This document provides guidance on building a strong sales pitch for selling insurance. It discusses making assumptions about prospects and salespeople, focusing the pitch on those who are a good fit, and using a multi-stage sales process with goals for each stage. It also covers identifying the value offered, common problems solved, composing qualifying questions, building interest, and addressing objections. The overall message is to center the pitch around prospects' needs by highlighting value, pain points, and credibility in order to qualify leads and progress them through the sales process.
Complete Training Module to coach Life Insurance Selling Professionals. It is designed by Mr. Prasanna Venkatesan who created many success stories in Life Insurance Industry in India.
Sales stuck in Negotiation? Is it winning the deal or relationship?Learn the Steps to Negotiate. Learn Negotiation Strategies and Communication Styles.
Sales PowerPoint Slides include topics such as: analyzing your product/service, 6 value added techniques, gaining the competetive advantage, 6 ways for overcoming objections, how to sell features-benefits-solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more. Slides can easily be tailored to your specific needs (make handouts, create overheads and use them with an LCD projector) and are available for license. 100+ PowerPoint presentation content slides. Each slide includes slide transitions, clipart and animation. System & Software Requirements: IBM or MAC and PowerPoint 97 or higher. Royalty Free - Use Them Over and Over Again. Once purchased, download instructions will be sent to you via email. (PC and MAC Compatible).
Complete Training Module to coach Life Insurance Selling Professionals. It is designed by Mr. Prasanna Venkatesan who created many success stories in Life Insurance Industry in India.
Sales stuck in Negotiation? Is it winning the deal or relationship?Learn the Steps to Negotiate. Learn Negotiation Strategies and Communication Styles.
Sales PowerPoint Slides include topics such as: analyzing your product/service, 6 value added techniques, gaining the competetive advantage, 6 ways for overcoming objections, how to sell features-benefits-solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more. Slides can easily be tailored to your specific needs (make handouts, create overheads and use them with an LCD projector) and are available for license. 100+ PowerPoint presentation content slides. Each slide includes slide transitions, clipart and animation. System & Software Requirements: IBM or MAC and PowerPoint 97 or higher. Royalty Free - Use Them Over and Over Again. Once purchased, download instructions will be sent to you via email. (PC and MAC Compatible).
Results, conclusions and recommendations from the Value Selling Survey 2015 - Research conducted in Germany, Switzerland, Benelux by Mercuri International and St Gallen University , based on survey of 278 B2B Companies.
SPANCO is a basic selling process, which can be used in every field of work because every specialization has to sell and complete his/her target, it's not only in sales. So, Go through the slides and get to know about the concept. Like and share
Sales Training Course using AIDA and SPIN SellingEugene Sugian
This sales training module aims to change how we do sales by changing our mindset in engaging our customers. AIDA and SPIN Selling techniques are also discussed including best practices being employed in modern selling.
Sales training course 2020 - START SELLINGFraser Hay
Sales training course 2020 - START SELLING is an overview of the sales training coaching programme from Grow Your Business.
Whether you need sales training, help with sales prospecting, pipeline management, lead generation,sales appointments, sales proposals and closing more sales, then check out our programme at https://www.growyourbusiness.tv
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How to generate leads without making cold callsSalesScripter
Many people question whether cold calling works. Even though we believe it does, it can be extremely nice getting appointments with new prospects without ever picking up the phone and we have a structured process for how to do this.
To see a demonstration of this process, join us on our next webinar “How to Generate Leads Without Making a Cold Call”. We will go through this process step-by-step and you can take whatever you want from what we show you.
And if you are skeptical on whether our process will work without making calls, you can certainly some amount of cold and warm calling to what we show you in the webinar.
Being able to close a sale over the phone consistently is an important skill for an insurance agent to have.
This white paper shows tips and techniques based on the experiences of the industries top producing agents to help you do so. https://www.linkedin.com/pulse/20140608222721-34696586-how-to-sell-insurance-over-the-phone-like-a-pro?
