Consultative Versus “Features and Benefits” Selling Psychologist + Consultant Think more like a Newspaper Reporter • Who • What • Why • Where • When • How “Let Me “Tell Me More Tell You” About That” Prospect Your Needs Offering Product Focused Need Focused Lower Margin Higher Margin Consultative Features & Benefits D o u b l e Yo u r S a l e s L e a d s
It Takes 8-14 Attempts to Reach Someone Through Voicemail on AverageHow many do most make prior toquitting?3 AttemptsReason it takes so long?FAIL TO LEAVE A COMPELLING MESSAGE D o u b l e Yo u r S a l e s L e a d s
Leaving Successful Voicemails The result of your emails is highly depended on these six factors: 1. Your ability to created firm, controlled excitement in your voice. 2. Your timing in regard to their need. 3. How compelling your voicemail is to them. 4. How long it is 5. How often you contact them. 6. Getting admin support.D o u b l e Yo u r S a l e s L e a d s
Getting a prospect’s Key Factorsattention with a bettervalue proposition 1. Focus on the competitive pains in YOUR PROSPECTS industry 2. How will what you do increase revenue for the prospect? 3. Can it pay for itself? 4. Know your competitors and how they sell! 5. It is best to guide the prospect to having THEM tell you what your unique value proposition really is . 6. They have heard the sell – help them understand the core “why” by focusing on what others saw in your product that induced them to buy. D o u b l e Yo u r S a l e s L e a d s
Finding Pain Points and Key FactorsKnowing What to DoWith Them 1. Pain comes from questioning • Consultative Approach 2. Pain comes from similar people with similar challenges 3. People need to resolve pain to justify spending money. 4. Don’t miss pain – if it uncovered it is DEADLY to miss it in the sales process. 5. Run the Pain Funnel D o u b l e Yo u r S a l e s L e a d s
In 3 Years More People Will Be watching The Internet Than Reading It. People are watching 2 billion videos a day on YouTube and uploading hundreds of thousands of videos daily. In fact, every minute, 24 hours of video is uploaded to YouTube.D o u b l e Yo u r S a l e s L e a d s
YouTube is bigger than YahooD o u b l e Yo u r S a l e s L e a d s
Ideally How Many Videos Should ONE I Produce Per Month? RULE:123 To THREE D o u b l e Yo u r S a l e s L e a d s
The Important CallWhat to know about this techniquePro: It can net as high as 80% callbacksCon: 1 out of 10 executives will be a little miffed at your use of the technique. This technique should be used when you have something that is critical to the prospects business.How the Call WorksFirst understand the method of delivery.. Quick yet relaxed deliverywith authority and no level of undo excitement.What is said:Bruce, ’ Greg Holsen –(Pause) important we talk – call me at 408-xxx-xxxx. (Hand Up)If executive gets miffed say I told you it was important but it wasn’turgent. If you give me a half a minute I’ll tell you why I called and youcan determine if I should have made the call.
The Reference CallWhat to know about this techniquePro: It can net as high as 90% callbacksCon: 1 out of 10 executives will be a actually validate that the person referenced did in fact ask the salesperson to call so don’t make up any names!How the Call WorksFirst understand the method of delivery.. Quick yet relaxed deliverywith authority and no level of undo excitement.What is said:Bruce, Greg Holsen – Michael asked me to give you a call, Please callme back at 408-xxx-xxxx.What works in this call is a kaleidoscope of unknown names. Executivewants to get to the bottom of the situation and clear it off his desk sohe calls back quickly to uncover the mystery.
CALLSHi Matt,Its Greg Holsen, Listen Matt I’m not sure that you even need to call me back .The reason I am calling, is that we work with companies similar to JonesManufacturing who are frustrated that their salespeople are not in front ofenough qualified prospects on a consistent basis to meet their goals. If thissounds familiar give me a call at 408.xxx.xxxx. Again it’s Greg Holsen at408.xxxx.xxxx (said slowly and clearly)
CALLSIt’s Greg Holsen, Matt …. The reason I’m calling is that often the clients we workwith came to use because they were frustrated that their sales cycle is takinglonger and longer and they are not sure what to do about it. Maybe you areexperiencing the same frustration, if so give me a a call at 408.xxx.xxxx. Againit’s Greg Holsen at 408.xxxx.xxxx (said slowly and clearly)
CALLSHi Matt,Its Greg Holsen, Matt the reason I am calling is that we work with manycompanies very similar to Jones Manufacturing and CEO’s at the thosecompanies came to us because they were angry that they had to consistencylower their price to make the sale and wind up selling at margins that don’tsustain their business. I don’t know if you have experienced that, but if you haveand are tired of living with that, call me at 408.xxx.xxxx. Again it’s Greg Holsenat 408.xxxx.xxxx (said slowly and clearly)
CALLSHi Matt,It’s Greg Holsen. I left you a few messages recently sharing some of the reasonsthat CEO’s like yourself have come to us to solve a critical sales issue in theirbusiness. One of the issues I hear often is that their salespeople spend substantialcompany resources and important prospecting time to create proposals. Corporatemanagement almost become sick when they see that document with their pricing init, shopped all over town for the lowest price. It might be time to talk and identifyimportant ways to eliminate that. Call me at 408.xxx.xxxx. Again it’s Greg Holsen at408.xxxx.xxxx (said slowly and clearly)
CALLSIts Greg Holsen, Matt. I know I suggested in my first voicemail that it mightnot be important to call me back, but I have to imagine that if you are like themajority of CEO’s we talk with, you are experiencing one or two criticalchallenges in your sales group. One that we hear quite often is that those salesteams that are making the million dollar presentations only to walk away withthink-it-overs. Would you say that maybe you might be experiencing one ortwo of those and it frustrates you because you really needed that sale? Mattcan you give me a call today at 408.xxx.xxxx. Again it’s Greg Holsen withManagedForce at 408.xxxx.xxxx (said slowly and clearly)
The 1st mistake: Not Researching Before Making the Call If you call a prospect without knowing what they do, then youre wasting everybodys time. The 2nd Mistake: Opening the Call with "How Are You?" Asking "How are you?" when making a cold call is like sending a 30 second advance warning for a nuclear strike. You might think youre being considerate, but all youre doing is alerting the poorWays to prospect to their impending "death by cold call“. Make The 3rd Mistake: Technical Jargon and Acronyms Its easy for salespeople to flaunt industry jargon and buzzwords,Sure Your but it often alienates and confuses prospects.Cold Call The 4th Mistake: The One-Way Conversation There are three kinds of communicators: the bore: they talk about Stays themselves, the gossip: they talk about others and the brilliant conversationalist... they talk about you. Cold The 5th Mistake: The Premature Meeting Invitation Calling a stranger and asking for a face-to-face meeting in the first 30 seconds is like asking somebody out on the first date. a date right after being introduced Source: Michael Schell