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How to Cold Call Businesses

How to Cold Call Businesses

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How to Cold Call Businesses
Module 1: Introduction to SMART
Module 2: Consultative Selling
Module 3: Sales Message
Module 4: Sales Scripts
Module 5: Sales Process
Module 6: Cold Calling
Module 7: Cold Emailing
Module 8: Voicemail
Module 9: Connecting
Module 10: Objections
Module 11: Gatekeepers
Module 12: Qualifying
Module 13: Appointments
Module 14: Closing
Module 15: Rapport
Module 16: Mindset
Chapter 17
Link in Description
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
Cold Call Process
OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
INITIAL CONTACT
CONVERSATION
EXPLANATION
ICE Sales Process
I C E

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How to Cold Call Businesses

  • 1. How to Cold Call Businesses
  • 2. Module 1: Introduction to SMART Module 2: Consultative Selling Module 3: Sales Message Module 4: Sales Scripts Module 5: Sales Process Module 6: Cold Calling Module 7: Cold Emailing Module 8: Voicemail Module 9: Connecting Module 10: Objections Module 11: Gatekeepers Module 12: Qualifying Module 13: Appointments Module 14: Closing Module 15: Rapport Module 16: Mindset
  • 3. Chapter 17 Link in Description
  • 4. 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
  • 5. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  • 7. 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
  • 8. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  • 9. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  • 11. It invites an objection Power through until told otherwise Don’t Confirm Availability
  • 12. The polite thing to do Identifies how busy the prospect is Buys you a window of time Builds rapport Confirming Availability
  • 13. 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
  • 14. Gets a more accurate read More familiar, less sales-ish Pattern interrupt Creates rapport Have I caught you in the middle of anything?
  • 15. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Hello [Contact], This is Michael Halper calling from Sales Scripter. How are you doing today? Don’t say this Hello [Contact], This is Michael Halper calling from Sales Scripter. Have I caught you in the middle of anything?
  • 16. • I am available. • Yes, but I am OK. • No, I am fine. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Advance to Purpose for the Call • It depends on what you are calling about. • What is this call in regards to? • Is this a sales call? Advance to Purpose for the Call
  • 17. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS 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 • Yes, I am in the middle of something. • I am busy right now. • I am not available.
  • 18. • 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 OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Don’t say anything like this
  • 19. OPEN THE CALL 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
  • 20. OPEN THE CALL 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
  • 21. OPEN THE CALL 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
  • 22. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Great. The reason for my call is that we help sales trainers to: • Make it easier to teach reps what to say • Decrease new hire ramp-up time • Improve the performance for every rep on the team • Make the training department look great Value Points
  • 23. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Great. The reason for my call is that we work with sales trainers and they often have challenges with: • Difficult teaching reps everything they need to say • Takes a long time to get reps ramped up and producing • Not enough reps performing well • Training does not get enough credit Pain Points
  • 24. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Great. The reason for my call is that: • We worked with a sales trainer at a software company and helped make it easier to teach reps what to say. • This ultimately helped to improve the performance for every rep on the team. Customer Example
  • 25. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Advance to Sales Takeaway
  • 26. Sales Takeaway • Taking away what you are trying to sell • Opposite of trying to get the prospect to move forward • Express doubt in fit or justification • Opposite of what most salespeople do
  • 27. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS • I do not know if you need what we provide. • I do not know if you are a good fit with what we do. • I do not know if we can help you in the same way. • I do not know if you are interested in those improvements. • I do not know if you are concerned about those areas. • I do not know if you are the right person to speak with. • I do not know if it makes sense for us to talk. Soft Sales Takeaway
  • 28. PUSH PULL Great. The reason for my call is that we help sales trainers to teach sales reps what to say and ask. I don't know if we can help you in the same way or not.
  • 29. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Advance to Questions If I could ask you real quick.
  • 30. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS • How difficult is it to get reps to know what to say and ask? • How do you feel about the time it takes to get sales reps ramped up and producing? • How much of a priority is it to get reps performing better? • How important is it to get more Pain Questions
