This document provides tips and strategies for getting past gatekeepers when attempting to schedule meetings or speak with decision makers at a prospect company. It discusses understanding the gatekeeper's role of keeping salespeople out, and provides suggestions for not sounding like a salesperson when interacting with them. Tactics mentioned include treating the gatekeeper like a prospect by asking questions to understand their needs and pain points, using name drops of past clients, and deflecting common gatekeeper objections to continue the conversation. The overall goal is to earn the gatekeeper's assistance in connecting with the appropriate decision maker.
Objection Rebuttals that Defuse Common Sales ObjectionsSalesScripter
In B2B sales, you will face the same objections again and again:
– What is this in regards to?
– Is this a sales call?
– I am not interested.
– Just send me your info.
– We are already using someone right now.
– We do not have any budget right now.
– We are not looking at making any changes right now.
– Call me back in X months.
If you would like to get some new ideas of what to do and say when these come up, join us for our webinar on “Objection Rebuttals that Defuse Common Sales Objections”.
Being able to make some positive changes in this one area should create big improvements in your ability to get meetings and generate leads.
Customer Success Cubed - The Simplest Guide you will ever FindTotango
Presentation by Guy Nirpaz, CEO at Totango.
The simplest guide you will ever find to help you succeed in Customer Success. Presented at the Totango Customer Success Silicon Valley Meetup.
[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.
Objection Rebuttals that Defuse Common Sales ObjectionsSalesScripter
In B2B sales, you will face the same objections again and again:
– What is this in regards to?
– Is this a sales call?
– I am not interested.
– Just send me your info.
– We are already using someone right now.
– We do not have any budget right now.
– We are not looking at making any changes right now.
– Call me back in X months.
If you would like to get some new ideas of what to do and say when these come up, join us for our webinar on “Objection Rebuttals that Defuse Common Sales Objections”.
Being able to make some positive changes in this one area should create big improvements in your ability to get meetings and generate leads.
Customer Success Cubed - The Simplest Guide you will ever FindTotango
Presentation by Guy Nirpaz, CEO at Totango.
The simplest guide you will ever find to help you succeed in Customer Success. Presented at the Totango Customer Success Silicon Valley Meetup.
[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.
Customer success continues to be an emerging practice as both technology companies and nontraditional industries move to a new subscription revenue model. A maturity model framework helps companies establish their customer success organizations and initiatives, as well as allowing them to see where they stand and how they can improve as they move through the stages of maturity. www.tsia.com.
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.
Sales Enablement Plan PowerPoint Presentation Slides SlideTeam
Presenting this set of slides with name - Sales Enablement Plan Powerpoint Presentation Slides. Enhance your audiences knowledge with this well researched complete deck. Showcase all the important features of the deck with perfect visuals. This deck comprises of total of twenty eight slides with each slide explained in detail. Each template comprises of professional diagrams and layouts. Our professional PowerPoint experts have also included icons, graphs and charts for your convenience. All you have to do is DOWNLOAD the deck. Make changes as per the requirement. Yes, these PPT slides are completely customizable. Edit the colour, text and font size. Add or delete the content from the slide. And leave your audience awestruck with the professionally designed Sales Enablement Plan Powerpoint Presentation Slides complete deck.
Example Call Center Work/Information Flow DiagramEquilibria, Inc.
There are bound to be times when your customer support team encounters a problem dealing with customers. You have no control over what customers say or do, but you do have control over how team members respond to questions or complaints in an efficient and productive way. With a combination of competent team members, well-written scripts and the right technology, your business can attract and retain happy and loyal customers.
Process maps (flowcharts) are one tool companies use to ensure team members know how to address customer support questions, escalate issues, and route calls. In this presentation, we begin with a process map given to employees working in a call center to screen job candidates. If you enjoy working with flowcharts, you’ll love this method to investigate your own customer service model. More process map templates are available for download at www.eqbsystems.com/shop. Thanks for watching!
