This document provides an overview of a cold calling process and modules for a sales training program. It includes sections on introducing yourself, establishing the purpose of the call, asking questions to understand the prospect's needs, providing information on products and services, attempting to close the call, and leaving next steps. Sample scripts are provided for each step of the cold calling process.
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
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.
10 Sales Tips for How to Sell More by Selling LessSalesScripter
With most things in life, if you try harder you will increase your odds of success. It does not work that way in sales.
Yes, more activity and effort helps but if people are not buying what you are selling, try to sell “harder” only stands to push people away.
We actually believe that if you decrease how “hard” you try to sell (sell LESS), people will actually by MORE from you and we will explain how that can be in these webinar slides for 10 Ways to Sell More by Selling Less
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
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.
10 Sales Tips for How to Sell More by Selling LessSalesScripter
With most things in life, if you try harder you will increase your odds of success. It does not work that way in sales.
Yes, more activity and effort helps but if people are not buying what you are selling, try to sell “harder” only stands to push people away.
We actually believe that if you decrease how “hard” you try to sell (sell LESS), people will actually by MORE from you and we will explain how that can be in these webinar slides for 10 Ways to Sell More by Selling Less
The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into action immediately. The SPIN Selling Fieldbook includes:
-Individual diagnostic exercises
-Illustrative case studies from leading companies
-Practical planning suggestions
-Provocative questionnaires
Practice sessions to prepare you for dealing with challenging selling situations
Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
20 Best Sales Objections Handling Techniques - InfographicAndriy Popov
Having troubles with handling customers objections? Here are 20 Best tips and tricks that will teach you to deal with all types of the customers objections in sales.
Full text article: http://www.logision.com/knowledge/sales-objection-handling
Increase sales with LOGISION! http://www.logision.com/
More business related articles: http://www.logision.com/knowledge
"Nothing happens in the world time somebody sells something to someone"
This PPT covers
Sales Presentation on Introduction to Sales
Sales Pitch , Process
Importance of Pre - Approach ,
Scouting for Opportunity
Customer Communication ,Negotiation ,Guidelines on Mock ,Handling Objections , Drivers for Success in Sales
Slides to accompany a bite-size training session on overcoming objections in a sales situation. Full training materials including Session Leaders Notes, Delegate Workbook and any Activity handouts can be purchased licence-free from http://www.power-hour.co.uk/trainingmaterialsshop. Prices start from £30 + VAT
Over the past 12 years, I've had in-depth conversations with more than 25 sales gurus, as well as hundreds of sales professionals and managers. Based on that experience, I have concluded that there are eight–and only eight–truly essential sales skills.
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.
Outbound prospecting for highly targeted lead flowDavid Skok
This presentation described how and when outbound prospecting (Cold Calling 2.0) can work to provide a predictable flow of leads from highly targeted prospects.
The Do's and Don'ts of Customer Experience Cloudcherry
Most Businesses are having to refocus and reorient themselves in order to survive in the Age of the Customer. The undeterred focus on Customer Experience is happening now more than ever and that means there is very little room for error. There are specific things you shouldn't be doing, certain very basic things you need to be really good at. So, find out what all of them are and use this knowledge to become a Customer Experience leader
Account Based Sales for Key Account GrowthRevegy, Inc.
According to SiriusDecisions, the recent buzz around account based sales reflects a long overdue need to enhance the way companies do account management...by breaking out of the status quo and exploring new, innovative approaches to the age-old concept of account planning, companies like Oracle are driving immediate pipeline growth from their most strategic customers.
Learn how world-class sales organizations are applying modern, account-based selling techniques to grow existing revenues:
The critical missing element that prevent account teams from discovering more immediate revenue opportunities
Why traditional approaches to account planning fail and what the most successful programs have in common
The best practices framework that companies like Oracle, JDA and BlackLine use to drive organic growth
How to Build a Proven Sales Process for Selling Software to EnterprisesLandslide Technologies
Tier I, II and III software vendors are coming under increased pressure to increase revenue in a market that is seeing spending cuts. Forrester Research is projecting only a 6% increase in IT sales in 2009. SaaS and cloud computing models are further delaying IT decisions. How do you sell enterprise software to a wide range of business titles and departments with varying and sometimes contradictory concerns and requirements?