  • 31. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS • Are you all using any type of sales script or sales playbook? • Do you use any type of sales methodology? • Do you provide sales training to your sales staff? • Do you have a new hire onboarding training program? • How many sales reps do you have? • Are you doing any type of cold outreach? • What is your sales staff turnover rate? • How long does it take to get reps ramped up and performing? • When was the last time you looked at improving your sales training? Current State Questions
  • 32. 3 Categories for Answers OPEN THE CALL 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
  • 33. OPEN THE CALL 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 more because that is the type of thing that we help with. Skip to Product / Company Info
  • 34. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS When we work with sales trainers, they often have challenges with: • Difficult teaching reps everything they need to say • Takes a long time to get reps ramped up and producing • Not enough reps performing well • Training does not get enough credit Are you concerned about any of those areas? Pain Points
  • 35. OPEN THE CALL 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 more 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
  • 36. I am with Sales Scripter and we provide the SMART Sales System: • Web-based sales script generator • Sales script library • Sales role-play software • CRM and email automation • Sales training program • Sales consulting and coaching Benefits Our system helps sales trainers to: • Make it easier to teach reps what to say • Decrease new hire ramp-up time • Improve the performance for every rep on the team • Make the training department look great OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Product
  • 37. Differentiation Some ways we differ from other options out there are: • We are the only sales tool that helps with what to say • We are a true consultative selling approach • We provide the only AI-driven sales role-play software Impacts of not doing anything Some things you might want to be concerned about: • Difficult teaching reps everything they need to say • Takes a long time to get reps ramped up and producing • Not enough reps performing well • Training does not get enough credit OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Product
  • 38. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS • We worked with a sales trainer at a software company and they were having difficulty getting their reps to learn the pitch. • We helped to solve that by implementing our SMART Sales System. • This not only made it easier to teach reps what to say, but ultimately it helped to improve the performance for every rep on the team. Key: Customer | Pain Point | Product sold | Value Point Customer Example
  • 39. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Advance to Close
  • 40. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS INITIAL CONTACT CONVERSATION EXPLANATION PURCHASE Selling the Product Selling the Next Step
  • 41. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS 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 call to learn a little more about you and share examples of how we have helped other sales trainers to: • Make it easier to teach reps what to say • Decrease new hire ramp-up time • Improve the performance for every rep on the team • Make the training department look great Are you available on Tuesday or Thursday morning? Or are you available to continue talking about this now? Cold Call Close
  • 42. OPEN THE CALL 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
  • 43. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS • How difficult is it to get reps to know what to say and ask? • How do you feel about the time it takes to get sales reps ramped up and producing? • How much of a priority is it to get reps performing better? • How important is it to get more Pain Questions
  • 44. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS • Are you all using any type of sales script or sales playbook? • Do you use any type of sales methodology? • Do you provide sales training to your sales staff? • Do you have a new hire onboarding training program? • How many sales reps do you have? • Are you doing any type of cold outreach? • What is your sales staff turnover rate? • How long does it take to get reps ramped up and performing? • When was the last time you looked at improving your sales training? Current State Questions
  • 45. OPEN THE CALL 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
  • 46. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS When we work with sales trainers, they often have challenges with: • Difficult teaching reps everything they need to say • Takes a long time to get reps ramped up and producing • Not enough reps performing well • Training does not get enough credit Are you concerned about any of those areas? Pain Points
  • 47. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
  • 48. Module 1: Introduction to SMART Module 2: Consultative Selling Module 3: Sales Message Module 4: Sales Scripts Module 5: Sales Process Module 6: Cold Calling Module 7: Cold Emailing Module 8: Voicemail Module 9: Connecting Module 10: Objections Module 11: Gatekeepers Module 12: Qualifying Module 13: Appointments Module 14: Closing Module 15: Rapport Module 16: Mindset