Telesales Training - The Sales Performance Company LtdStuart Allen
These slides contain details of a brand new telesales training course devised by The SalesPerformance Company Ltd. The courses will be delivered at the iconic The Hive building in Central Worcester.
Telesales Training - The Sales Performance Company LtdStuart Allen
These slides contain details of a brand new telesales training course devised by The SalesPerformance Company Ltd. The courses will be delivered at the iconic The Hive building in Central Worcester.
This module is about 13 days training for Customer Service Representatives, and Communication Arts students. This is patterned to TESDA's 100 to 120 training hours.
How to Deal with Voicemail During Sales ProspectingSalesScripter
Prospects are reluctant to answer their phone. As a result, you can sometimes spend more than 50% of your prospecting time reaching prospect's voicemail boxes. Having a solid approach for how to minimize this challenge is critical to your success when sales prospecting. This presentation goes through some practical concepts and tips to help you out.
A different way of continuing the call call through the prospecting cycle and into your pipeline. 58 pages, but again 20-25 pages are humorous and antidotal in nature. Perfect for a 4 hr session with your inside sales or sales rep group.
Sales has changed over the past twenty years, and nowhere is this more clear than in cold calling. Many people say that cold calling is dead. They’re wrong.
If your cold calls aren’t producing the results you want, you need to update your toolbelt. Start improving your cold calls with these ten tips.
You dont have to wait for things to happen... You have the power to make things happen! The Art of Selling describes the basics of how you can persuade people more effectively, more ethically, and more often. Youll also discover that there is virtually nothing on earth that brings as much personal satisfaction as being able to save another person time, money, or frustration because of the goods, products, and services you have to offer.
Here are 5 things to avoid when you are cold calling. By following these simple best practices you will be sure to improve your ability to cold call successfully.
More tips on how to cold call successfully can be found on my free Udemy course on how to get meetings with any company here: http://www.udemy.com/bd-101-how-to-get-meetings-with-anyone/
The Five Core Skills of Confident Sales PeopleScott Summers
Anyone can follow a sales process, so why can’t everyone sell?
Scott Summers a Sales Presentation Specialist from IBM believes they can.
So far I've surveyed almost 200 business owners, startups and entrepreneurs. Only a small handful have said that selling is a skill that they feel confident about.
So, to help the thousands of business owners who aren’t natural sellers, I’ve identified the five core skills of a confident sales person.
Use them together and watch your sales increase.
4 Common Mistakes To Avoid On Your First Call With The ClientNuSchool
Your first call with the client is crucial.
Nailing this call can pay the rent next month! This presentation will give you great tips for how to take this call like a boss. Simple and straight forward tips, that anyone can use.
Head to www.thenuschool.com for more fresh advice for creative professionals.
This module is about 13 days training for Customer Service Representatives, and Communication Arts students. This is patterned to TESDA's 100 to 120 training hours.
How to Deal with Voicemail During Sales ProspectingSalesScripter
Prospects are reluctant to answer their phone. As a result, you can sometimes spend more than 50% of your prospecting time reaching prospect's voicemail boxes. Having a solid approach for how to minimize this challenge is critical to your success when sales prospecting. This presentation goes through some practical concepts and tips to help you out.
A different way of continuing the call call through the prospecting cycle and into your pipeline. 58 pages, but again 20-25 pages are humorous and antidotal in nature. Perfect for a 4 hr session with your inside sales or sales rep group.
Sales has changed over the past twenty years, and nowhere is this more clear than in cold calling. Many people say that cold calling is dead. They’re wrong.
If your cold calls aren’t producing the results you want, you need to update your toolbelt. Start improving your cold calls with these ten tips.
You dont have to wait for things to happen... You have the power to make things happen! The Art of Selling describes the basics of how you can persuade people more effectively, more ethically, and more often. Youll also discover that there is virtually nothing on earth that brings as much personal satisfaction as being able to save another person time, money, or frustration because of the goods, products, and services you have to offer.
Here are 5 things to avoid when you are cold calling. By following these simple best practices you will be sure to improve your ability to cold call successfully.
More tips on how to cold call successfully can be found on my free Udemy course on how to get meetings with any company here: http://www.udemy.com/bd-101-how-to-get-meetings-with-anyone/
The Five Core Skills of Confident Sales PeopleScott Summers
Anyone can follow a sales process, so why can’t everyone sell?
