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“We already use someone for that.”
Ultimate Goal: Close the sale Immediate Goal: Close on the next step
TWO GOALS
INITIAL CONTACT
CONVERSATION
EXPLANATION
PURCHASE
Selling the
Product
Selling the
Next Step
We already use someone today. We already use someone today.
VALID REASON TO
NOT CONTINUE
NOT A VALID REASON
TO NOT TALK
Sell the Product – Overcome the Objection Sell the Next Step – Establish the Conversation
Ultimate Goal: Close the sale Immediate Goal: Close on the next step
TWO GOALS
INITIAL CONTACT
CONVERSATION
EXPLANATION
PURCHASE
ULTIMATE
GOAL
IMMEDIATE
GOAL
Option 1 – Comply
Option 2 – Overcome
Option 3 – Deflect the Objection
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
RECRUITING AND STAFFING SERVICES
FEATURES
• Develop job descriptions
and candidate profile
• Publish and promote job
postings
• Curate resumes and
perform an initial screening
of applicants
• Present qualified applicants
DIFFERENTIATION
• We use video interviews to
improve the screening of
applicants
• We have an extremely deep
databases of candidates with
FOR BUSINESS
IMPROVEMENTS
• Reduce the time it takes to fill open
positions
• Improve the quality of the people they
interview and hire
• Decrease time spent searching,
screening, and interviewing applicants
• Improve their screening and interviewing
processes
CHALLENGES/CONCERNS
• Takes a long time to fill open positions
• Hiring the wrong people is extremely
costly
• Time-consuming to properly find, screen,
and interview applicants
PAIN QUESTIONS
• How do you feel about the amount of
time it takes to fill open positions?
• How important is it to decrease the
time to fill open positions?
• How important is it to improve the
quality of applicants you are hiring?
• How important is it to decrease the
amount of time you spend
interviewing?
CUSTOMER EXAMPLE
• We worked with a startup
business owner
• It was taking a long time to fill
open positions
• We helped to solve that by
taking recruiting process.
• This helped to decrease the
time to fill open positions
• Also helped to improve the
caliber of employees they were
hiring
• What is your process for filling open
positions?
• How often do you need to fill open
positions?
CURRENT STATE QUESTIONS
PRODUCT TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
Cold Call Script
Oh great.
• What is your process for filling open positions?
• How often do you need to fill open positions?
• Do you currently have open positions that you need to fill?
• How many positions are you needing to fill?
• Do you use internal staff for recruiting?
• Are you working with a recruiter or staffing agency?
• How happy are you with the quality of candidates you are interviewing? Top-caliber
talent?
• How long does it usually take to fill open positions?
• When was the last time you considered making changes or improving your recruiting
process?
• Do you feel like you have the internal resources and processes that are needed to get
positions filled quickly and with the right caliber talent?
We already use someone today.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
Oh great.
• What is your process for filling open positions?
• How often do you need to fill open positions?
• Do you currently have open positions that you need to fill?
• How many positions are you needing to fill?
• Do you use internal staff for recruiting?
• Are you working with a recruiter or staffing agency?
• How happy are you with the quality of candidates you are interviewing? Top-caliber
talent?
• How long does it usually take to fill open positions?
• When was the last time you considered making changes or improving your recruiting
process?
• Do you feel like you have the internal resources and processes that are needed to get
positions filled quickly and with the right caliber talent?
We already use someone today.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
Oh great.
• How do you feel about the amount of time it takes to fill open positions?
• How important is it to decrease the time to fill open positions?
• How important is it to improve the quality of applicants you are hiring?
• How important is it to decrease the amount of time you spend interviewing?
We already use someone today.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
Oh great. Some businesses we work with have challenges with:
• Takes a long time to fill open positions
• Hiring the wrong people is extremely costly
• Time-consuming to properly find, screen, and interview applicants
• Difficult to determine which applicant to hire and make the right decisions
Are you concerned about any of those areas?
We already use someone today.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
We already use someone today.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
Disarming Language
I don’t even know if you fit well with what we provide or not.
[Not selling]
And I want you to know, I am not reaching out to you to try to sign you up or sell you
anything.
[Sales process]
We are just looking to open the dialogue between our two companies and have an
initial conversation.
[Sales takeaway]
[Understand the Prospect] I understand.
I understand. I am not looking to sign you guys up for anything. Just looking to start the
dialogue between our two organizations.
That way, when you do need help with filling a position, you can know who we are and
how we can help.
