Sales has changed over the past twenty years, and nowhere is this more clear than in cold calling. Many people say that cold calling is dead. They’re wrong.
If your cold calls aren’t producing the results you want, you need to update your toolbelt. Start improving your cold calls with these ten tips.
This "Spin Your Sales Call" deck is a brief and simple explanation of how the SPIN selling method is created. Please review this deck to gain a basic understanding of how sales professionals format their spin questions before their appointments.
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
If you’re using the same outdated approach to cold calling as most sales reps, you’re doing it wrong... and you’re missing out on a lot of appointments.
In this slideshow from our March session of Business Wise Insiders, you'll learn 5 new rules for cold calling that replace the old, outdated strategies most sales reps use; secrets to cold calling efficiency that lead to more appointments with better prospects in less phone time; how to avoid common cold calling mistakes that might be lowering your success rate.
Managing Sales Cycle and the Funnel are always the most important keys to support your sales teams to success.
This is an overview which could help having an idea about them.
You need any help, ask me
https://www.linkedin.com/in/aminsameni/
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
Slide share version of sales as an art and science the 10-step sales proces...Steven Tulman
I was invited to give a presentation to the MBA and HBA students at the Richard Ivey School of Business on the topic of how to succeed at a career in Professional Sales. Here are the slides that I used to present to the students.
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.
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
Sales has changed over the past twenty years, and nowhere is this more clear than in cold calling. Many people say that cold calling is dead. They’re wrong.
If your cold calls aren’t producing the results you want, you need to update your toolbelt. Start improving your cold calls with these ten tips.
This "Spin Your Sales Call" deck is a brief and simple explanation of how the SPIN selling method is created. Please review this deck to gain a basic understanding of how sales professionals format their spin questions before their appointments.
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
If you’re using the same outdated approach to cold calling as most sales reps, you’re doing it wrong... and you’re missing out on a lot of appointments.
In this slideshow from our March session of Business Wise Insiders, you'll learn 5 new rules for cold calling that replace the old, outdated strategies most sales reps use; secrets to cold calling efficiency that lead to more appointments with better prospects in less phone time; how to avoid common cold calling mistakes that might be lowering your success rate.
Managing Sales Cycle and the Funnel are always the most important keys to support your sales teams to success.
This is an overview which could help having an idea about them.
You need any help, ask me
https://www.linkedin.com/in/aminsameni/
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
Slide share version of sales as an art and science the 10-step sales proces...Steven Tulman
I was invited to give a presentation to the MBA and HBA students at the Richard Ivey School of Business on the topic of how to succeed at a career in Professional Sales. Here are the slides that I used to present to the students.
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.
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
10 Sales Tips for How to Sell More by Selling LessSalesScripter
With most things in life, if you try harder you will increase your odds of success. It does not work that way in sales.
Yes, more activity and effort helps but if people are not buying what you are selling, try to sell “harder” only stands to push people away.
We actually believe that if you decrease how “hard” you try to sell (sell LESS), people will actually by MORE from you and we will explain how that can be in these webinar slides for 10 Ways to Sell More by Selling Less
10 Tips for How to Build More Rapport with Sales ProspectsSalesScripter
If people buy from people they like, all we have to do is get people to like us more, right? Well, how the heck do we do that if we are who we are.
Believe or not, there are actually some small things you can do to be more likable and we will outline those in our next webinar "10 Tips for How to Build More Rapport with Sales Prospects".
How to Build and Maintain Mental StrengthSalesScripter
Selling can be tough and will always be a mix of highs and lows. Being able to stay mentally strong and focused during these fluctuations and the general chaos that can come with selling will impact the level of your success.
Believe it or not, there are very small things that you can do to build have more mental clarity, focus, and strength and we will outline those in our next webinar on “How to Build and Maintain Mental Strength While Selling”.
Build a Strong Sales Pitch When Selling InsuranceSalesScripter
It can be tough to sell insurance. Everybody needs it, nobody enjoys buying it, and a lot of people sell it.