Scott Summers a Sales Presentation Specialist from IBM believes they can.
So far I've surveyed almost 200 business owners, startups and entrepreneurs. Only a small handful have said that selling is a skill that they feel confident about.
So, to help the thousands of business owners who aren’t natural sellers, I’ve identified the five core skills of a confident sales person.
Use them together and watch your sales increase.
4 Common Mistakes To Avoid On Your First Call With The ClientNuSchool
Your first call with the client is crucial.
Nailing this call can pay the rent next month! This presentation will give you great tips for how to take this call like a boss. Simple and straight forward tips, that anyone can use.
Head to www.thenuschool.com for more fresh advice for creative professionals.
How to Use Technology to Build a World Class Field Sales Organization Landslide Technologies
How do you as a field sales manager or salesperson reverse these trends?
Please join presenter Razi Imam, founder of Landslide Technologies, Inc. and guest speaker Russ Dworshak, Regional Sales Manager of Compressor Systems, Inc. as they talk about real-world ways to use technology to help your field sales organization sell, interact with buyers, and plan sales strategies more effieciently and effectively.
How to manage sales and distribution in telecomRiaktr
Telecom operators are losing value because of a lack of visibility: visibility on their points of sales, distributors, field agents and even overall performance.
Learn how to boost your revenues with our intelligent sales analytics tools. Know what to do next.
Request a demo.
info@realimpactanalytics.com
www.realimpactanalytics.com
All things Tele marketing slide reviewed by SalesDialers.comSalesDialers.com
SalesDialers.com has a A plus review with the BBB. Sales Dialers is an award winning hosted web based dialer CRM. It is the leading tele marketing dialer for insurance agents and Realtors. SalesDialers tags pride in having the most features at the best price on the market.
[infographic] How to Interview MillennialsLooksharp
From interview style and location to hiring and salary negotiation, this infographic gives quick tips for communicating effectively with Millennials, in-person and over-the-phone interviews, interview location, questions to ask and expect, negotiating salary and more.
A free presentation that was written some time ago, to help people who are newly self employed who perform a sales cycle.
It helps you prepare for being self employed, build and maintain a sales pipeline, work internationally and successfully work from home. The sales advice is very basic, but motivational.
Cold Calling Essentials is a power point that provides information to overcome the mysteries of cold calling and the techniques required to succeed with this type of sales and marketing effort.
Top Telemarketing Techniques is all about the telephone to enhance sales, fostering better relationships with customers, and how to make it easier to target prospects
The X Factor Firm, Hiring for Law Practice SuccessChelsey Lambert
Hiring for your law practice shouldn’t be taken lightly. The people you add to your team are not only a reflection of your business, but can affect a client relationship or a case outcome. Good hires can mean the difference between making money or losing it. Join us as we share a proven strategy for recruiting, hiring, training, and most importantly retaining the right people so you can quit worrying about your practice and start growing it.
Sales: Targeting and Optimizing Your Interpreter Agency to Your Primary CustomerWing Butler
In this session, Wing will lead participants through a process that assists in identifying who the customer is, how to target them and how to optimize systems to track and close these customers.
Naviga's interview toolbox helps job seekers prepare for the entire interview process. This toolbox includes common interview questions, how to handle the compensation conversation, what to wear, a sample Thank You note, and much, much more. Make sure to read through this manual before your next job interview so you can be the most prepared and confident version of yourself!
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
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.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Skye Residences | Extended Stay Residences Near Toronto Airportmarketingjdass
Experience unparalleled EXTENDED STAY and comfort at Skye Residences located just minutes from Toronto Airport. Discover sophisticated accommodations tailored for discerning travelers.
Website Link :
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https://skyeresidences.com/queen-suite-with-sofa-bed/
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https://skyeresidences.com/2-bedroom-deluxe-queen-suite-with-sofa-bed/
https://skyeresidences.com/2-bedroom-deluxe-king-queen-suite-with-sofa-bed/
https://skyeresidences.com/2-bedroom-deluxe-queen-suite-with-sofa-bed-accessible/
#Skye Residences Etobicoke, #Skye Residences Near Toronto Airport, #Skye Residences Toronto, #Skye Hotel Toronto, #Skye Hotel Near Toronto Airport, #Hotel Near Toronto Airport, #Near Toronto Airport Accommodation, #Suites Near Toronto Airport, #Etobicoke Suites Near Airport, #Hotel Near Toronto Pearson International Airport, #Toronto Airport Suite Rentals, #Pearson Airport Hotel Suites
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.
