Sales & Marketing Alignment: How to Synergize for Success
Phone sales webinar
1. C l o s e m o r e d e a l s o n t h e p h o n e
Thursday, September 26, 13
2. Why you need to use the phone for sales
* Biggest tech with sales productivity boost ( reach, time)
* Human connection ( rapport, trust, authority, desire, etc.)
* Transactional vs. transformative sales
* Customer Development
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Close.io
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Phone
Sales
Webinar
Thursday, September 26, 13
3. Step1: Reach people
* Call inbound leads within 5 minutes
* Take timezones into consideration
* Outbound - use cold emails asking for introductions first
* Calendar invites + Reminders
* Power dialers & Predictive dialers
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Close.io
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Phone
Sales
Webinar
Thursday, September 26, 13
4. Step 2: Sound good
* 5 seconds on phone to create an image/impression
* 70% tonality, 30 % content
* Do you sound smart, enthusiastic & like an authority/expert?
* State Control is King
3/12
Close.io
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Phone
Sales
Webinar
Thursday, September 26, 13
5. Step 3: Ask questions (Qualify)
* Talk 40% ; Listen 60% ( Active not Passive Listening)
* Who is your ideal customer?
* What are red flags / key patterns?
* Decision maker? Budget? Timing? Competition?
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Close.io
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Phone
Sales
Webinar
Thursday, September 26, 13
6. Step 4: Manage objections
* Create an FAQ Document (top 25 questions, 1paragraph answers)
* It’s about clarity, not content
* Address the elephant in the room
* Decoding customer lingo. Real vs. Fake objections
5/12
Close.io
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Phone
Sales
Webinar
Thursday, September 26, 13
7. Virtual Closing Technique
* Future Pacing
* “Guide me through all steps for you to become a customer”
* Red Flags
* Real vs. Fake interest
* Data to create pipeline (deal size, time-to-close, confidence %)
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Close.io
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Phone
Sales
Webinar
Thursday, September 26, 13
8. Sales Scripts
* Design a process that works
* Trim fat
* Training, onboarding and scaling
* Quality control
7/12
Close.io
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Phone
Sales
Webinar
Thursday, September 26, 13
10. Opening:
Hi, my name is___________. I'm calling some startups in the area to find out if they
are a good fit for our beta program.
What we do in a sentence is we provide the companies with a sales team on demand.
Does this sound interesting to you?
Qualifying:
● What is your current sales process?
● Who are your customers? How do you get leads?
● What’s the customer life time value?
Test Closing:
● We want to start in 4 weeks - does this work for you?
● The beta program is heavily discounted. It’s going to be $X/day per salesperson
● We can only offer you 1 Salesperson to begin with (that’s going to be me)
● What is the decision making process in your company? How quickly can we make
a decision?
>>>Schedule Closing Call
Thursday, September 26, 13
12. Opening
Hey! My name is Steli, I saw that you just signed up for Close.io and wanted to
personally reach out and say “hi”.
Is this a bad time to chat?
I know you are just getting started with Close.io and wanted to see how you found out
about us and what the reason was the you decided to sign up for the trial?
User Response (answer questions / interact with user)
I also wanted to make sure that we are a good fit for you and that you’ll succeed with
Close.io. I’m curious –
Qualifying
•
What’s your main challenges/goals regarding sales?
•
How many people in your team would use Close.io?
•
5 More Questions
Closing (if qualified)
Great. It sounds like Close.io is the perfect fit for you.
Take the next week to give it a good test run and do _________ and then let’s set a
time to chat so I can hear how things are going and answer any more in depth questions
for you. Would next week same day/time work?
Set a follow up time. Send calendar invite
Thursday, September 26, 13
13. Calling Benchmarks
* # Dialed >> # Reached >> # Qualified >> # Closed
* # of minutes on phone / day
* Ice cold outbound: 200-400 dials/day
* Hot inbound: 25 - 50 calls / day
10/12
Close.io
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Phone
Sales
Webinar
Thursday, September 26, 13