How to Scale Your Customer Success Management OrganizationGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Scale Your Customer Success Management Organization - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Box, Marketo, Salesforce.com
Hiring: Structuring and Recruiting A Customer Success Team to ScaleGainsight
Speakers:
Tomasz Tunguz, Partner at Redpoint Ventures
Mike McKee, SVP, Services and Customer Success at Rapid 7
Boaz Maor, Head of Global Customer Success at Intel Mashery
Presented at Pulse Conference 2015.
How to Build the Ultimate Customer Success Board PresentationGainsight
Is there anything that causes more sleepless nights or gray hairs than planning a presentation before your Board of Directors? There’s so much riding on it, from your next fiscal year budget to near-term headcount to (potentially) the future of your career at your company. You know that every slide, every sentence, every chart and figure will be closely scrutinized.
Our all-star panel has been on both sides of this key business event, and they know exactly what you need to do to prepare and execute a flawless presentation for your board. Alfonso de la Nuez is CEO of UserZoom, a highly customer-centric company. Kristina Shen is a partner at Bessemer Venture Partners, and no stranger to receiving presentations on Customer Success. And finally, Nils Vinje is VP Customer Success at Rainforest QA and founder of Glide Consulting.
In this webinar, you will learn:
The top three things every CS leader should include in their deck
What board members really want to know about Customer Success
How to blend metrics, tactics, and strategy into a seamless presentation
And much more
What is customer experience and why is shaping brands of today? How can you transform your business' customer experience strategy? Learn best practices for attracting new customers and encouraging customer loyalty.
The Best Kept Secret in Customer Success: Customer Advocacy Gainsight
Word of Mouth is the Holy Grail of marketing. But it's no longer just a nice thing to have; it's vital to your company. The voice of the customer is more powerful than ever before--not only should you be listening; you should be using it to fuel Marketing & Sales. Anthony Kennada, VP of Marketing at Gainsight, and Vinay Bhagat, CEO at TrustRadius, will teach you how to operationalize Word of Mouth using Customer Advocacy.
MP4 version: https://youtu.be/xz4yT9Kc-iA
The Fundamentals of Customer Success Management
Top drivers:
• Ease of access to the service provider
• Resolution velocity and accuracy
• Listen and act on clients' feedback
• Sell and deliver value e.g. solution, affordability, and convenience
• Always aim for the life-long value of each client
Measures:
• Revenue per customer
• Repeat customers or renewal
• Customer referrals
• Customer Satisfaction Score (CSAT), Net Promoter Score (NPS), Customer Effort Score (CSE)
Customer success journey:
• Interest
• Purchase
• Implementation
• Onboarding
• Expansion
• Rewenal
After companies have made a sale and onboarded a customer, the real work begins. Customer support and customer success efforts are receiving more focus and helping businesses improve the experiences of their customers.
Customer success continues to be an emerging practice as both technology companies and nontraditional industries move to a new subscription revenue model. A maturity model framework helps companies establish their customer success organizations and initiatives, as well as allowing them to see where they stand and how they can improve as they move through the stages of maturity. www.tsia.com.
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.
Sales Enablement Plan PowerPoint Presentation Slides SlideTeam
Presenting this set of slides with name - Sales Enablement Plan Powerpoint Presentation Slides. Enhance your audiences knowledge with this well researched complete deck. Showcase all the important features of the deck with perfect visuals. This deck comprises of total of twenty eight slides with each slide explained in detail. Each template comprises of professional diagrams and layouts. Our professional PowerPoint experts have also included icons, graphs and charts for your convenience. All you have to do is DOWNLOAD the deck. Make changes as per the requirement. Yes, these PPT slides are completely customizable. Edit the colour, text and font size. Add or delete the content from the slide. And leave your audience awestruck with the professionally designed Sales Enablement Plan Powerpoint Presentation Slides complete deck.
Example Call Center Work/Information Flow DiagramEquilibria, Inc.