The key to success is having a strong sales pitch that not only sounds better than the competition, but one that also clearly communicates to prospects.
If you sell insurance, join us for our webinar on “How to Build a Strong Sales Pitch When Selling Insurance” where we will break down how to stand out from the competition and build interest at the same time.
The Mezzanine Group's founder, Lisa Shepherd, shares insight into her book, The Radical Sales Shift. This is the fourth in a five part series. Part four explores lessons 6-12 from her book.
How to teach salespeople to always ask the right questionsSalesScripter
The best salesperson is the one that asks the best questions. But it can be extremely challenging to train your sales resources to what questions to ask at all the different times.
What often happens is learning through trial and error which can be extremely costly in terms of deals lost and long new hire ramp up time.
It does not need to be so difficult and we will show you this on our “How to Train Your Salespeople to Always Ask the Right Questions” webinar where we will:
– Show you a two-step qualifying process
– Outline both pre-qualifying questions and hard qualifying questions
– Closing questions
– Networking questions
– How to build question trees that have all of the best follow-up questions
Sell Without Selling - Tips to Rock Sales and ProposalsBrent Bice
This presentation explores what successful salespeople do to differentiate themselves and ultimately win bigger and better projects.
We discuss SPIN selling, positioning statements, scripts, proposal templates and more.
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.
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RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
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Accpac to QuickBooks Conversion Navigating the Transition with Online Account...PaulBryant58
This article provides a comprehensive guide on how to
effectively manage the convert Accpac to QuickBooks , with a particular focus on utilizing online accounting services to streamline the process.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
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What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
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𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
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1. How to Build a Cold Call Script that Works
Michael Halper
Founder and CEO
SalesScripter
2. Core Concepts
Understand the Prospect
• Extremely busy
• Gets a lot of sales calls
• Likely not in buying mode
• Guard will be at a medium level
3. Core Concepts
Don’t Sound Like a Sales Person
• Sounding like a sales person will increase
guardedness
• More important early in a call
• Minimize product jargon
• Try to use real, conversational language
4. Core Concepts
Focus on the Right Goal
• Goal is not to sell the product
• Goal is to establish or schedule a first
conversation
*See Sales Prospecting 101 – Module 5: Mapping Out Your Ideal
Sales Process
Initial 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
5. Core Concepts
80 / 20 Rule
• 80% of conversation should be on the prospect,
20% on you
• Enables you to seems less sales-ish and helps
you to extract valuable information
• Use questions to get conversation focused on the
prospect
• Share enough about you to get to a first call
*See Sales Prospecting 101 – Module 5: Mapping Out Your Ideal
Sales Process
Initial 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
6. Core Concepts
Minimize Traditional Rapport
Building Tactics
• “How are you doing?” on first time speaking
• Minimize personal discussion
• You have not earned this opportunity yet
• This can start as early as the second time
speaking with someone
*See Sales Prospecting 101 – Module 8: How to Build Rapport (YouTube)
7. Core Concepts
Confirm Availability
• Determine if normal busy or crazy busy
• “Have I caught you in the middle of anything?”
• Pattern Interrupt
• Build rapport
8. Core Concepts
Soft Disqualify Statement
“I am not sure if we are a good fit for you.”
“I am not sure if you all need what we
provide.”
“I am not sure you are the right person to
speak with.”
• Decreases guardedness and builds rapport
and curiosity
*See Sales Prospecting 101 – Module 11: How to Perform the Perfect
Takeaway (YouTube)
9. Core Concepts
Name Dropping
• Internal contacts
– “I spoke with Tom White in accounting
and now I am trying to reach someone in
HR.”
– “I am planning on meeting with Tom
White in accounting and before I do that,
I would like to talk with someone in HR.”
• External clients
– “We work with LumberLift and helped
them to decrease inventory costs.”
