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The Key to a Great Cold Call Script

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The Key to a Great Cold Call Script

  1. 1. The Key to a Great Cold Call Script
  2. 2. Identify the Target Audience
  3. 3. Potential Customer Size: Revenue, Employees, Sites, etc. Type: Business, Consumer, Individual Geography: East coast, Texas, North America, etc. Industries: Manufacturing, Energy, Retail, etc. Department: Finance, Human Resources, Marketing, etc. Title: CXO, VP, Director, etc.
  4. 4. Traditional Approach (Product Selling) Our Approach (Consultative Selling) PRODUCT FEATURES FUNCTIONALITY COMPANY PRICING / PACKAGES BENEFITS PAIN POINTS QUESTIONS COMPANY PRODUCT CUSTOMER EXAMPLE GET CUSTOMER START CONVERSATION
  5. 5. • Sales message builder • Sales playbook • CRM and email automation PRODUCT SALESSCRIPTER SOFTWARE
  6. 6. SALESSCRIPTER SOFTWARE • Make something work better • Make something easier • Decrease time • Increase revenue • Decrease costs • Decrease risk • Improve visibility • Know what to say and ask • Build more interest • Generate more leads VALUE POINTS • Sales message builder • Sales scripts • CRM and email automation PRODUCT VALUE
  7. 7. • Make something work better • Make something easier • Decrease time • Increase revenue • Decrease costs • Decrease risk • Improve visibility • Sales message builder • Sales playbook • CRM and email automation PRODUCT VALUE TARGET SALES TRAINERS SALESSCRIPTER SOFTWARE VALUE POINTS • Make it easier to teach new reps what to say • Decrease new hire ramp up time • Get reps selling more
  8. 8. • Sales message builder • Sales playbook • CRM and email automation SALESSCRIPTER SOFTWARE • Know what to say and ask • Build more interest • Generate more leads VALUE POINTS VALUE POINTS Product Selling Consultative Selling (Broad Sales Message) Consultative Selling (Targeted Sales Message) • Make it easier to teach new reps what to say • Decrease new hire ramp up time • Get reps selling more
  9. 9. PRODUCT TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE
  10. 10. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT Building Blocks
  11. 11. Cold Call Script VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE
  12. 12. Hello, [Contact’s Name]. This is [Your Name] with [Your Company]. Have I caught you in the middle of anything? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE
  13. 13. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE Reason for the call is that we help sales trainers to: • Make it easier to teach new reps what to say • Decrease new hire ramp up time • Get reps selling more But I am not sure if you are needing to improve those areas and that is why I am reaching out.
  14. 14. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE If I could ask you real quick: • How difficult is it teach new sales hires what to say when talking with prospects? • How do you feel about the amount of time it takes to get sales reps ramped up and producing? • How important find training improvements that can increase sales?
  15. 15. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE • Do you use any kind of script or sales playbook? • Do you have a formal sales training process? • Do you use any type of sales methodology? • How many sales reps do you have? • Do you have inside sales? Field sales? • Are your reps performing any type of outbound sales activities?
  16. 16. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE A lot of sales trainers that we work with are concerned about: • 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 Are you concerned about any of those areas?
  17. 17. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO 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 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
  18. 18. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE • We actually worked with a sales trainer and they were having difficult getting their reps to learn the pitch. • We helped to solve that with our SalesScripter software application and sales system. • This not only helped get the reps to know what to say, but ultimately helped them to decrease sales staff turnover by 40%. Key: Customer | Pain Point | Product sold | Value Point
  19. 19. 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 sales trainers to: • Make it easier to teach new reps what to say • Decrease new hire ramp up time • Get reps selling more 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 NAME DROP PRODUCT INTRO CLOSE
  20. 20. Please Like Comment Share Subscribe Thank You!!!
  21. 21. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
  22. 22. SMART Sales System S M A R T ales essaging nd esponse actics
  23. 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
  24. 24. 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. 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
  26. 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 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. 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
  28. 28. Get your copy here https://www.amazon.com/dp/0578615762
  29. 29. www.salesscripter.com

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