There are bound to be times when your customer support team encounters a problem dealing with customers. You have no control over what customers say or do, but you do have control over how team members respond to questions or complaints in an efficient and productive way. With a combination of competent team members, well-written scripts and the right technology, your business can attract and retain happy and loyal customers.
Process maps (flowcharts) are one tool companies use to ensure team members know how to address customer support questions, escalate issues, and route calls. In this presentation, we begin with a process map given to employees working in a call center to screen job candidates. If you enjoy working with flowcharts, you’ll love this method to investigate your own customer service model. More process map templates are available for download at www.eqbsystems.com/shop. Thanks for watching!
How to Scale Your Customer Success Management OrganizationGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Scale Your Customer Success Management Organization - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Box, Marketo, Salesforce.com
Hiring: Structuring and Recruiting A Customer Success Team to ScaleGainsight
Speakers:
Tomasz Tunguz, Partner at Redpoint Ventures
Mike McKee, SVP, Services and Customer Success at Rapid 7
Boaz Maor, Head of Global Customer Success at Intel Mashery
Presented at Pulse Conference 2015.
How to Build the Ultimate Customer Success Board PresentationGainsight
Is there anything that causes more sleepless nights or gray hairs than planning a presentation before your Board of Directors? There’s so much riding on it, from your next fiscal year budget to near-term headcount to (potentially) the future of your career at your company. You know that every slide, every sentence, every chart and figure will be closely scrutinized.
Our all-star panel has been on both sides of this key business event, and they know exactly what you need to do to prepare and execute a flawless presentation for your board. Alfonso de la Nuez is CEO of UserZoom, a highly customer-centric company. Kristina Shen is a partner at Bessemer Venture Partners, and no stranger to receiving presentations on Customer Success. And finally, Nils Vinje is VP Customer Success at Rainforest QA and founder of Glide Consulting.
In this webinar, you will learn:
The top three things every CS leader should include in their deck
What board members really want to know about Customer Success
How to blend metrics, tactics, and strategy into a seamless presentation
And much more
What is customer experience and why is shaping brands of today? How can you transform your business' customer experience strategy? Learn best practices for attracting new customers and encouraging customer loyalty.
The Best Kept Secret in Customer Success: Customer Advocacy Gainsight
Word of Mouth is the Holy Grail of marketing. But it's no longer just a nice thing to have; it's vital to your company. The voice of the customer is more powerful than ever before--not only should you be listening; you should be using it to fuel Marketing & Sales. Anthony Kennada, VP of Marketing at Gainsight, and Vinay Bhagat, CEO at TrustRadius, will teach you how to operationalize Word of Mouth using Customer Advocacy.
MP4 version: https://youtu.be/xz4yT9Kc-iA
The Fundamentals of Customer Success Management
Top drivers:
• Ease of access to the service provider
• Resolution velocity and accuracy
• Listen and act on clients' feedback
• Sell and deliver value e.g. solution, affordability, and convenience
• Always aim for the life-long value of each client
Measures:
• Revenue per customer
• Repeat customers or renewal
• Customer referrals
• Customer Satisfaction Score (CSAT), Net Promoter Score (NPS), Customer Effort Score (CSE)
Customer success journey:
• Interest
• Purchase
• Implementation
• Onboarding
• Expansion
• Rewenal
After companies have made a sale and onboarded a customer, the real work begins. Customer support and customer success efforts are receiving more focus and helping businesses improve the experiences of their customers.
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.
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
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Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
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Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
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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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.
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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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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
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
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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
4. Understand the Gatekeeper
Assigned the objective to keep salespeople out
Trained to identify salespeople
Get in trouble when salespeople get passed them
Naturally in adversarial role
Job is often hectic and not a lot of fun
5. Do Not Sound Like a Salesperson
Trying to Sell Something
• Introduce yourself and your company
• Schedule an appointment or meeting
• Learn about the prospect’s needs
• Share details about the product that you have to offer
6. Try to Enlist Their Help
• Maybe you can help me with this.
