9. Initial Contact
Meeting
Presentation
Initial Contact
Types
• Cold calls
• Cold emails
• Networking
• Inbound calls
• Inbound emails
• Website chat
• Social media
Structure
• 2 to 5 minutes
• 80% on prospect
• 20% on you
Goals
• Pre-Qualify
• Build interest in
talking more
• Close for meeting
Questions
• Pain
• Current
Environment
10. Initial Contact
Meeting
Presentation
Meeting
Types
• Appointment
• Online meeting
• Meet for coffee,
drink, food
• Extended cold call
• Meet at event
Structure
• 10 to 60 minutes
• 50% on prospect
• 50% on you
Goals
• Qualify
• Build interest in
learning about
your product
• Close for
Presentation
Questions
• Pain
• Current
Environment
• Qualifying
11. Initial Contact
Meeting
Presentation
Initial Contact
Types
• Cold calls
• Cold emails
• Networking
• Inbound calls
• Inbound emails
• Website chat
• Social media
Structure
• 2 to 5 minutes
• 80% on prospect
• 20% on you
Goals
• Pre-Qualify
• Build interest in
talking more
• Close for meeting
Questions
• Pain
• Current
Environment
12. Initial Contact
Meeting
Presentation
Meeting
Types
• Appointment
• Online meeting
• Meet for coffee,
drink, food
• Extended cold call
• Meet at event
Structure
• 10 to 60 minutes
• 50% on prospect
• 50% on you
Goals
• Qualify
• Build interest in
learning about
your product
• Close for
Presentation
Questions
• Pain
• Current
Environment
• Qualifying
13. Initial Contact
Meeting
Presentation
Types
• Presentation
• Demonstration
• Proposal
• Quotation
• List of options
Structure
• 30 minutes to 2
hours
• 20% on prospect
• 80% on you
Goals
• Qualify
• Build interest in
purchasing your
product
• Close for purchase
Questions
• Pain
• Current
Environment
• Qualifying
• Closing
14.
15. • I do not have time right now.
• What is this in regards to?
• Is this a sales call?
• I am not interested.
• We do not have budget/money right now.
• We already use somebody for that.
• We are not looking to make any changes right now.
• Just send me your information.
• Call me back in X months.
21. Hello, [Contact’s Name]. This is [Your Name] with [Your Company].
Have I caught you in the middle of anything?
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
22. Great. The reason for my call is that we help sales consultants to:
• Generate an extra stream of revenue
• Have a tool to recommend in the area of proposal
But I am not sure if we can help you in the same way and that is why I am
reaching out with a question or two.
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
23. • How often do you have a client that asks for help with generating
proposals?
• Are you currently working with any tools that help with creating proposals?
• How interested are you in adding an addition source of revenue or
income?
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
24. A lot of businesses have concerns that:
• It is time consuming to put together proposals
• It is difficult to make proposals look good
• A good proposal can be the difference in winning the business
Do you have clients that are concerned about any of those?
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
25. Based on what you shared, it might make sense to talk in more detail.
As I mentioned, I am with [Company Name] and we offer a proposal
generation tool. The app will:
• Automate the proposal generation process
• Decrease the time it takes to generate proposals
• Improve how the proposals look
• Increase the win rate for proposals submitted
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
26. • A sales consulting firm that we work with started recommending our app
to their clients.
• This helped to reduce the time their clients spent generating proposals
and improved how the layout and design at the same time.
• This not only helped the consulting firm to improve the quality of
consulting, but it also created a new stream of revenue.
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
27. But I have called you out of the blue and I am not sure if this is the best time
to discuss this.
Are you interested in discussing this a little more?
Are you available for a brief 15 to 20-minute meeting where I can share some
examples of how we have helped other sales consultants to:
• Generate an extra stream of revenue
• Have a tool to recommend in the area of proposal
Are you available on Tuesday or Thursday morning? Or are you available to
continue talking about this now?
Value Points
Pain Points
Pain
Questions
Current
Environment
Questions
Name Drop
Product
Introduction
Close
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.
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.