Results, conclusions and recommendations from the Value Selling Survey 2015 - Research conducted in Germany, Switzerland, Benelux by Mercuri International and St Gallen University , based on survey of 278 B2B Companies.
SPANCO is a basic selling process, which can be used in every field of work because every specialization has to sell and complete his/her target, it's not only in sales. So, Go through the slides and get to know about the concept. Like and share
Sales Training Course using AIDA and SPIN SellingEugene Sugian
This sales training module aims to change how we do sales by changing our mindset in engaging our customers. AIDA and SPIN Selling techniques are also discussed including best practices being employed in modern selling.
Sales training course 2020 - START SELLINGFraser Hay
Sales training course 2020 - START SELLING is an overview of the sales training coaching programme from Grow Your Business.
Whether you need sales training, help with sales prospecting, pipeline management, lead generation,sales appointments, sales proposals and closing more sales, then check out our programme at https://www.growyourbusiness.tv
TAGS;
sales training course 2020, sales training course, start selling, selling course, sales pipeline management, sales prospecting, lead generation, sales appointments, sales management, sales proposals, sales appointments, selling skills, sales coaching, sales coach, selling, sales training, selling skills, sales skills course, selling skills course, sales course 2020, sales course
How to generate leads without making cold callsSalesScripter
Many people question whether cold calling works. Even though we believe it does, it can be extremely nice getting appointments with new prospects without ever picking up the phone and we have a structured process for how to do this.
To see a demonstration of this process, join us on our next webinar “How to Generate Leads Without Making a Cold Call”. We will go through this process step-by-step and you can take whatever you want from what we show you.
And if you are skeptical on whether our process will work without making calls, you can certainly some amount of cold and warm calling to what we show you in the webinar.
Being able to close a sale over the phone consistently is an important skill for an insurance agent to have.
This white paper shows tips and techniques based on the experiences of the industries top producing agents to help you do so. https://www.linkedin.com/pulse/20140608222721-34696586-how-to-sell-insurance-over-the-phone-like-a-pro?
How to consistently get around sales objectionsSalesScripter
You are very likely to face some sort of objection in every interaction you have with a prospect:
I am not interested.
I don't have time for this.
Is this a sales call?
Just send me your information.
Call me back in 6 months.
Do you know how to respond? Are you able to consistently get around those?
If not, join us for our webinar on "How to Consistently Get Around Sales Objections" where we will outline a methodology that you can immediately implement and improve your results.
How to Become a Consultative SalespersonSalesScripter
You often hear the term consultative selling. But what exactly does that refer to and how do you become a consultative salesperson?
If that is something that you are curious about, you may want to watch this recording of a recent webinar that we hosted on “How to Become a Consultative Salesperson”.
[Webinar] Make Small Talk Track Changes - See Big Sales IimprovementsSalesScripter
The words you say are your most powerful sales tool. Are you fully utilizing this tool and generating as many leads and sales as possible?
Don’t be like most salespeople and just talk about your products to trigger interest. There is a better way and we will clearly outline that in our next webinar “Small Talk Track Changes – Big Sales Improvements”.
In this webinar, you will learn:
– Communicating the value that you offer
– Bringing prospect’s challenges into your pitch
– Asking powerful questions
– Talking about your products and company in the best way
You will get tips that you can immediately implement and see results. And this knowledge will be able to be applied to all the different ways that you communicate with prospects – over the phone, in emails, while networking, on your website, and more.
Corrigiendo la estructura de la url para SEOAQPHost
Todo sitio web presenta por defecto 6 urls para su página de inicio. Esto puede provocar contenido duplicado. Para solucionarlo revisa nuestro slideshare.
This presentation was the final project for my Management Information Systems Course, where we had to give a company an IT solution. Our initiative with that through applying SAS Software to KIA Motors current IT software used, KIA Motor\'s can improve their executives decision making through organizing their data efficiently.
