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.
Find out how sales people can find new prospects and potential clients. There are 8 main methods that can be applied. Read more about sales prospecting methods: http://www.logision.com/knowledge/b2b-sales-rep-prospecting-methods
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.
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.
Find out how sales people can find new prospects and potential clients. There are 8 main methods that can be applied. Read more about sales prospecting methods: http://www.logision.com/knowledge/b2b-sales-rep-prospecting-methods
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.
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.
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 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 improve your control over the sales processSalesScripter
Do you feel like you are following up with prospects that don’t respond? Or that you should be closing more of the prospects that you meet with?
If so, you should view this slide deck on “How to Improve Your Control Over the Sales Process” where we will outline the sales process stages and goals that you should take prospects through.
If you adopt some of the concepts that we will present in this session, you will:
Establish conversations easier
Generate more leads
Improve the quality of leads that you produce
Have more clarity around what to do next
Make a better impression
Improve relationships and rapport with prospects
Improve your close rate
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
How to Use Voicemail as a Sales Prospecting ToolSalesScripter
If you spend one hour making prospecting calls, it is not crazy to spend most of that time reaching voicemail boxes for the contacts you are trying to reach.
Do you have a game plan for what to do with these voicemail boxes? Do you know when to hang up and when to leave a message? Do you know what to best to say if you leave a message?
If you answered “No” to any of those questions, join us on our webinar “How to Effectively Use Voicemail as a Sales Prospecting tool” where we will provide a structured approach that will make it crystal clear for what best to do.
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.
Networking is one of the best lead generation methods for a salesperson or business owner. But what you do and say when you get out there can have a very big impact on the leads you produce.
If there is a need for you to generate more leads or if you spend a lot of your time networking, join us for our next webinar “How to Be an Awesome Networker” where we will outline tips that you can immediately implement and expect to see a positive impact on your sales results.
In this training session, you will gain insights on:
– What to say and ask when networking
– How to work the room at an event
– How to build strong relationships
– How to manage the networking sales process
– How to establish a networking mindset
Build Email Drip Campaigns that Convert SalesSalesScripter
When we hear the prospect say “No”, it can often be the case that the prospect is not saying, “No, never”. More so, they are really saying “No, not right now”.
This is because prospects are often not ready to purchase at the exact moment when you get in front of them. This is not a result of your product or your pitch. It is just tough to time it perfectly right.
With that being the case, you should not completely walk away from a lot of the prospects that say “no”. What you need to do is find a way to stay fresh in the prospect’s mind so that you can be at the top of their list when it is time to move forward and make a purchase.
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”.
How to Consistently Get Around Gatekeepers When B2B Cold CallingSalesScripter
When B2B cold calling, you can spend up to 50% of your time dealing with gatekeepers. If you spend a little time to improve your knowledge and skills with how best to deal with the gatekeeper, you can immediately improve your sales effectiveness and we outline some tips for you in this sales training webinar video – How to Consistently Get Around Gatekeepers When B2B Cold Calling.
How to Have Awesome First Appointments with ProspectsSalesScripter
Getting your foot in the door and setting the appointment can often be the toughest part of the sales process. But it is how you handle the actual appointment that will impact your ability to generate leads and close deals.
In this slide deck, we will present to you a crystal clear structure and methodology that you can use for your first appointments with prospects. The small changes that you will learn will improve the impression that you make, will make the meetings more productive, and will improve your sales results.
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.
If you sell in the B2B space, you need to join us on our next webinar “How to Effectively Use LinkedIn as a Sales Prospecting Tool” where we will outline some key things that you can do and not do so that you are able to generate leads and get into new accounts.
In this webinar, we will discuss:
How to find target prospects
How to connect with prospects
What to say when you reach out
How to follow-up and stay in touch
Sales Prospecting 101 - Module 3: How to Hone in on Your Ideal ProspectSalesScripter
Your time is the most valuable asset that you have as a sales person. Your ability to protect it by minimizing the amount of time you spend with prospects that have a low probability to purchase will improve your probability for success.
In order to be able to identify the bad prospects, it can help to have a picture of what a good prospect looks like. In other words, what an "ideal prospect" looks like.
This is the Ideal Prospect module and it focuses on helping you to figure out what the prospects look like that you should be spending your valuable time with.
