5 Key Steps To More Sales Appointments - Brandt Page - Sales Training

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Sales Training specifically covering key principals to get more sales appointments to build your sales pipeline. Follow these simple tactical steps and get better results. …

Sales Training specifically covering key principals to get more sales appointments to build your sales pipeline. Follow these simple tactical steps and get better results.
Brandt Page is CEO of Launch Sales and Marketing (http://launchsalesandmarketing.com) specializing in lead generation, lead qualification, and appointment setting for b2b companies. 877-466-0111

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  • 1. Brandt Page
    Launch Sales and Marketing
    Sales Training
    “5 key steps to MoreSales Appointments”
  • 2. Brandt Page’s Bio
    Brandt Page is the founder and CEO of Launch Sales and Marketing, an outsourced sales company specializing in B2B sales pipeline creation for their clients by providing lead generation, qualification, and appointment setting services.
    Emerging Executive of the Year 2009 by the Utah Technology Council.
    American Express selected him to advise their national OPEN Forum Pulse on Twitter, was nominated for the "INC 30 Under 30" award in 2010,
    Elected into the 2010 vSpring Capital Top 100 Venture Entrepreneurs. The “v100”
    Launch was recently featured in the Utah CEO magazine as the 6th fastest growing student founded company in Utah.
    Along with speaking at several events, Brandt was the keynote speaker at the Utah Governor’s Student Business Summit.
    A mentor for the Community Foundation of Utah and works with at-risk youth in Salt Lake City.
    He been on numerous panels and has judged business competitions.
  • 3. Nothing Happens w/out an appointment
    All phases of sales cycle are important
    Appointments are necessary
    How do you currently get your leads and appointments?
    How much time do you spend prospecting?
  • 4. Today’s Outline: 6 key steps
    1. Shift your cold calling hours
    2. Use voice mail to get more appointments
    3. Preparing for the call will improve results
    4. Leverage what they are telling you
    5. Use email to connect with prospects
    Create your own luck, by DOING
    The Gatekeeper
    Turn 30 Seconds into 3 minutes
  • 5. 1. Shift your cold calling hours
    Don’t just…get it out of the way…
    Best times are industry specific.
    When are your prospects most likely there?
    Keep track, use historical data to support.
  • 6. 2. Use voice mail to get more appointments
    It takes 5-7 touches for a response
    People DO return calls from voice mails
    If no info is left, no impression is made
    The goal of the voicemail is for a call back
    Most people listen to the entire voice mail
  • 7. 3. Preparing for the call will improve results
    Most hate to prospect, so they don’t prepare
    Use a CRM: Touch, Contact, Engage (status)
    No deep preparation. Just be prepared with:
    Calling list- name, title, phone #
    Potential value statements
    References
    Potential voice mail/email templates
    Ability to anticipate and deal with objections
  • 8. 4. Leverage what they are telling you
    Not every call turns into an appointment
    Utilize the secretary, ask questions
    Learn the buzzwords, jargon from each call
    Recycle leads. A no today, might mean a yes tomorrow.
    Use Drip Campaigns: ELF (Electronic Labor Force)
  • 9. 5. Use email to connect with prospects
    Make it Blackberry ready 2 x 2.5 inch screen
    Use templates to save time
    Downside: they can delete without reading
    Use a strong, relevant, Subject Line
    The goal of an email is to get a response.
  • 10. Create your own luck, by DOING
    Inaction is not an option
    The #1 reason for low sales, is lack of effort
    Most reps find anything else to do besides prospecting. They avoid it!
    People do not like to cold call for fear of rejection.
    Master the cold call – people like what they are good at.
    Just get on the phone…and DO IT!
  • 11. The Gatekeeper
  • 12. Turn 30 seconds to 3 minutes
  • 13. www.LaunchSalesandMarketing.com
    Brandt@LaunchSalesandMarketing.com
    877-466-0111 x201
    Twitter.com/BrandtPage
    Twitter.com/LaunchSales
    Linkedin.com/Brandtpage
    “5 key steps to MoreSales Appointments”