How to operate in a world where prospects dont answer the phone2SalesScripter
The biggest challenge that you face when phone prospecting is simply getting the prospect on the phone. You could have the best product, the best price, the best pitch - but if you don't get a chance to share any of that, it won't do you much good.
The reality is that there is nothing you can do to get prospects to answer the phone more. But there are clear tactics that you can add to how you prospect that will help you to improve your connect rate and we will outline those in our next webinar - "How to Operate in a World Where Prospects don't Answer the Phone"
Getting your prospect on the phone is the biggest challenge that you face while sales prospecting. You can have the best product, the best sales pitch, and be a very talented sales person, but if you can't ever get the prospect on the phone, you are not going to be able to sell anything.
And while this task can be extremely frustrating, there are actually small things that you can do that make a big impact on your ability to connect with prospects.
We outline those in this Sales Prospecting 101 module as it will give you a clear methodology that can immediately improve your results.
Onboarding New Sales Resources Doesn't Need to be So DifficultSalesScripter
Getting new inside sales resources ramped up and performing can be challenging. Not only is it tough because inside sales and phone prospecting can be a tough gig. But it is also difficult because you have so much information that you need to cram into the new rep’s head.
How you execute in this area will have a huge impact on the level of success that the rep has and how long they stay with the organization. This will all factor into the organization’s sales results and turnover rates.
But believe it or not, it does not have to be so hard. Join us for our webinar on August 5th where we will show you how to improve the onboarding of new inside sales resources Go to www.salesscripter.com for more info
Manipulating Sales Pitch to Various Customer Personalitypearljohnson10
The personality of your client plays an important role while tailoring a flawless sales pitch. The Internet is aplenty with resources that coach marketers how to please a customer based on his or her personality.
For More: http://bit.ly/2bFBK5Q
How to Make Setting B2B Appointments EasySalesScripter
Setting B2B appointments can be tough. Once you do finally get a prospect on the phone, you only have a couple of minutes to work with and it can sometimes be a hostile environment.
But don’t worry as we have developed a B2B appointment setting sales methodology that not only makes this process easier, it will also produce better results. We will outline how this process works on our next webinar “How to Make Setting B2B Appointments Easy” and you will also receive an ebook under the same name when you register.
Sell More by Screening the Good Prospects from BadSalesScripter
Time is one of your most valuable resources. Protecting it by minimizing time spent with prospects that have a low chance of purchasing will have a direct impact on your sales results..
Join us on our next webinar “Sell More by Effectively Screening Good Prospects from Bad” where we will show you a systematic process that you can incorporate into your sales process that will make it crystal clear which prospects you should be spending your valuable time with.
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
Following up with sales prospects can be tricky. Sometimes you don’t follow up enough and might be missing out on the business. Other times you might follow up too much where the only thing you are doing is damaging the relationship and wasting valuable time.
If you can relate to that, you should join us for our next webinar “How to Effectively Manage the Sales Lead Follow-Up Process” where we will share a structured process that you can use that will provide clarity for how best to follow up on sales leads.
The Value Conversation - Month of Marketing webinarBizink
What is a value conversation? To be able to command the prices you deserve it is imperative that you have a conversation with a prospective client where you clearly understand what is of value to the client. The value conversation becomes an important part of connecting with customer to sell your services.
How to Immediately Become a Better CloserSalesScripter
There are small things that you can do to make closing easier. It does not matter what type of personality you have and you will not need to act different or be somebody you are not.
We believe that closing should be the easiest step in your sales process and deals can often close themselves. We will teach all of this to you in our next webinar “How to Immediately Become a Better Closer“.
How to Effectively Manage the Sales ProcessSalesScripter
There are key things that you can do to improve your ability to manage prospects through your sales process. Those are outlined in this presentation and video.
You did it! You attracted a valuable lead or two.
Now it's time to make it count and get the most out of your marketing efforts with an intentional sales process.
This presentation with special guest, Shauna Mace CEO and Growth Consultant of Shauna Mace LLC, will share exactly how financial advisors can increase their sales success through:
- Shortening the sales cycle
- Increasing conversion rates
- Building referral relationships
- Increasing efficiencies through technology and data.