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 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”.
Pitch Deck for Uptica Digital Agency - Los Angeles / Orange CountyUptica
Pitch deck for Uptica
--
Uptica: A digital agency services for SMBs & Startups
225 East Broadway, Suite V300
Glendale, CA 91205
Phone: (323) 813-1789
Email: info@uptica.com
http://uptica.com
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.
How to always know the right sales questions to askSalesScripter
The best salesperson is the one that asks the best questions. But it can be easy to not know what to ask when interacting with prospects.
If you can relate to that, these are the slides from our webinar on “How to Always Know the Right Sales Questions to Ask” where we will not only teach you what questions you need to be asking, but we will also teach you a process for creating your own list of questions tailored to the your product that you sell.
In this webinar, we will discuss:
– What types of questions you need to ask at different stages of the sales process
– Conversation starting questions you can use in open calls and meetings
– How to develop a list of good probing questions for your products and services
– What qualifying questions you can ask to filter out bad leads
– What closing questions you can ask throughout the sales process
Being a better closer is one of the most common areas that sales people want to improve. The good news is that there are some very small and easy to incorporate changes that can immediately make you a better closer and those are outlined in this video.
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.
Do you know what the main steps are that you need to take a sales prospect through? Do you know what your goals and objectives are for each stage? Having the key steps outlined can dramatically improve your results.
This is important because the ultimate goal is to sell the product, but the immediate goal is to get the prospect to move to the next stage in the sales process. Without some thought and structure, you could end up always focusing on the ultimate goal of trying to fully sell the product and that will not lead to best results, especially when in early discussions with a prospect.
Asking questions is the most powerful way to communicate to others to persuade and influence them! I have created for you a unique sale process map driven by the right questions. Following these steps and asking the right questions will help you navigate and close any sale!
There are certain decision-making and need-to-know conditions salespeople must learn from their prospects. Yet, salespeople can’t ask everything at once. Nor can salespeople risk offending a prospect by asking too many questions before the product is actually seen. Therefore, salespeople must ask well-formed, well-targeted precise questions which are friendly in tone yet are sure to provide much needed information to guide their sales presentation. The strategies for developing precise questions are examined during this seminar.
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
[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
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.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
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This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
How to Effectively Manage the Sales Lead Follow-Up Process
1. How to Effectively Manage the Sales Lead
Follow-Up Process
Michael Halper
Founder and CEO
SalesScripter
2. Common Follow-Up Situations
• Prospect is busy and asks for call back
• You had a meeting and a following up
• You sent a proposal or quote and never heard back
• Prospect delays a decision (Check back in 3 months)
3. Common Follow-Up Process
• You follow up with period calls, emails, and voicemails
• Timing is fairly sporadic and random
• Prospects often don’t answer calls or reply to emails and voicemails
4. Questions that You Can Ask Yourself
• When do I call?
• How often do I try to follow up?
• What is the best way to follow-up?
• Do I keep calling?
• Am I calling too much?
• Am I calling too little?
• What do I say?
5. Problems this Leads To
• Following up with prospects that don’t need what you have
• Following up with prospects that aren’t qualified
• Not saying the right thing when following up
• Following up too much/not enough
6. Establish Clarity
What to Say When Following Up
Avoid the Follow-Up Process
Performing a Takeaway
Passive Follow-Up Approach
7. Early Sales Process Stages
Stage Goals
Initial Contact
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
Appointment
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
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 an appointment
Pre-Qualify (Cont.)
Hard Qualify
Gather detailed Information (Discovery)
Build interest in meeting
Schedule a presentation
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)
9. 3 Types of Questions
Pre-Qualifying Questions
• To make sure it makes sense to meet and keep talking
• Does the prospect even fit or have a need for what you sell?
Hard Qualifying Questions
• Is the prospect a qualified lead from a need and ability to purchase?
Closing Questions
• Identify if you can consider the prospect real and of high quality
• Takes place in first meeting
10. Pre-Qualifying Questions
Is there a potential need or fit?
If your product solves a problem, does your prospect have that problem?
Common Pain Points for Our Customers
• They aren't happy with their physical appearance
• Need to lose weight and get in better shape
• It can be difficult to get on and stay on a workout schedule
• They are not healthy and do not feel good
• They do not have a very good self-image and level of self-confidence
11. Pre-Qualifying Questions
Is there a potential need or fit?