The answer is: your sales process!
Businesses that are part of the tech industry, sell into the tech industry, or are considering branching into this field should join Razi Imam, Founder of Landslide Technologies and a seasoned veteran of enterprise software sales and sales management in this presentation to:
* Learn about the best practices of building a sales process,
* Apply these fundamentals and strategies to selling in the tech industry,
* Create a live sales process that will help you increase your sales volume, value and velocity in the tech industry, and
* Take away methods to apply these strategies to your own unique selling situation.
The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into action immediately. The SPIN Selling Fieldbook includes:
-Individual diagnostic exercises
-Illustrative case studies from leading companies
-Practical planning suggestions
-Provocative questionnaires
Practice sessions to prepare you for dealing with challenging selling situations
Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
20 Best Sales Objections Handling Techniques - InfographicAndriy Popov
Having troubles with handling customers objections? Here are 20 Best tips and tricks that will teach you to deal with all types of the customers objections in sales.
Full text article: http://www.logision.com/knowledge/sales-objection-handling
Increase sales with LOGISION! http://www.logision.com/
More business related articles: http://www.logision.com/knowledge
"Nothing happens in the world time somebody sells something to someone"
This PPT covers
Sales Presentation on Introduction to Sales
Sales Pitch , Process
Importance of Pre - Approach ,
Scouting for Opportunity
Customer Communication ,Negotiation ,Guidelines on Mock ,Handling Objections , Drivers for Success in Sales
Slides to accompany a bite-size training session on overcoming objections in a sales situation. Full training materials including Session Leaders Notes, Delegate Workbook and any Activity handouts can be purchased licence-free from http://www.power-hour.co.uk/trainingmaterialsshop. Prices start from £30 + VAT
Over the past 12 years, I've had in-depth conversations with more than 25 sales gurus, as well as hundreds of sales professionals and managers. Based on that experience, I have concluded that there are eight–and only eight–truly essential sales skills.
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.
Outbound prospecting for highly targeted lead flowDavid Skok
This presentation described how and when outbound prospecting (Cold Calling 2.0) can work to provide a predictable flow of leads from highly targeted prospects.
The Do's and Don'ts of Customer Experience Cloudcherry
Most Businesses are having to refocus and reorient themselves in order to survive in the Age of the Customer. The undeterred focus on Customer Experience is happening now more than ever and that means there is very little room for error. There are specific things you shouldn't be doing, certain very basic things you need to be really good at. So, find out what all of them are and use this knowledge to become a Customer Experience leader
Account Based Sales for Key Account GrowthRevegy, Inc.
According to SiriusDecisions, the recent buzz around account based sales reflects a long overdue need to enhance the way companies do account management...by breaking out of the status quo and exploring new, innovative approaches to the age-old concept of account planning, companies like Oracle are driving immediate pipeline growth from their most strategic customers.
Learn how world-class sales organizations are applying modern, account-based selling techniques to grow existing revenues:
The critical missing element that prevent account teams from discovering more immediate revenue opportunities
Why traditional approaches to account planning fail and what the most successful programs have in common
The best practices framework that companies like Oracle, JDA and BlackLine use to drive organic growth
How to Build a Proven Sales Process for Selling Software to EnterprisesLandslide Technologies
Tier I, II and III software vendors are coming under increased pressure to increase revenue in a market that is seeing spending cuts. Forrester Research is projecting only a 6% increase in IT sales in 2009. SaaS and cloud computing models are further delaying IT decisions. How do you sell enterprise software to a wide range of business titles and departments with varying and sometimes contradictory concerns and requirements?
The answer is: your sales process!