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...Jason Evanish
An outline of the key parts of the first two steps of Steve Blank's Four Steps to the Epiphany as well as how to do customer development interviews.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
How to Effectively Use LinkedIn as a Sales Prospecting ToolSalesScripter
LinkedIn is one of the best places to find prospects. But with this access to business professionals comes an area of caution as you do not want to make a bad or negative impression.
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Connecting: The Key to a Successful Buying and Selling RelationshipBob Hafer
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1. Build a Strong Sales Pitch When Selling Insurance
Michael Halper
Founder and CEO
SalesScripter
2. Assumptions We Can Make About Prospects
• Prospects don’t enjoy being sold to
• Prospects aren’t in buying mode
• Prospects often already have insurance
• Prospects don’t think they need insurance
• Prospects get sold to a lot
8. Focus on the May Fit
Make pre-qualifying questions center of your pitch
• Don’t try to sell to everybody
• Will make interactions more conversational
• Plant seeds instead of picking fruit
9. Early Sales Process Stages
Stage GoalsInitial Contact
(First time to speak)
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
First Conversation
(Appointment/Meeting)
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
First Meeting
(Presentation)
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
Pre-qualify
Gather high-level information
Build interest in having conversation
Schedule a First Conversation
Hard Qualify
Gather detailed Information
Build interest in meeting
Schedule a First Meeting
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)
10. Early Sales Process Stages
Alternative Path – Instant CallInitial Contact
(First time to speak)
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
First Conversation
(Appointment/Meeting)
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
First Meeting
(Presentation)
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
Pre-qualify
Gather high-level information
Build interest in having conversation
Schedule a First Conversation
Hard Qualify
Gather detailed Information
Build interest in meeting
Schedule a First Meeting
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)
11. Early Sales Process Stages
Alternate Path – Instant MeetingInitial Contact
(First time to speak)
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
First Conversation
(Appointment/Meeting)
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
First Meeting
(Presentation)
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
Pre-qualify
Gather high-level information
Build interest in having conversation
Schedule a First Conversation
Hard Qualify
Gather detailed Information
Build interest in meeting
Schedule a First Meeting
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)
12. Disqualifying
Soft Disqualify (Takeaway)
• I am not sure if you are a good fit for what we
do.
• I am not sure if we can help you in the same
ways that we help our other clients.
• I don’t know if you are the right person to
speak with or not.
15. What is Value
• Transfer of an intangible attribute from one party to another that has a
positive net worth
• It is not your product, it is what your product helps your clients to do or to
achieve
• Examples:
– Making something work better
– Helping to save time
– Helping to make money
– Providing valuable information
– Making someone’s day easier
– Helping someone to sleep at night
16. Messaging Workflow
Product
1. Health and Welfare Consulting
Value Offered
1. Help CFO’s to implement cost containment
programs.
2. Help manufacturing companies to make
better business decisions regarding the
health and welfare of their employees.
3. Help small businesses to decrease workers
comp costs, healthcare costs, and risk.
Product Value
22. What is Pain
• Something not working well
– Causing a negative impact
• Something could be working better
– Results are not as good as could be
• Are things great, good, ok, or could be
better ?
– Great or good: probably no pain
– OK or could be better: likely pain
23. Messaging Workflow
Pain Resolved
1. It can be difficult to design and implement
successful cost containment programs.
2. It is complicated trying to figure out what the
best alternatives and options are.
3. It is difficult to control and decrease costs for
workers comp, healthcare, and risk.
Value Offered
1. Help CFO’s to implement cost containment
programs.
2. Help manufacturing companies to make
better business decisions regarding the
health and welfare of their employees.
3. Help small businesses to decrease workers
comp costs, healthcare costs, and risk.