*See Sales Prospecting 101 – Module 7: How to Get Around the
Gatekeeper (YouTube)
10. Core Concepts
Prepare for Objections
• A good script will include objection
responses
• There are only 10 objections that you will
consistently face
• Create an objections map that lists
anticipated objections with responses
*See Sales Prospecting 101 – Module 6: How to Deal With Prospect
Objections (YouTube)
11. Call Script Formats
Traditional Call Scripts
• Long list of paragraphs, statements, and
questions
• Hard to digest and use
• Intimidating
• Makes you sound scripted
• Not flexible
• Positions you to do most of the talking
12. Call Script Formats
Cold Call Blueprint
• Compartmentalizes a prospecting call
• Provides a flexible, yet structured approach
• Compartments can be filled with different content
for different scenarios
• Order of compartments can vary from call to call
• Sections to use
– Objective
– Introduction
– Attention Grabbing Statement
– Disqualify Statement
– Pre-Qualifying Questions
– Common Pain Examples
– Building Interest Points
– Close Attempt
13. Call Blueprint
Gatekeeper Introduction
“Hello, I am trying to connect with the person
that oversees sales. Can you point me in the
right direction?”
• Be direct
• Don’t say your name or who you are with if
not asked
Gatekeeper Introduction
Target Prospect Introduction
Attention Grabbing Statement
Qualifying Questions
Common Pain Examples
Building Interest Points
Close
Disqualify Statement
*See Sales Prospecting 101 – Module 7: How to Get Around the
Gatekeeper (YouTube)
14. Call Blueprint
Target Prospect Introduction
“Hello Mary, this is Michael Halper, from
SalesScripter. Have I caught you in the middle of
anything?”
• We include a question to determine level of
busyness in every target prospect
introduction
– Determines if normal busy or crazy busy
– Catches them off guard
– Shows respect and builds rapport
Gatekeeper Introduction
Target Prospect Introduction
Attention Grabbing Statement
Qualifying Questions
Common Pain Examples
Building Interest Points
Close
Disqualify Statement
15. Call Blueprint
Value Statement
“Purpose for my call is that we help sales managers to make it
easy for their sales resources to always know what to say and
ask.”
Pain Examples
“Purpose for my call is that we help sales managers and they are
often having challenges getting their sales reps ramped up and
always saying the right stuff.”
Name Drop
“Purpose for my call is that we worked with StrikeTech and help
them to increase quota attainment by 40% for the sales reps.”
Gatekeeper Introduction
Target Prospect Introduction
Attention Grabbing Statement
Qualifying Questions
Common Pain Examples
Building Interest Points
Close
Disqualify Statement
*See Sales Prospecting 101 – Module 1: How to Build Your Value Prop
(YouTube)
16. Call Blueprint
Disqualify Statement
“I actually do not know if you need what we
provide so I had just a couple of questions.”
“I am not sure we can help you in the same way.”
“I am not sure you are the right person to speak
with or not.”
Gatekeeper Introduction
Target Prospect Introduction
Attention Grabbing Statement
Qualifying Questions
Common Pain Examples
Building Interest Points
Close
Disqualify Statement
*See Sales Prospecting 101 – Module 11: How to Perform the Perfect
Takeaway (YouTube)
17. Call Blueprint
Qualifying Questions
1. Do you feel like it is challenging to get new sales hires
ramped up and performing?
2. Are your resources using any type of script or sales
tools that help them with what to say and ask? How do
you feel that those are working to help get your team to
perform at a high level?
3. Are you concerned about the amount of under-
performing sales resources that you regularly have?