• Maybe you can point me in the right direction.
• I am not really sure who I need to speak with.
• I might need your help with this one.
9. VALUE POINTS
• Increase the revenue generated through their
website
• improve website conversion rates
• Increase website traffic
TARGET BUYER
• Small businesses
PAIN POINTS
• Need to generate more revenue through the website
• Website visitors are not converting to customers
• There is a need to increase website traffic
PAIN QUESTIONS
• How important is it to get more revenue out of your
website traffic?
• How important is it for you to improve your website
conversion rates?
• Do you need to increase website traffic and visitors?
CURRENT STATE
• Do you currently have someone that can make changes to your website?
• Are you currently working with a web design agency?
• How happy are you with person working on your website?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• What CMS platform is your website built on?
• When was the last time you considered redoing your website?
• How many different websites do you currently have?
• Are you the person to that makes decisions regarding your website?
NAME DROP
• We worked with an accounting firm and helped them to
do a complete refresh of their corporate website.
• This helped to improve how they told the story of what
they do and the services they provide to website
visitors.
• After only 6 months, they increased the number of
leads that they were generating through their website
by over 500% and increase their overall revenue by
20%.
PRODUCT
• Web design services
FEATURES
• Design and build websites
• Graphic design
• Copywriting
DIFFERENTIATION
• We only work with
accountants
• We use AI to develop the
optimum website layout
• We guarantee results
COMPANY FACTS
• Won design awards 5 years
• In business for 30 years
• Woman owned business
11. Actually, let me take a step back and let you know why I am calling. The reason for my
call is that we help small businesses to:
• Increase the revenue generated through their website
• improve website conversion rates
• Increase website traffic
I don’t know if you all want to improve those areas and that is why I am calling. Do you
know who the best person for me to talk with is?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
Treat the Gatekeeper Like the Prospect
12. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
Actually, let me take a step back and let you know why I am calling. A lot of
businesses that we work with are having issues with:
• Need to generate more revenue through the website
• Website visitors are not converting to customers
• There is a need to increase website traffic
I don’t know if you all are concerned about those areas, and that is why I am calling. Do
you know who the best person for me to talk with is? Do you know how concerned
[Target Prospect] is about these areas?
Treat the Gatekeeper Like the Prospect
13. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
Actually, let me take a step back and let you know why I am calling.
• We worked with an accounting firm and helped them to improve how they told the
story of what they do and the services they provide to website visitors.
• After only 6 months, they increased the number of leads that they were generating
through their website by over 500% and increase their overall revenue by 20%.
I don’t know if we can help you in the same way, and that is why I was calling. Do you
know who the best person for me to talk with is?
Treat the Gatekeeper Like the Prospect
14. OK. Well, maybe you know the answer to this.
• How important is it to get more revenue out of your website traffic?
• How important is it for you to improve your website conversion rates?
• Do you need to increase website traffic and visitors?
Treat the Gatekeeper Like the Prospect
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
15. OK. Well, maybe you know the answer to this.
• Do you currently have someone that can make changes to your website?
• Are you currently working with a web design agency?
• How happy are you with person working on your website?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• What CMS platform is your website built on?
• When was the last time you considered redoing your website?
• How many different websites do you currently have?
• Are you the person to that makes decisions regarding your website?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
Treat the Gatekeeper Like the Prospect
16. Display Social Proof
I spoke with Tom Jones in accounting, and
now I am trying to reach someone in HR.
Do you know who the best person for me to
connect with is?
17. Mention an Initiative
I am calling to discuss the initiative to
consolidate distribution channels.
Can you help me to get connected with the
director of operations?
19. I understand the situation you are in. You get calls all day from
sales- people, and it is your job to not let a bothersome
salesperson through.
i can tell you that I am not one of those annoying salespeople. I will
be very respectful of [Target Prospect]’s time, and there is a very
good chance that we can have a very productive conversation
because we help [Target Buyer Type] to:
• Value Point 1
• Value Point 2
• Value Point 3
What is the best way for me to connect with [Target Prospect]?