If your product solves a problem, does your prospect have that problem?
• How do you feel about your physical appearance or level of fitness?
• How important is it for you to lose weight or get in better shape?
• Have you ever had difficulty getting on or staying on a workout schedule?
• How do you feel about your overall level of health or how you generally feel on a daily basis?
• How would you describe your image of yourself or your level of self-confidence?
12. Pre-Qualifying Questions
Building Your Questions
Here is a step-by-step process that you can use
to build an optimum list of questions:
1. Identify the product you ultimately want to sell
2. Identify the benefits it offers the buyer
3. Identify the pain point that the benefit fixes
4. Compose one or two question for each pain point
14. Early Sales Process Stages
Stage Goals
Initial Contact
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
Appointment
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
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 an appointment
Pre-Qualify (Cont.)
Hard Qualify
Gather detailed Information (Discovery)
Build interest in meeting
Schedule a presentation
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)
15.
16.
17. Hard Qualifying Questions
Is the prospect/lead legitimate?
1. Need to Purchase– how bad does the prospect need to make the purchase
2. Ability to Purchase – how accessible is the money
3. Authority to Purchase – how much purchasing power does the prospect have
4. Intent to Purchase– what other options is the prospect considering
18. Hard Qualifying Questions
Need to Purchase
(In addition to Pre-Qualifying Questions)
• What happens if you do not do anything and do not make a purchase or make any
changes?
• What improvements will you see if move forward with this purchase?
• Is there at date when this purchase needs to be made?
• What happens if the purchase is not made by that date?
• What is the time frame that the project needs to work along?
19. Hard Qualifying Questions
Authority to Purchase
• What is the decision making process?
• What parties will be involved in making the decision?
• What functional areas (departments) will be impacted by the purchase?
• Who is the ultimate decision maker?
• Who is the person that will need to sign the agreement/contract?
20. Hard Qualify Questions
Ability to Purchase
• Is there a budget approved for this project?
• What is the budget range that the project needs to fit in?
• Have the funds been allocated to this purchase?
• What budget (department) will this purchase be made under?
• Are there other purchases that this funding may end up being used for?
• How does the project fit with other initiatives from a priority standpoint?
21. Hard Qualify Questions
Intent to Purchase
• Why did you take time out of your schedule to meet with us? Why did you contact us?
• What other options are you considering?
• How far along are you with talking with them?
• How do you feel about their solution?
• What do you like about their solution?
• What do you not like about their solution?
• How does their solution compare with what we have to offer?
• Is there a reason why you would choose us?
• If you had to make a decision today, which way would you lean?
22. Early Sales Process Stages
Stage GoalsInitial Contact
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
Appointment
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
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 the Appointment
Pre-Qualify (Cont.)
Hard Qualify
Gather detailed Information (Discovery)
Build interest in meeting
Schedule the Presentation
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)
23.
24. Sell More by Screening the Good Prospects from
Bad
https://salesscripter.com/sales-training-webinar-
recording-sell-more-by-screening-good-
prospects-from-bad/
More info on qualifying questions:
25. Closing Questions
Trial Closing Questions
• What do you think of what we have discussed so far?
• How would that feature help your operation?
• Is this something you could see your employees using?
• Are we heading in the right direction?
• Does the agenda match up with your expectations today?
• Is this what you were expecting to see?
26. Closing Questions
Soft Closing Questions
• What would you like to do next?
• What direction would you like to go in?
• Do you want to continue talking about this?
• When would you like to talk again?
27. Closing Questions
Hard Closing Questions
• Are you ready to move forward to the next step in the process?
• What would you need to be able to make a commitment to move forward?
• If you had everything that you want, are you prepared to move forward?
• If we were able to give you what you are asking for, would you be able to move
forward with the purchase?
• When are you going to make your final decision?
• (If delaying the decision for a period of time – X months) OK, but do you mind if I ask
if there will be a change or something different at that time that will make that a better
time to look at moving forward?
• Is there anything that is preventing you from being able to move forward with this
purchase?
28. Early Sales Process Stages
Stage GoalsInitial Contact
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
Appointment
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
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 the Appointment
Pre-Qualify (Cont.)