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.
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
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.
[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
The effects of customers service quality and online reviews on customer loyal...
Insurance and All Things Telemarketing...
1. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
All Things Telemarketing...
Hiring and Training Telesales Professionals
Data and Lead Options
Dialers for Efficiency and Automation
DNC and List Management
When to Call and How to Say It
Tips for the Phone, Email, Appointment Setting and Scripts.
2. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Who to Use
Existing agency staff.
High school, college students or retirees due to their flexible hours.
Temporary staffing.
Potential Venues to Post the Ad
Craigs List.
Monster and Careerbuilder.
Local newspaper for your area or a local college.
Local job boards at schools, church, community centers, etc.
Look at other effective ads combined with your needs and write your ad.
3. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Prescreening – The Phone Interview
Evaluate their English.
Ask about their computer skills.
Relevant prior job experience.
Check prior job history to make sure they don't “bounce” around.
Describe the job requirements: base compensation, bonus compensation, grace period,
minimum production requirements, definition of a lead, hours, dress code, office equipment
used, etc.
4. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Prescreening – The In-person Interview
Show them the dialer.
Review the scripts with them.
Ask what motivates them so you can use this later i.e. pay, flexible hours, gift cards, work from
home, etc.
Role play i.e. let them be your prospect so they understand the “entire” process.
Describe the job requirements and discuss compensation.
5. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Compensation Options – Avoid “Dialing for Dollars”
Grace period so can learn the process and the dialer.
Require a certain number of leads or appointments per hour.
Straight pay hourly rate with no production requirements (NOT recommended).
Hourly rate plus incentives:
Add one dollar per hour for every lead above required minimum for that hour.
Add flat bonus if get appointment on top of hourly rate.
Add flat bonus if get application on top of hourly rate.
Add flat bonus if enroll successfully on top of hourly rate.
6. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Training
Set up training with SalesDialers.com.
Shadow you or associate to learn your business i.e. Insurance 101.
Shadow someone who is making calls currently or agent on duty.
Take them through the ENTIRE process from the call to policy delivery so they can answer
questions during call that might otherwise be hurdles delaying “closing.”
Give each telemarketer their own workbook binder to include the following:
Calling tips.
Calling scripts
Sample Objection responses.
Tracking Form.
7. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Telemarketing Data Vendors
Don't sign a contract if possible.
Industry standard for accuracy is 85% so get data at 85% or higher.
Make sure data is already scrubbed for the National DNC Registry.
Ask how often the data is refreshed for accuracy i.e. should be at least quarterly.
Make sure they have the B2B or B2C filters you need:
B2C: age range, household income, geographic area, renters/homeowners, etc.
B2B: number of employees, SIC code, sales volume, geographic area, etc.
8. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Telemarketing Lead Vendors
Get references if possible.
Don't sign a contract (if possible) until you sample the leads.
Don't provide a down payment to use as credit for future leads i.e. pay as you go.
Ask the right questions:
How long has the company been in business?
How many customers do they have?
Are leads available in your geographic area?
Is there a minimum purchase required?
What specifically is their return/exchange/credit policy for bad/inaccurate leads?
How often can you expect to receive leads?
9. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Telemarketing Lead Vendors
Are the leads shared or exclusive?
If leads are shared how many agents receive the same lead after how many days have passed?
What is their cancellation policy if they do require a contract?
What criteria can you request for your leads?
COMPARE “apples to apples” with other lead vendors.
Inexpensive one dollar aged Internet leads between 2 – 60 days old.
THE GOAL: purchase leads or data that are the “target” demographic for the products that you're selling.
10. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Consider Using Auto Dialers to Improve Efficiency
96 percent of sales reps' time when making outbound calls is spent hand dialing, leaving voice mails,
navigating phone trees and talking with gatekeepers.
With a auto dialer you WON'T have to: look up a phone number, dial a number or wait for the phone to ring.
get a busy signal or disconnected number and then hang up.
get an answering machine and leave a voice mail.
hang up, try to STAY MOTIVATED and do it all over again.