Share That You
Understand Them
20. Avoid the Gatekeeper Altogether
• 7:00 am to 8:00 am
• 12:00 pm to 1:00 pm
• 5:00 pm to 6:00 pm
Good Hours to Avoid Gatekeeper
22. • What is this in regards to?
• Is this a sales call?
• We are not interested.
• We are not making any changes.
• We already use somebody for that.
• We do not need that right now.
• Send me your information.
23. The reason for my call is that we help small businesses to:
• Increase the revenue generated through their website
• improve website conversion rates
• Increase website traffic
What is this in regards to?
Is this a sales call?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
24. I understand. If I could ask you real quick:
• How important is it to get more revenue out of your website traffic?
• How important is it for you to improve your website conversion rates?
• Do you need to increase website traffic and visitors?
I am not interested.
We are not making any changes.
We already use someone right now.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
25. I understand. If I could ask you real quick:
• Do you currently have someone that can make changes to your website?
• Are you currently working with a web design agency?
• How happy are you with person working on your website?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• What CMS platform is your website built on?
• When was the last time you considered redoing your website?
• How many different websites do you currently have?
• Are you the person to that makes decisions regarding your website?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
I am not interested.
We are not making any changes.
We already use someone right now.
26. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
I understand. A lot of businesses that we work with are having issues with:
• Need to generate more revenue through the website
• Website visitors are not converting to customers
• There is a need to increase website traffic
Are you concerned about any of those?
I am not interested.
We are not making any changes.
We already use someone right now.
27. Sure, I can do that. So that I know what best to send you, could ask you real quick:
• How important is it to get more revenue out of your website traffic?
• How important is it for you to improve your website conversion rates?
• Do you need to increase website traffic and visitors?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
Can you send me your information.
29. • Limited organization knowledge
• Often less experience and skills
• Subjective screening
• Chaotic work environment
• Deep organizational knowledge
• Often very experienced and sophisticated
• Objective screening
• Less chaos
Front-Desk Receptionist Executive Assistant
2 Types of Gatekeepers
31. • It has nothing to do with you
• They are rejecting your company and product
• They are just dong their job
• Their job is very difficult and unpleasant
Don’t Take it Personally
32. Key Takeaways
• Understand the gatekeeper
• Don’t sound like a salesperson
• Treat the gatekeeper like the prospect
• Deflect objections to keep the call going
• Don’t let the gatekeeper get to you
33. Week 1: Introduction to SMART (Chapters 1 - 2)
Week 2: Consultative Selling (Chapters 3)
Week 3: Building Your Consultative Sales Message (Chapters 4 - 9)
Week 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15)
Week 5: Managing the Sales Process (Chapter 16)
Week 6: Cold Calling (Chapter 17)
Week 7: Email Prospecting (Chapter 18)
Week 8: Voicemail Strategy (Chapter 19)
Week 9: Getting into New Accounts (Chapter 20)
Week 10: Dealing with Objections (Chapter 21)
Week 11: Getting Around Gatekeepers (Chapter 22)
Week 12: Qualifying the Prospect (Chapter 23)
Week 13: Closing (Chapter 24)
Week 14: Networking (Chapter 25)
Week 15: Prospecting on LinkedIn (Chapter 26)
Week 16: Improving Mental Strength (Chapter 27)
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.
This last step that we will discuss is what will be needed to achieve mastery in this area and this is to reflect back on cold calls after they end. Right after a call ends, spend a few seconds to identify what objections the prospect had. Think about how you responded and if your responses were effective at keeping the call going.
This is basically a learning and fine tuning step and we are trying to identify if the response that we gave was not effective, would there be one that would have been better.
From there, we can work to update the objections map. It could be the case that the objections we faced were not on there and we need to get them on there. Or may we need to tweak our responses to ones that might work a little better.
Remember, these objections are going to come up again and again. And by reflecting back, we can improve moving forward.