Hard Qualify
Gather detailed Information (Discovery)
Build interest in meeting
Schedule the Presentation
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)
29. How to Immediately Become a Better Closer
https://salesscripter.com/portfolio-items/sales-
prospecting-101-module-12-how-to-improve-your-
close-rate/
More info on closing:
30. How this Will Help You
• Prevents you from following up on bad leads (wasting time)
• Provide clarity around when to follow up
• Gives you something to say when you follow up
31. Establish Clarity
What to Say When Following Up
Avoid the Follow-Up Process
Performing a Takeaway
Passive Follow-Up Approach
32. What to Say When Following Up
The Timeline is the Purpose
“When we last spoke, you said to follow back up with you at the end of
the month.”
33. What to Say When Following Up
The Pain Points are the Purpose
“When we last spoke, you said to that you were concerned about not
feeling good and having energy.
• Is that still something you are concerned about?
• What are you doing to help with that?”
34. What to Say When Following Up
The Compelling Event is the Purpose
“When we last spoke, you said that you need to lose 20 pounds by your
wedding day.
Are you on a path that will help you to achieve that?
Given that we are 6 months away from that, this is the point where we
would need to get the discussion going again if that is deadline that you
want to hit.”
35. Establish Clarity
What to Say When Following Up
Avoid the Follow-Up Process
Performing a Takeaway
Passive Follow-Up Approach
36. Objections that Trigger Follow-Up
• We are not looking to make a change right now.
• We do not have budget/money to spend.
• Call me back in ___ months.
• Just send me some information.
37. Redirect to Pre-Qualifying Questions
Objection:
We are not looking to make an changes.
We do not have budget to spend.
Call me back in ____ months.
Response:
I understand. But if I could ask you real quick:
How do you feel about your overall level of health or how you generally feel on a daily basis?
- Or -
I understand.
(Optional defuse) And I want you to know that we are not trying to sell anything at this point.
But if I could ask you real quick:
How do you feel about your overall level of health or how you generally feel on a daily basis?
38. Redirect to Pain Points
Objection:
We are not looking to make an changes.
We do not have budget to spend.
Call me back in ____ months.
Response:
I understand. A lot of people I talk to have challenges with:.
– They aren't happy with their physical appearance
– Need to lose weight and get in better shape
– It can be difficult to get on and stay on a workout schedule
– They are not healthy and do not feel good
– They do not have a very good self-image and level of self-confidence
Are you concerned about any of those?
39. Challenge the Call Back Request
Objection:
Call me back in ____ months.
We do not have any budget / money to spend on that right now.
Response:
I can certainly do that. But I am a bit confused. You mentioned that you have some concerns
around
– Not happy with their physical appearance
– Need to lose weight and get in better shape
– It can be difficult to get on and stay on a workout schedule
– Not healthy and do not feel good
– Do not have a very good self-image and level of self-confidence
Are you OK waiting another _____ months before looking at decreasing some of those?
40. Redirect the Info Request
Objection:
Just send me some information. (Early in a cold call – BLOW OFF)
Response:
Sure, I definitely will. So that I know exactly what to send you, let me ask you,
(Redirect to one of the qualifying questions)
How do you feel about your overall level of health or how you generally feel on a daily basis?
41. Redirect the Info Request
Objection:
Just send me some information. (Late in a cold call – NONCOMMITTAL)
Response:
Sure, I definitely can. Actually, there is a lot of information that I can send over to you. If you have
some questions about anything, it might be easier and quicker to have a brief conversation with
over the phone on another day instead of me sending over a bunch of information.
42. Redirect to Close
Objection:
We are not looking at making a change right now. (Late in a call)
Response:
I understand. And I want you to know that we are not trying to sell anything at this point as we
don’t even know if you are a good fit or not.
Our goal is to simply open the dialogue between our two companies so that if you reach a point
where you are ready or looking to make a change, you will know who we are and what we have to
offer.
Can I put a brief 15 to 20 minute call on your calendar next Tuesday or Thursday afternoon?
43. Redirect to Close
Objection:
We do not have any budget / money to spend on that right now. (Late in a call)
Response:
I understand. And I want you to know that we are not trying to sell anything at this point as we
don’t even know if you are a good fit or not.