Auto dialers let you dial 100 – 400 numbers per hour versus 25-35 hand dialing.
Look for features such as: email, CRM lead management, FTC safeguards, custom pre-recorded on hold and
answering machine messages and the ability to customize the dialer to your specific business.
Dialers are more personal, more flexible, more responsive and LESS expensive than other means of lead
generation.
Sales is a numbers game and it's simple math...more calls = more leads = more sales!
11. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Do Not Call Guidelines/SAN Information
Prior to calling, lists of names needs to be scrubbed for existing customers and against the National
Do Not Call list.
Do Not Call Registry provides four (4) area codes for free:
https://telemarketing.donotcall.gov/faq/faqbusiness.aspx
Other Resources
https://donotcall.gov
http://business.ftc.gov
http://www.fcc.gov/guides
12. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
List Management Scrubbing and Formatting
Recommend you create a Lead List folder on your hard drive and save the scrubbed lists with
specific file names and dates.
If printing the list for your telemarketer, also recommend you format Page Set Up in EXCEL
with header, rows to repeat at top and selected Print Area.
List Management Formatting After You Call
Have telemarketer update their results into a tracking form.
Or have the caller update results directly in EXCEL (with formulas which automatically tabulate
results into agency results and eliminates the need for a manual tracking).
Agency owner maintains a summary of results for each telemarketer.
13. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
When to Call
Largely depends on the market and demographic you want to target.
When to call CONSUMERS:
Weekdays except Wednesdays.
Weekends on Saturday morning only.
1030AM – 1230PM AND 630 – 800PM.
When to call BUSINESSES:
Weekdays.
800am – 930am and 400pm – 530pm.
14. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
How You Say It is Just As Important as What You Say
Maintain an even monotone voice to add integrity and validity to what you're saying.
Do not speed up or slow down.
Maintain an even pitch only emphasizing important points as needed.
If they rush to get off the phone...do NOT rush back to KEEP them on the phone. Remain calm,
wait and respond.
Don't interrupt...it's amazing what someone will tell you if you ask a question and wait.
Don't sound like the the telemarketers that call you...you know the callers that you can't wait to
get off the phone with and know they're a telemarketer as soon as they say hi.
Don't waste your time trying to convince someone to talk to you... there isn't much you can do.
Spend your time talking to people that WANT to talk to you.
15. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Tips for the Phone
Keep it short.
State name of person who referred you (if any).
Pick a good script, stick with it for a period of time then adapt and make it your own.
You have to try different scripts to see what works best.
Must capture their attention in first few seconds.
Words to use: help, free, no obligation, a few minutes, save you money, etc.
Find a way to get their email address so you can send them information.
If they rush to get off the phone...do NOT rush back to KEEP them on the phone. Remain calm,
wait and respond.
16. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Tips for the Phone
Don't interrupt...it's amazing what someone will tell you if you ask a question and wait.
Don't waste your time trying to convince someone to talk to you... there isn't much you can do.
Spend your time talking to people that WANT to talk to you.
Purpose of the call is to build rapport, qualify the prospect, and get information.
Focus on education of client, likeability and “helping.”
State the most important information first and the specific point you want to talk about.
Say something that connects you with the person/organization.
REHEARSE AND BE YOURSELF.
17. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Reasons Not To Leave a Message
As soon as you leave a message they will recognize your number for the future.
Unless they are looking for your services RIGHT THEN... not likely they will call you.
You can change your caller ID in some dialers enabling you to redial the same leads.
General consensus amongst agents is that your odds are greater if you can get a LIVE person
on the phone.
Your odds are greatly increased just by having a LIVE person on the phone.
18. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Tips for Sending Emails
Keep it short.
State name of person who referred you (if any).
Pick a good script, stick with it for a period of time then adapt and make it your own.
You have to try different scripts to see what works best.
Must capture their attention in first few seconds.
Words to use: help, free, no obligation, a few minutes, save you money, etc.
Focus on education of client, likeability and “helping.”
State the most important information first and the specific point you want to talk about.
Mention how call will benefit person and that the return call will be brief.
Say something that connects you with the person/organization.
Suggest specific time and date you will be available.
19. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Appointment Setting Tips
Sell the appointment NOT the policy.
DON’T BE PUSHY-If no time is convenient, give name and number or time to call back.
Make appointments starting at first of week and working towards the back so you can still
make calls Monday.