Product Value Pain
29. 2 Step Qualifying Process
Step 1 – Pre-Qualifying
• To make sure it makes sense to meet and keep
talking
• Takes place in first contact
Step 2 – Qualifying
• Identify if you can consider the prospect and lead
are real
• Takes place in first meeting
30. Messaging Workflow
Questions to Ask
1. How much of a priority is it for you to
implement new cost containment
programs?
2. How confident are you that you have a
complete understanding of what your
options are in the areas of health and
welfare?
3. How important is it for you to find new
ways to control or decrease benefits and
healthcare costs?
Pain Resolved
1. It can be difficult to design and implement
successful cost containment programs.
2. It is complicated trying to figure out what the
best alternatives and options are.
3. It is difficult to control and decrease costs for
workers comp, healthcare, and risk.
Product Value Pain Qualify
35. Messaging Workflow
Product Value Pain Qualify Interest
• Communicate ROI
• Explain differentiation
• Share client story
• Paint a picture of the future state
• Discuss impacts of doing nothing
• Share company facts
37. Messaging Workflow
Product Value Pain Qualify Interest Credibility
We worked with Direct Industrial and provided them with health and welfare
consulting. This helped them to improve their decisions regarding the benefits
and that lead to a decrease in medical coverage costs by 10%.
Ultimate
Benefit
Realized
Initial
Benefit
Realized
Product /
Service
Provided
Past Client
42. What are Objections
• I am busy right now.
• Who are you with?
• What is this in regards to?
• I am not interested.
• Just send me some information.
• We already use somebody.
• We are not looking to make a change right now.
• We do not have budget/money to spend.
43. Messaging Workflow
Product Value Pain Qualify Objections
Objection Responses
1. Help manufacturing companies to
make better business decisions
regarding the health and welfare of
their employees.
2. It can be difficult to design and
implement successful cost
containment programs.
3. How important is it for you to find
new ways to control or decrease
benefits and healthcare costs?
Value Offered
Pain Resolved
Questions to Ask
Building Interest Points
Name Drop Statement
Interest Credibility
45. If You Want More Help
Sales Coaching and Sales Consulting
• 2 or 5 hour blocks of one-on-one coaching
• Weekly 30 minutes one-on-one coaching sessions
• Weekly 1 hour one-on-one coaching sessions
• Weekly Unlimited one-on-one coaching session
• Weekly 1 hour group coaching sessions
Contact us if interested – info@salesscripter.com
46. If You Want More Help
• https://www.youtube.com/user/LaunchPadSol
• Or search Sales Scripter
• Over 130 videos
• Sales Prospecting 101 Training Program
• Webinars
• Sales Tips
• SalesScripter demo videos
• Subscribe
Go to Our YouTube Channel
47. If You Want More Help
• Five ebooks
– Found at https://salesscripter.com/ebooks/
– Do’s and Don’ts of Cold Calling
– How to Get around Cold Call Objections
– How to Build a Value Proposition that Generates
Leads
– How to Build Sales Campaigns that Sell
– How to Build Email Drip Campaigns that Convert
Sales
• The Cold Calling Equation – PROBLEM
SOLVED
– Found at http://www.amazon.com/The-Cold-
Calling-Equation-Problem/dp/1468173545
Check Out Our Books
48. If You Want More Help
• Week 1
– Understanding the Ideal Sales Process
– How to Make Cold Calls
– Appointment Setting Tactics
– Voicemail Messaging Methodology
• Week 2
– Sales Messaging Workshop
– How to Get Prospect’s on the Phone
– How to Get Around Objections
– How to Incorporate Buyer Personas into Your
Selling
– Overview of a 2-Step Qualifying Process
New Hire Onboarding Training Program / Sales Prospecting 101
• Week 3
– How to Build Your Value Proposition
– How to Focus on Prospect Pain
– How to Get Around Gatekeepers
– How to Perform the Perfect Takeaway
• Week 4
– How to Build Rapport, Interest, and
Credibility
– How to Improve Mental Strength When
Selling
– How to Be a Better Closer
* Available through e-learning videos, live virtual, or live in-person
* Can be tailored to your business
49. If You Want More Help
• Build your scripts and campaigns
– Call scripts
– Email templates
– Voicemail Scripts
– Objection responses
– Key Questions
– And more
• $49 per month / $29 per month with annual subscription
– 30 Day Money Back Guarantee
Sign up for SalesScripter
50. If You Want More Help
• Build your scripts and campaigns
– Call scripts
– Email templates
– Voicemail Scripts
– Objection responses
– Key Questions
– And more
• $49 per month / $29 per month with annual subscription
– 30 Day Money Back Guarantee
Sign up for SalesScripter
Before we go any further, let’s clearly discuss what value is specifically in the context that we are using it as it can mean different things to different people.