Our goal is to simply open the dialogue between our two companies so that if you reach a point
where there is budget available, you will know who we are and what we have to offer.
Can I put a brief 15 to 20 minute call on your calendar next Tuesday or Thursday afternoon?
44. How to Consistently Get Around Sales Objections
Webinar Recording
https://salesscripter.com/sales-training-webinar-
how-to-consistently-get-around-sales-objections/
More info on objection handling:
45. Establish Clarity
What to Say When Following Up
Avoid the Follow-Up Process
Performing a Takeaway
Passive Follow-Up Approach
46. Performing a Takeaway
• To doubt or question the fit or potential to move
forward
• The exact opposite of trying to sell something to the
prospect.
• Examples:
– It sounds like you guys are doing pretty good over there.
– Maybe this is not the best time to make this purchase?
– Maybe this is something that you do not have time for
right now?
– This purchase might be more than what you need right
now.
• This is an advanced sales tactic
48. How to Perform the Perfect Takeaway
https://salesscripter.com/portfolio-items/sales-
prospecting-101-module-11-how-to-perform-the-
perfect-takeaway//
More info on performing a takeaway:
49. Establish Clarity
What to Say When Following Up
Avoid the Follow-Up Process
Performing a Takeaway
Passive Follow-Up Approach
50. What is a drip campaign?
An automated email
marketing campaign that
sends a number of emails
to a prospect over a
period of time
51. Why Email Drip?
• “No” is usually “No, not right now”
• Need a way to be at the top of mind when the
“No” becomes a “Yes”
• It is difficult to time it perfectly so that you are in
front of your prospect exactly when they need
you
• It is also difficult to share all the information that
you want to communicate at one time
52. How to Build Email Drip Campaigns that Convert
Sales
https://salesscripter.com/sales-training-webinar-
build-email-drip-campaigns-that-convert-sales/
More info on email drip campaigns:
56. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training
57. SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
58. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks
59. SMART Sales System
Pricing
• Software - $49 per user per month (40% discount for annual subscription)
• Sales Training – No cost on YouTube
• Scripter Walk-Through (2 hour engagement to create your pitch) - $200
For $249, you will get a full library of sales scripts,
emails, and tools
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.
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.
Once you have soft qualified and have identified that the prospect is enough of a fit to spend time continuing to talk or schedule a meeting, you can then begin to hard qualify.
This is where you want to really dig deep to validate that there is a need to purchase, an ability to purchase, an authority to purchase, and an interest to purchase.
The soft qualifying will skim the surface in terms of identifying the prospect’s needs. No we want to dig deeper to identify is the prospect’s need a true need or is it more of a want again to try to identify if the prospect is a No Need prospect.
Some questions that you can ask here are:
What happens if you do not do anything and do not make a purchase or make any changes?
What improvements will you see if move forward with this purchase?
Is there at date when this purchase needs to be made?
What happens if the purchase is not made by that date?
What is the time frame that the project needs to work along?
The way to assess the information collected is, if there is a noticeable negative impact if there is no purchase, the prospect is very qualified in this area
If there is a noticeable positive impact with the purchase, the prospect is a medium level of qualified
If the prospect can really keep doing things Ok without purchasing anything, they are less qualified and may be a No Need Prospect
You will want to identify if the prospect that you are talking to has the ability to purchase from a budget, money, or funding standpoint when hard qualifying to make sure the are not a No Ability to Purchase 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.
Let’s go back to the I am not interested objection and talk about it in more detail.
I am not interested is actually not a legitimate objection for the cold call as you are not trying to sell anything. Our goal is to open the dialogue, so to say I do not want to talk to you would be more fitting, but to say they are not interested in buying your product actually does not make sense.
A great place to redirect this objection is to any qualifying questions that you typically ask prospect. Questions about the prospect’s current technical and business environment are often good questions to ask whether facing an objection or not, but when a prospect says they are not interested, you can reply with a response like
I understand. Are you currently using any automation tools to manage your inventory levels?
- Or -
I understand. And I want you to know that we are not trying to sell anything at this point.
Are you currently using any automation tools to manage your inventory levels?
Of course, this does not work every time, but remember that we our goal is to keep the call going and using this approach over a large number of calls will typically yield good results in getting around the objection.