Give recipient privilege of setting day and time we can talk i.e. give contact info.
If a reminder call is wanted, call during the day when prospect is not at home.
Consider not giving your phone number unless asked so can show up and still do presentation
as it doesn’t take long.
20. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Tips for Leaving Voice Mail Messages
Keep it short.
State name of person who referred you (if any).
Don’t leave messages until after 4-5 attempts and then just leave name and number ONLY. It
leaves sense of curiosity with prospect and they might call back.
Pick a good script, stick with it for a period of time then adapt and make it your own.
You have to try different scripts to see what works best.
Must capture their attention in first few seconds.
21. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Tips for Leaving Voice Mail Messages
Words to use: help, free, no obligation, a few minutes, save you money, etc.
Focus on education of client, likeability and “helping.”
State the most important information first and the specific point you want to talk about.
Mention how call will benefit person and that the return call will be brief.
Say something that connects you with the person/organization.
Suggest specific time and date you will be available.
22. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Script Ideas for the Phone, Voice Mail and Emails
Most people don't know understand their policy and may have things not needed.
Are you aware of all the discounts you can get...list them.
Let us do your shopping for you.
You might not be aware, but unlike other carriers we haven't had a rate increase in over X
months until a recent X% in JUNE.
I'd like to send you a tip sheet on things YOU can do to save money on your insurance:
understand HOW to read your policy, change your deductible, get rid of duplicate options, do
you have all the proper discounts, and meet with a licensed professional.
Do you think you're paying too much for your insurance?
Have you had any problems with your insurance?
23. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Script Ideas for the Phone, Voice Mail and Emails
When was last time your insurance company called you to work for you?
Thank you with a SPECIAL OFFER.
In order to get a call returned... politely “warn” them you are going to close the file.
Make it unique... congrats on your B-day and turning XX.
Words to use: help, free, no obligation, a few minutes, save you money, etc.
Find a way to get their email address so you can send them information.
ASK questions that will provoke the response you're looking for.
24. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Example Script : Original Unedited
Hello. This is John Public, owner of YOUR XYZ Insurance Agency down the street, where our
goal is thrilling our customers! One behalf of our team Suzie, Paul, David and myself, I am
following up on our mailer we sent you a few weeks ago titled "your biggest investment." We
wanted to let consumers like you know that XYZ has recently introduced some new discounts
on homeowners insurance, as well as their auto insurance, much like you hear about on the TV
and radio advertisements. In fact, we had no rate increases in AUTO premiums for 42 months,
until a modest 3% this June. Have you ever considered XYZ Insurance for your insurance
protection? When was the last time you received a home and auto quote?
We'd be happy to earn your trust by providing you wit a FREE, no obligation quote to make
sure your insurance meets your needs and also to check to see if you're paying a competitive
price. It will only take about 5 more minutes of your time, or if detailed, set up an appt. Could I
have a licensed professional who is right here in our office go over your coverage's and give
you a quote? At our agency, we hope you are "thrilled" with your experience! Make it a great
day from all of us at the XYZ Insurance Agency in Atlanta!
25. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Example Script: Revised Edited
Hello. This is John Public, owner of YOUR local XYZ Insurance Agency down the street.
Recently, XYZ released new reduced rates on homeowners and auto insurance. And unlike
many other companies, we have had no rate increases in AUTO premiums for 42 months, until
a modest 3% increase this past June.
Many people simply don't understand how to read their auto and home policies so we would
like to educate you on this and provide a FREE no obligation XYZ Review to show you how you
can save money on your policies? It will only take about 5 minutes at a time that fits your
schedule and we can be reached at XXX-XXX-XXXX. Hope you have a great day and we look
forward to hearing from you.
26. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
The Goal
First, define your sales process.
Get to the next step...don't try to skip steps i.e. a callback, an appointment, etc.
Go as far as client wants to go, but you do have to ask for the appointment or sale.
If they want to take a break from the sales process, leave them feeling good about you as some
people just need time and don't make decisions on the fly.
27. PROPRIETARY AND CONFIDENTIAL DO NOT REPRODUCE.
(Originally Created By Cory Prado on 3/22/2012)
Thank You
We appreciate your time.
One useful piece of information from this webinar?
Special offer.
Email to come with scripts, tips and other tools.
Have a productive day!