The Emerson Suite - How to Sell Leadership Coaching: Turning Cold Calls into Hot Prospects with the Right Conversations
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- How to turn a cold call into a warm, friendly conversation - How to ask the right questions to uncover what's really stopping your prospects - How to present your offer
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The Emerson Suite - How to Sell Leadership Coaching: Turning Cold Calls into Hot Prospects with the Right Conversations
- 1. © 2016 Reddin Global Inc. How To Sell Leadership Coaching: TURNING COLD CALLS INTO HOT PROSPECTS WITH THE RIGHT CONVERSATIONS
- 2. 2 All attendees are in listen mode only. Please use the CHAT feature with the host if you are having difficulties. We will begin in 5 minutes GET READY!
- 3. 3 We will begin in 4 minutes All attendees are in listen mode only. Please use the CHAT feature with the host if you are having difficulties. GET READY!
- 4. 4 We will begin in 3 minutes All attendees are in listen mode only. Please use the CHAT feature with the host if you are having difficulties. GET READY!
- 5. 5 We will begin in 2 minutes All attendees are in listen mode only. Please use the CHAT feature with the host if you are having difficulties. GET READY!
- 6. 6 We will begin in 1 minute All attendees are in listen mode only. Please use the CHAT feature with the host if you are having difficulties. GET READY!
- 7. © 2016 Reddin Global Inc. How To Sell Leadership Coaching: TURNING COLD CALLS INTO HOT PROSPECTS WITH THE RIGHT CONVERSATIONS
- 8. • All attendees in listen only mode • Questions are anonymous to the audience • Submit written questions within “question box” on GoToWebinar console at any time during webinar. • Questions will be answered during the Q&A section at the end © Reddin Global 2016 8 HOUSEKEEPIN G Located at top right corner of your screen
- 9. How to turn a cold call into a warm, friendly conversation How to ask the right questions to uncover what's really stopping your prospects How to present your offer Q&A OVERVIEW 9© Reddin Global 2016 1 2 3 4
- 10. © Reddin Global 2016 10 DOUG EMERSON Global Coach/Consultant MARY LEGAKIS ENGEL Co-creator and Head Coach of The Emerson Suite WHO WE ARE
- 11. © Reddin Global 2016 11 It can be daunting, but making cold calls is a vital part of the sales process.
- 12. © Reddin Global 2016 12 “Effectiveness is a discipline. And like every discipline, effectiveness can be learned and must be learned.”
- 13. 13 Every leader-manager needs help. © Reddin Global 2016
- 14. Conflict © Reddin Global 2016 14
- 15. Stress 15© Reddin Global 2016
- 16. 16 Less Effective Behavior © Reddin Global 2016
- 17. © 2016 Reddin Global Inc. 1. FIND PROSPECTS Getting over the toughest hurdle THE KEY STEPS IN MAKING A COLD CALL
- 18. © Reddin Global 2016 18 Start close • People you know well • Then people you know less well • Then people you don’t know FINDING PROSPECTS 1.
- 19. © 2016 Reddin Global Inc. THE KEY STEPS IN MAKING A COLD CALL 1. FIND PROSPECTS Getting over the toughest hurdle 2. BE GENUINELY INTERESTED • Uncover and identify their needs • Don’t pitch
- 20. Be genuinely interested in the person • Quickly hook the prospect: your significant work • Center the conversation around them – Listen: “I’d like to hear about you and see if I can be helpful on this call” • Establish an out: “If I think I can help, I’ll let you know… or I will point you to any resources I know of” © 2015 Reddin Global Inc. 2.
- 21. Don’t pitch! Take the opportunity to identify needs • Skip the laundry list of all the things you can do • Ask powerful questions • Listen like a coach © 2015 Reddin Global Inc. 2.
- 22. Ask about their Job • How are you being assessed in your job? • How effective do you feel? • What are you focused on next quarter/year? • What are your challenges? • Where does conflict exist in your work? © 2015 Reddin Global Inc.
- 23. Ask about their Situation • What takes up your time? • What is going well? • What is stressing you out? • What frustrates you the most? • How effective is your team? © 2015 Reddin Global Inc.
- 24. Ask about Behavior • How are you perceived by your team/manager/colleagues? • How do you want to be perceived? • What feedback have you gotten? © 2015 Reddin Global Inc.
- 25. Ask what needs to change • What do you need? • What do you want to achieve? • What has to change for you to be satisfied with your situation? © 2015 Reddin Global Inc.
- 26. © 2016 Reddin Global Inc. THE KEY STEPS IN MAKING A COLD CALL 1. FIND PROSPECTS Getting over the toughest hurdle 2. BE GENUINELY INTERESTED Uncover and identify their needs. Don’t pitch 3. ASK PERMISSION TO PRESENT SOLUTION Solve their problem with your solution
- 27. Ask permission to present your solution 1. Summarize: Using their words – “Here’s what I’m hearing… what needs to change is…” 2. Establish Credibility: “I’ve helped other leaders like yourself overcome the same challenges” 3. Ask (Corporate): “Could I meet with you next week with a discussion document summarizing our conversation and how I can help you?” 4. Ask (Private Client): “Would you like to know what I think is holding you back?” 5. Tell: Describe the issue(s), link to your specific solution(s) © 2015 Reddin Global Inc. 3.
- 28. © 2016 Reddin Global Inc. THE BASIC SKILL SET NEEDED: Courage to contact people. Ability to listen and understand A friendly, interested demeanor
- 29. © 2016 Reddin Global Inc. SALES EFFECTIVENESS IS A DISCIPLINE. REPETITION - ROUTINE
- 30. © 2016 Reddin Global Inc. THE KEY STEPS IN MAKING A COLD CALL 1. FIND PROSPECTS Getting over the toughest hurdle 2. BE GENUINELY INTERESTED Uncover and identify their needs. Don’t pitch 3. ASK PERMISSION TO PRESENT SOLUTION Solve their problem with your solution
- 31. Questions? To ask our speakers a question, type your question into the Chat Panel located in the bottom right portion of the screen.
- 32. Thank you for joining us today @emersonsuite www.emersonsuite.com Future questions: askdoug@emersonsuite.com
Editor's Notes
- Growing your business, Finding prospects – it’s a discipline. We’re going to show you how to be more effective.
- Traditional source of stress: Other people’s personalities, no control, no authority – and a family, no work life balance Actual source of stress: Decisions are made inefficiently, people spend way too much time in the wrong meetings, and when they are in the meeting its ineffective and unroductive
- Traditional source of conflict: the person Actual source of conflict: the job People don’t know how they are being evaluated So they are missing one another’s expectations One person thinks they get to make the decision Others don’t agree Working at cross purposes The way you know: the two people will argue during the day, and go for a drink together after work
- Traditional source of stress: Other people’s personalities, no control, no authority – and a family, no work life balance Actual source of stress: Decisions are made inefficiently, people spend way too much time in the wrong meetings, and when they are in the meeting its ineffective and unroductive
- What happens: Conflict + stress leads to bad behaviour But what do we blame? The person isn’t strong enough, the person isn’t smart enough There is no shortage of people out there who are experiencing these challenges…
- Calculating how many people to call: how many clients do you want? Calling anyone you know in the business world, and telling them you’d like to learn more about their business, and telling them about what you do as well Calling friends you haven’t spoken to in a while to catch up, and ask them what they’re doing, and tell them about your coaching career Asking each person you have coached or spoken to, “Who else do you know who could benefit from coaching towards greater effectiveness?”