When we talk about value, we are referring to the transfer of something from one party to another that has a positive net worth. Now, the important thing to get your hands around with this is that value is an intangible attribute. It is not something you can see or pick up, yet it is definitely there, has a positive net worth. And actually the transfer between parties can be visible when you are aware of the value that exists and you know what to look for, and that is what we will teach you hear today.
Let me provide a little more color around that by sharing a few examples.
First, it is important to note that value is something that is transferred everyday at a personal level between family and friends. For example, when you bring humor to a group or conversation and make someone laugh, you are providing value as you are improving the conversation from what it would be without that. Or by teaching someone something, being a good listener, providing security, or making someone’s life easier are all examples of providing value at a personal level. You are essentially giving something or contributing something to another person.
Once we understand how we offer value at a personal level, we can better understand how we deliver value at a business level. Just as we can improve the lives and interactions with friends, we can do this for our clients as well by helping them to save money, helping them to make more money, by providing valuable information, or again making someone’s day easier. These are all examples of the value that we can transfer from us to our prospects and clients.
One important thing to start to get your hands around is that value is not the same thing as the product that you provide. It is what your product helps your clients to do or helps them to achieve.
Let’s discuss just what pain is in the context that we use it in. Pain is something that is not working well or could be working better for a prospect and this is causing a negative impact.
We will get into much more detail and go into examples and we just want to introduce the concept at this point.
But at the highest level, one question that can be asked to determine if there is pain is “are things great, good, OK, or could be better?”
If things are either great or good, there might not be any pain, or at least not very much.
And if things are OK or could be better, there likely is some sort of pain that the prospect is experiencing.
Hopefully by now you can see how important it is to screen and qualify prospects. Now let’s get into how to effectively do that.
We provide you with a 2 step qualifying process. Step 1 is called soft qualifying and it is focused on primarily determining whether it makes sense to meet and keep talking. The main thing that we look at here is, at the most basic level, are there any level of open needs in the area where we have something to offer. We are trying to eliminate those No Need to Purchase prospects as if there is not even a need, let’s not waste each other time.
This soft qualifying takes place in the first conversations with the prospect. For example, this level of qualifying takes place on the cold call, or could also be on an inbound call from a prospect, and we softly qualify to identify if it makes sense to continue talking or put a meeting on the calendar.
Step 2 is hard qualifying and this is where you dig deeper to identify how the prospect measures up in of the four key areas. The ideal time and place for this is when you are in the first meeting with the prospect.
Before we go any further, let’s clearly discuss what objections are.
Objections are a prospect’s best weapon when they answer your cold call. They are statements or questions that the prospect will throw at you and they are like mini stops signs that the prospect will hold up. They use to try to take a control of the call and take it in a direction of their choosing. And if they begin to feel like you are selling something when they are not looking to buy, they will want try to end the call and will use objections to get there as soon as possible.
Now let’s take a look at common objections and ones that you are just about guaranteed to run up against.
I am busy right now. Who are you with?
What is this in regards to?
I am not interested.
Just send me some information.
We already use somebody.
We are not looking to make a change right now.
We do not have any budge to spend.
Those are eight objections that consistently come up. You could maybe tweak those for your situation, and add a couple that are specific to your products, you would have a complete list of objections to be prepared for. As part of this training, we will explain these one at a time and show you how to get around them.