We already use someone today.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
Please
Like
Comment
Share
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essaging
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esponse
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Sales
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Questions
Customer
Examples
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Cold Calling
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Voicemail
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Scripts
Sales
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Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3
Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3
Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3
Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
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How to Respond to the We Already Use Someone Sales Objection

  • 1. “We already use someone for that.”
  • 2. Ultimate Goal: Close the sale Immediate Goal: Close on the next step TWO GOALS
  • 4. We already use someone today. We already use someone today. VALID REASON TO NOT CONTINUE NOT A VALID REASON TO NOT TALK Sell the Product – Overcome the Objection Sell the Next Step – Establish the Conversation Ultimate Goal: Close the sale Immediate Goal: Close on the next step TWO GOALS
  • 6. Option 1 – Comply
  • 7. Option 2 – Overcome
  • 8. Option 3 – Deflect the Objection
  • 10. RECRUITING AND STAFFING SERVICES FEATURES • Develop job descriptions and candidate profile • Publish and promote job postings • Curate resumes and perform an initial screening of applicants • Present qualified applicants DIFFERENTIATION • We use video interviews to improve the screening of applicants • We have an extremely deep databases of candidates with FOR BUSINESS IMPROVEMENTS • Reduce the time it takes to fill open positions • Improve the quality of the people they interview and hire • Decrease time spent searching, screening, and interviewing applicants • Improve their screening and interviewing processes CHALLENGES/CONCERNS • Takes a long time to fill open positions • Hiring the wrong people is extremely costly • Time-consuming to properly find, screen, and interview applicants PAIN QUESTIONS • How do you feel about the amount of time it takes to fill open positions? • How important is it to decrease the time to fill open positions? • How important is it to improve the quality of applicants you are hiring? • How important is it to decrease the amount of time you spend interviewing? CUSTOMER EXAMPLE • We worked with a startup business owner • It was taking a long time to fill open positions • We helped to solve that by taking recruiting process. • This helped to decrease the time to fill open positions • Also helped to improve the caliber of employees they were hiring • What is your process for filling open positions? • How often do you need to fill open positions? CURRENT STATE QUESTIONS PRODUCT TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE
  • 13. Oh great. • What is your process for filling open positions? • How often do you need to fill open positions? • Do you currently have open positions that you need to fill? • How many positions are you needing to fill? • Do you use internal staff for recruiting? • Are you working with a recruiter or staffing agency? • How happy are you with the quality of candidates you are interviewing? Top-caliber talent? • How long does it usually take to fill open positions? • When was the last time you considered making changes or improving your recruiting process? • Do you feel like you have the internal resources and processes that are needed to get positions filled quickly and with the right caliber talent? We already use someone today. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  • 14. Oh great. • What is your process for filling open positions? • How often do you need to fill open positions? • Do you currently have open positions that you need to fill? • How many positions are you needing to fill? • Do you use internal staff for recruiting? • Are you working with a recruiter or staffing agency? • How happy are you with the quality of candidates you are interviewing? Top-caliber talent? • How long does it usually take to fill open positions? • When was the last time you considered making changes or improving your recruiting process? • Do you feel like you have the internal resources and processes that are needed to get positions filled quickly and with the right caliber talent? We already use someone today. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  • 15. Oh great. • How do you feel about the amount of time it takes to fill open positions? • How important is it to decrease the time to fill open positions? • How important is it to improve the quality of applicants you are hiring? • How important is it to decrease the amount of time you spend interviewing? We already use someone today. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  • 16. Oh great. Some businesses we work with have challenges with: • Takes a long time to fill open positions • Hiring the wrong people is extremely costly • Time-consuming to properly find, screen, and interview applicants • Difficult to determine which applicant to hire and make the right decisions Are you concerned about any of those areas? We already use someone today. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  • 17. We already use someone today. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  • 18. Disarming Language I don’t even know if you fit well with what we provide or not. [Not selling] And I want you to know, I am not reaching out to you to try to sign you up or sell you anything. [Sales process] We are just looking to open the dialogue between our two companies and have an initial conversation. [Sales takeaway] [Understand the Prospect] I understand.
  • 19. I understand. I am not looking to sign you guys up for anything. Just looking to start the dialogue between our two organizations. That way, when you do need help with filling a position, you can know who we are and how we can help. We already use someone today. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE
  • 20.
  • 21.
  • 23. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @michael_halper
  • 25. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  • 26.
  • 27. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  • 28.
  • 29. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  • 30.
  • 31. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  • 32.
  • 33. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
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