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Warm Call Script Example Play-By-Play (Cross-Sell Cold Call Script)

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Warm Call Script Example Play-By-Play (Cross-Sell Cold Call Script)

  1. 1. Real Cold Call Example Play-by-Play Warm Call Script
  2. 2. Uneventful?
  3. 3. Quick Background
  4. 4. What is his goal? Introduce himself Cross-sell
  5. 5. Initial Contact Meeting Presentation
  6. 6. Initial Contact Meeting Presentation Instant Meeting
  7. 7. Initial Contact Meeting Presentation Try to sell the Meeting in the Initial Contact
  8. 8. Initial Contact Meeting Presentation Don’t try to sell the product here
  9. 9. Initial Contact Meeting Presentation Initial Contact Types • 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 more • Close for meeting Questions • Pain • Current Environment
  10. 10. Initial Contact Meeting Presentation Meeting Types • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event Structure • 10 to 60 minutes • 50% on prospect • 50% on you Goals • Qualify • Build interest in learning about your product • Close for Presentation Questions • Pain • Current Environment • Qualifying
  11. 11. Initial Contact Meeting Presentation Initial Contact Types • 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 more • Close for meeting Questions • Pain • Current Environment
  12. 12. Initial Contact Meeting Presentation Meeting Types • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event Structure • 10 to 60 minutes • 50% on prospect • 50% on you Goals • Qualify • Build interest in learning about your product • Close for Presentation Questions • Pain • Current Environment • Qualifying
  13. 13. Initial Contact Meeting Presentation Types • Presentation • Demonstration • Proposal • Quotation • List of options Structure • 30 minutes to 2 hours • 20% on prospect • 80% on you Goals • Qualify • Build interest in purchasing your product • Close for purchase Questions • Pain • Current Environment • Qualifying • Closing
  14. 14. Hello, [Contact’s Name]. This is [Your Name] with [Your Company]. Have I caught you in the middle of anything? Check-In Pain Points Pain Questions Current Environment Questions Name Drop Product Introduction Close
  15. 15. Great. The reason for my call is that I see that you currently use our [Purchased Product] and I just wanted to make sure we were doing our part to check-in with you. • How is everything going with [Purchased Product]? • Is there anything that you like about it or find that is working well? • Is there anything that you think could be working better? • Do you mind if I ask what motivated you to purchase [Purchased Product]? Check-In Pain Points Pain Questions Current Environment Questions Name Drop Product Introduction Close
  16. 16. • Have you ever had any difficulty making changes? • How confident are you the everything is set up correctly? • How knowledgeable are you about the reports and data you have access to? • Do you have any plans to introduce new products in 2021? Check-In Pain Points Pain Questions Current Environment Questions Name Drop Product Introduction Close
  17. 17. A lot of our customers: • Have difficulty making changes in their account • Often don’t have everything set up correctly • Don’t know how to use all of the reports and data they have access to Are you concerned about any of those? Check-In Pain Points Pain Questions Current Environment Questions Name Drop Product Introduction Close
  18. 18. Based on what you shared, it might make sense to talk in more detail. We have a complimentary customer health check service that provides: • Review of account and setup • Guidance on making changes • Explanation of how to use reporting features Check-In Pain Points Pain Questions Current Environment Questions Name Drop Product Introduction Close
  19. 19. • I worked with a customer with a similar business to your and provided our health check service. • This helped to improve and correct how they are using our platform. • Ultimately, they were able to see a 10% increase in sales from the changes that we helped them to make. Check-In Pain Points Pain Questions Current Environment Questions Name Drop Product Introduction Close
  20. 20. 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 meeting where I can share some examples of how we can help you to improve how you are using our services? Are you available on Tuesday or Thursday morning? Or are you available to continue talking about this now? Check-In Pain Points Pain Questions Current Environment Questions Name Drop Product Introduction Close
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