Businesses that are part of the tech industry, sell into the tech industry, or are considering branching into this field should join Razi Imam, Founder of Landslide Technologies and a seasoned veteran of enterprise software sales and sales management in this presentation to:
* Learn about the best practices of building a sales process,
* Apply these fundamentals and strategies to selling in the tech industry,
* Create a live sales process that will help you increase your sales volume, value and velocity in the tech industry, and
* Take away methods to apply these strategies to your own unique selling situation.
Sell Without Selling - Tips to Rock Sales and ProposalsBrent Bice
This presentation explores what successful salespeople do to differentiate themselves and ultimately win bigger and better projects.
We discuss SPIN selling, positioning statements, scripts, proposal templates and more.
Putting the SPARK into Virtual Training.pptxCynthia Clay
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.
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
[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
Understanding User Needs and Satisfying ThemAggregage
https://www.productmanagementtoday.com/frs/26903918/understanding-user-needs-and-satisfying-them
We know we want to create products which our customers find to be valuable. Whether we label it as customer-centric or product-led depends on how long we've been doing product management. There are three challenges we face when doing this. The obvious challenge is figuring out what our users need; the non-obvious challenges are in creating a shared understanding of those needs and in sensing if what we're doing is meeting those needs.
In this webinar, we won't focus on the research methods for discovering user-needs. We will focus on synthesis of the needs we discover, communication and alignment tools, and how we operationalize addressing those needs.
Industry expert Scott Sehlhorst will:
• Introduce a taxonomy for user goals with real world examples
• Present the Onion Diagram, a tool for contextualizing task-level goals
• Illustrate how customer journey maps capture activity-level and task-level goals
• Demonstrate the best approach to selection and prioritization of user-goals to address
• Highlight the crucial benchmarks, observable changes, in ensuring fulfillment of customer needs
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.
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).
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. 📊
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
2. Module 1: Introduction to SMART
Module 2: Consultative Selling
Module 3: Building Your Consultative Sales Message
Module 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses
Module 5: Managing the Sales Process
Module 6: Cold Calling
Module 7: Email Prospecting
Module 8: Voicemail Strategy
Module 9: Getting into New Accounts
Module 10: Dealing with Objections
Module 11: Getting Around Gatekeepers
Module 12: Qualifying the Prospect
Module 13: Closing
Module 14: Networking
Module 15: Prospecting on LinkedIn
Module 16: Improving Mental Strength
3. One of the most difficult tasks
Very small window of time
A lot of information to share
Prospects can be difficult
Never know what direction a call can go
6. I
C
E
FORMAT
• 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
• Close for conversation
QUESTIONS
• Pain
• Current State
INITIAL CONTACT
15. It invites an objection
Power through until told otherwise
Don’t Confirm
Availability
16. Identifies how busy the prospect is
Buys you a window of time
Builds rapport
Confirming
Availability
17. Is this a good time to talk?
Did I catch you at a bad time?
Are you busy right now?
Do you have a minute to talk?
Do you have a few minutes?
Have I caught you in the middle of anything?
How to Confirm
18. Gets a more accurate read
More familiar, less sales-ish
Pattern interrupt
Creates rapport
Have I caught you
in the middle of
anything?
19. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
How are you doing today?
Don’t say this
20. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Hello, [Contact’s Name]. This is [Your Name] with [Your Company]. Have I caught you in the
middle of anything?
22. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Yes, but I am OK.
No, I am fine.
It depends. Why are you calling?
What is this call in regards to?
Advance to Purpose for the Call
23. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Yes, I am in the middle of something.
I am busy right now.
I am not available.
Response:
Oh, OK. I can be very brief, or I can call you back at another time. Which do you
prefer?
or
Oh, OK. When is the best time for me to call you back?
Deflect Objection
24. • 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
• Sell your product to the prospect
Sounds like a salesperson
Focus is on the salesperson’s interests
INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Don’t say anything like this
25. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Great. The reason for my call is that I have been researching your business and found
some areas where we might be able to help to…..
Discuss Research
26. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Great. The reason for my call is that I have been talking with Mary Thomas and we
discussed how you all are currently using a manual process for clustering. We help to
automate that.