Let’s go back to the I am not interested objection and talk about it in more detail.
I am not interested is actually not a legitimate objection for the cold call as you are not trying to sell anything. Our goal is to open the dialogue, so to say I do not want to talk to you would be more fitting, but to say they are not interested in buying your product actually does not make sense.
A great place to redirect this objection is to any qualifying questions that you typically ask prospect. Questions about the prospect’s current technical and business environment are often good questions to ask whether facing an objection or not, but when a prospect says they are not interested, you can reply with a response like
I understand. Are you currently using any automation tools to manage your inventory levels?
- Or -
I understand. And I want you to know that we are not trying to sell anything at this point.
Are you currently using any automation tools to manage your inventory levels?
Of course, this does not work every time, but remember that we our goal is to keep the call going and using this approach over a large number of calls will typically yield good results in getting around the objection.
Let’s go back to the I am not interested objection and talk about it in more detail.
I am not interested is actually not a legitimate objection for the cold call as you are not trying to sell anything. Our goal is to open the dialogue, so to say I do not want to talk to you would be more fitting, but to say they are not interested in buying your product actually does not make sense.
A great place to redirect this objection is to any qualifying questions that you typically ask prospect. Questions about the prospect’s current technical and business environment are often good questions to ask whether facing an objection or not, but when a prospect says they are not interested, you can reply with a response like
I understand. Are you currently using any automation tools to manage your inventory levels?
- Or -
I understand. And I want you to know that we are not trying to sell anything at this point.
Are you currently using any automation tools to manage your inventory levels?
Of course, this does not work every time, but remember that we our goal is to keep the call going and using this approach over a large number of calls will typically yield good results in getting around the objection.
Here is a good one – just send me some info. Prospects love this one as it allows them to get off of the phone without sounding mean or hurting your feelings. You end up getting excited because you think they are interested and you spend time writing an email and they end up often just deleting your finely word smithed email.
It is important to point out that this objection can come up at two different times on a cold call so let’s first discuss the first. When it comes up early or delivered by the gatekeeper, it is more of a blow off objection. Meaning, there is little interest and they are just trying to get rid of you.
Here is the play for the first type, you can reply with, Sure, I definitely will. So that I know exactly what to send you, let me ask you, and then redirect to one of your qualifying questions Are you currently using any automation tools to manage your inventory levels?
But this same objection can come up at the end of the cold call when you are going for the meeting and the prospect asks you to send info. This is more of a noncommittal response vs. a blow off. At this point, you may have gone through your pitch and triggered some interest, but the prospect simply does not want to commit to moving forward.
Not a horrible place to be, but we do not want to comply and if this is at the end of the call, we might not have any points to redirect to or much time left to keep the call going.
One way to try to redirect is by responding with something like Sure, I definitely will. Are there some particular details that you have questions about?
If you have a level of interest, it may be easier to have a quick conversation with over the phone on another day instead of me sending over a bunch of information.
The objection of We are not looking at making a change right now is realistic to come up since you cold calling the prospect out of the blue and it is very likely that even if they do need to purchase what you have, they might not need to make a purchase when you are calling.
But the thing to remember and always keep in mind is that the goal of the cold call is to open the dialogue rather than close a sale, so the objection that they don’t need anything right now is not a legitimate reason to stop.
You can still respond with a redirect, but you could add a little message to educate the prospect what angle you are coming from by saying something like
I understand. And I want you to know that we are not trying to sell anything at this point as we don’t even know if you are a good fit or not.
Our goal is to simply open the dialogue between our two companies so that if you reach a point where you are ready or looking to make a change, you will know who we are and what we have to offer.
From there you can redirect to one of your qualifying questions. The play is to keep the conversation going and get to a formal meeting where you can then have an opportunity to build a case for making a change now. And if you don’t then, you can hopefully be there later when they do decide to make a change.
The objection of not having any budget or money available to spend right now is similar to not looking to make a change. And the response is same as the not making a change now as you can present yourself as just trying to open the dialogue.
You could use the exact same response that we just went through or you could tweak your language to say that, Our goal is to simply open the dialogue between our two companies so that if you reach a point where there is budget available, you will know who we are and what we have to offer.