• A couple of questions that help to determine the
level of fit
– Identifies whether it makes sense to keep talking
– Decreases the prospect’s guard
– Makes the call more conversational
Gatekeeper Introduction
Target Prospect Introduction
Attention Grabbing Statement
Qualifying Questions
Common Pain Examples
Building Interest Points
Close
Disqualify Statement
*See Sales Prospecting 101 – Module 4: How to Effectively Qualify a
Prospect (YouTube)
18. Call Blueprint
Common Pain Points
“Oh I see. Well a lot of sales managers that I
work with are concerned about:
• it takes a long time and is difficult to get new
sales resources trained and ramped up
• if the sales resources are saying the right stuff
when talking with prospects
• always have too many under-performing sales
resources
• not real sure how to get all sales resources
trained and saying the right pitch when
prospecting”
Gatekeeper Introduction
Target Prospect Introduction
Attention Grabbing Statement
Qualifying Questions
Common Pain Examples
Building Interest Points
Close
Disqualify Statement
*See Sales Prospecting 101 – Module 2: How to use Prospect Pain to
Generate Leads (YouTube)
19. Call Blueprint
Building Interest
• Product details
• ROI
• Name drip
• Differentiation
• Threats of doing nothing
Gatekeeper Introduction
Target Prospect Introduction
Attention Grabbing Statement
Qualifying Questions
Common Pain Examples
Building Interest Points
Close
Disqualify Statement
*See Sales Prospecting 101 – Module 8: How to Build Interest (YouTube)
20. Call Blueprint
Close
“But I have actually called you out of the blue so
I do not want to take any more of your time right
now.
Trial Close:
• What do you think about what we have discussed so far?
• Is this something that you are interested in discussing in more
detail?
Soft Close:
• A great next step would be for us to schedule a/an brief 15 to 20
minute meeting where we can discuss your goals and challenges
and share any value and insight that we have to offer.
• Is that something that you would like to put on the calendar?
Hard Close:
• How does your calendar look next Tuesday or Thursday morning
for us to schedule a/an brief 15 to 20 minute meeting where we
can discuss your goals and challenges and share any value and
insight that we have to offer.
Gatekeeper Introduction
Target Prospect Introduction
Attention Grabbing Statement
Qualifying Questions
Common Pain Examples
Building Interest Points
Close
Disqualify Statement
21. What You Need to Do
• Identify you value / value statement
• Identify the pain points that you resolve
• Build some building interest point
• Optional: Develop a name drop example
*See Sales Prospecting 101 – Module 1: How to Build Your Value Prop
(YouTube)
*See Sales Prospecting 101 – Module 8: How to Build Interest (YouTube)
*See Sales Prospecting 101 – Module 2: How to use Prospect Pain to
Generate Leads (YouTube)
22. SalesScripter
www.salesscripter.com
What do you sell? ___________
How does it help? ___________
What problems do you fix? ___________
What questions should you ask? ___________
1. Asks all the key questions 2. Maps answers to document library
23. If You Want More Help
• Books / Ebooks
– The Cold Calling Equation – Problem Solved
– 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
• Videos
– Dozens of how to videos and slide decks
• 10 week web-based training program
• One-on-one sales coaching and consulting
• SalesScripter
– www.salesscripter.com
– Walk-through services available
When a gatekeeper answers your call, he or she is instantly trying to screen you out and determine if you are a friend or a foe. A friend would be someone who is already connected with the company in someway like a current vendor or business partner and a foe would be someone who is an outsider trying to get in, like one of those cold callers that is calling to try to get in and sell something.
What we want to do is try to get the gatekeeper to see us as a friend so they will less likely to screen us out and one very easy way to do that is to use a tactic of name dropping.
For example, we can say something like, I spoke with Tom White in accounting and now I am trying to reach someone in HR. This presents the image that we are already engaged and not a complete outsider and this minor tweak can often be the difference in the gatekeeper letting you in.
And if we have not met with Tom White in accounting, we could still name drop his name by saying something like, I am planning on meeting with Tom White in accounting and before I do that, I would like with someone in HR.” Nothing misleading there as we likely are planning on meeting with Tom at some point and by sharing his name and our plans, we give off the image as we are not a complete outsider.
We can also name drop external clients that we work with to establish some level of credibility. That is not going to be as strong as sharing internal names and is probably only going to really help when talking with more senior gatekeepers like executive assistants.