Internal Referral / Name Drop
27. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Great. The reason for my call is that we spoke 6 months ago and you mentioned
having issues with data processing time. I wanted to check back in and follow up with
you.
Previous Call Follow-Up
28. VALUE POINTS
• Increase the revenue generated through their
website
• improve website conversion rates
• Increase website traffic
TARGET BUYER
Small businesses
PRODUCT
Web design services
FEATURES
• Design and build websites
• Graphic design
• Copywriting
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 a website?
• Are you currently working with a web design agency?
• What CMS platform is your website built on?
• Do you have internal web design resources?
• When does your current agreement expire?
• How many different websites do you currently have?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• When was the last time you considered redoing your website?
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
NAME DROP
NAME DROP
• We worked with an accounting firm and they needed to
generate more leads online.
• To solve this we helped them to redesign their website.
• This helped to them to convert more traffic into leads.
• This ultimately helped them to increase the amount of
revenue they were generating through their website.
30. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Great. 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
Value Points
31. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Great. The reason for my call is that we work with small businesses and they often
have a:
• Need to generate more revenue through the website
• Website visitors are not converting to customers
• Need to increase website traffic
Pain Points
32. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Great. The reason for my call is that:
• We worked with an accounting firm and they needed to generate more leads online.
• To solve this we helped them to redesign their website.
• This helped to them to convert more traffic into leads.
• This ultimately helped them to increase the amount of revenue they were generating
through their website.
Name Drop
33. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Advance to Sales Takeaway
34. Sales Takeaway
• Opposite of trying to get the prospect to move forward
• Express doubt in fit or justification
• Opposite of what most salespeople do
35. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
• I don't know if those are areas that you want to improve.
• I don't know if you are concerned about any of those areas.
• I don't know if we can help you in the same way or not.
• I don’t know if you are the right person for me to speak with.
Soft Sales Takeaway
36. PUSH
PULL
Great. The reason for my call is that we help
small businesses to increase the revenue
generated through their website.
I don't know if we can help you in
the same way or not.
37. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Advance to Questions
If I could ask you real quick.
38. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
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?
39. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Current State
• Do you currently have a website?
• Are you currently working with a web design agency?
• What CMS platform is your website built on?
• Do you have internal web design resources?
• When does your current agreement expire?
• How many different websites do you currently have?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• When was the last time you considered redoing your website?
40. 3 Categories for Answers
INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Neutral Response: Things are OK or prospect
does not know
Cold Response: Everything is good/great
Hot Response: There is a problem/pain
41. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Well, it sounds like you all are doing pretty good.
Advance to Pain Points
Well, based on what you shared, it might make sense for us to talk in more detail
because that is the type of thing that we help with.
Skip to Product / Company Info
42. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Pain Points
We work with a lot of small businesses and they often have a:
• Need to generate more revenue through the website
• Website visitors are not converting to customers
• Need to increase website traffic
Are you concerned about any of those areas?
43. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
SALES TAKEAWAY
PAIN POINTS
Well, based on what you shared, it might make sense for us to talk in more detail because
that is the type of thing that we help with.
Advance to Product / Company Info
Well, it sounds like you all are doing pretty good over there. It might not make much sense
for us to talk.
Begin to walk away
CLOSE
Go Back to Questions
Actually, if I could ask you real quick.
44. Product
I am with XYZ Corp and we provide web design services:
• Design and build websites
• Graphic design
• Copywriting
Some ways we differ from other options out there are:
• We only work with accountants
• We use AI to develop the optimum website layout
• We guarantee results
A little more about us:
• Won design awards 5 years
• In business for 30 years
• Woman owned business
INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
45. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
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%.
46. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Advance to Close
48. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Cold Call Close
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 call where I can share some
examples of how we have helped other small businesses to:
• Increase the revenue generated through their website
• improve website conversion rates
• Increase website traffic
Are you available on Tuesday or Thursday morning? Or are you available to
continue talking about this now?
49. INTRODUCTION
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Confirm and schedule meeting
Go back to Questions
Go back to Pain Points