads. • This ultimately helped them to increase the amount of revenue they were generating through their website.
  29. 29. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT Building Blocks
  30. 30. INTRODUCTION 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
  31. 31. INTRODUCTION 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
  32. 32. INTRODUCTION 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 they needed to generate more leads online. • To solve this we helped them to redesign their website. • This helped to them to convert more traffic into leads. • This ultimately helped them to increase the amount of revenue they were generating through their website. Name Drop
  33. 33. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Advance to Sales Takeaway
  34. 34. Sales Takeaway • Opposite of trying to get the prospect to move forward • Express doubt in fit or justification • Opposite of what most salespeople do
  35. 35. INTRODUCTION 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. INTRODUCTION 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. INTRODUCTION 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?
  39. 39. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Current State • Do you currently have a website? • Are you currently working with a web design agency? • What CMS platform is your website built on? • Do you have internal web design resources? • When does your current agreement expire? • How many different websites do you currently have? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • When was the last time you considered redoing your website?
  40. 40. 3 Categories for Answers INTRODUCTION 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
  41. 41. INTRODUCTION 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
  42. 42. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS 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?
  43. 43. INTRODUCTION 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.
  44. 44. 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 INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  45. 45. INTRODUCTION 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%.
  46. 46. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Advance to Close
  47. 47. INITIAL CONTACT CONVERSATION EXPLANATION INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  48. 48. INTRODUCTION 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 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?
  49. 49. INTRODUCTION 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
  50. 50. Cold Call Process INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  51. 51. Module 1: Introduction to SMART Module 2: Consultative Selling Module 3: Building Your Consultative Sales Message Module 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses Module 5: Managing the Sales Process Module 6: Cold Calling Module 7: Email Prospecting Module 8: Voicemail Strategy Module 9: Getting into New Accounts Module 10: Dealing with Objections Module 11: Getting Around Gatekeepers Module 12: Qualifying the Prospect Module 13: Closing Module 14: Networking Module 15: Prospecting on LinkedIn Module 16: Improving Mental Strength
  52. 52. Please Like Comment Share Subscribe Thank You!!!
  53. 53. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
  54. 54. SMART Sales System S M A R T ales essaging nd esponse actics
  55. 55. 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
  56. 56. 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
  57. 57. 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
  58. 58. 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
  59. 59. 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
  60. 60. Get your copy here https://www.amazon.com/dp/0578615762
  61. 61. www.salesscripter.com

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