Being a sales person is like going to battle. Everyday you are in the trenches fighting fierce competition and doing what you can to survive.
The words you use are your weapons. They are what you use to grab the prospect's attention, to build relationships, to position yourself ahead of the competition, to defuse objections.
The better your pitch, the sharper your weapons are. If your pitch is not tight, it is as if your blades are dull. They may work a little and kind of get the job done, but you are not going operate at a consistent level of excellence.
[Webinar] Make Small Talk Track Changes - See Big Sales IimprovementsSalesScripter
The words you say are your most powerful sales tool. Are you fully utilizing this tool and generating as many leads and sales as possible?
Don’t be like most salespeople and just talk about your products to trigger interest. There is a better way and we will clearly outline that in our next webinar “Small Talk Track Changes – Big Sales Improvements”.
In this webinar, you will learn:
– Communicating the value that you offer
– Bringing prospect’s challenges into your pitch
– Asking powerful questions
– Talking about your products and company in the best way
You will get tips that you can immediately implement and see results. And this knowledge will be able to be applied to all the different ways that you communicate with prospects – over the phone, in emails, while networking, on your website, and more.
How to generate leads without making cold callsSalesScripter
Many people question whether cold calling works. Even though we believe it does, it can be extremely nice getting appointments with new prospects without ever picking up the phone and we have a structured process for how to do this.
To see a demonstration of this process, join us on our next webinar “How to Generate Leads Without Making a Cold Call”. We will go through this process step-by-step and you can take whatever you want from what we show you.
And if you are skeptical on whether our process will work without making calls, you can certainly some amount of cold and warm calling to what we show you in the webinar.
How to Get Prospects to Answer the Phone When Cold CallingSalesScripter
Getting prospects to answer the phone is the biggest challenge when cold calling. Having the best product and the best pitch means nothing if you can't talk to someone.
If you feel like a lot of your calls go straight to voicemail, watch this webinar recording on "How to Get Prospect to Answer the Phone When Cold Calling" where we will outline small things that you can do to improve your ability to get into new accounts.
How to Effectively Use LinkedIn as a Sales Prospecting ToolSalesScripter
LinkedIn is one of the best places to find prospects. But with this access to business professionals comes an area of caution as you do not want to make a bad or negative impression.
If you sell in the B2B space, you need to join us on our next webinar “How to Effectively Use LinkedIn as a Sales Prospecting Tool” where we will outline some key things that you can do and not do so that you are able to generate leads and get into new accounts.
In this webinar, we will discuss:
How to find target prospects
How to connect with prospects
What to say when you reach out
How to follow-up and stay in touch
How to Build and Maintain Mental StrengthSalesScripter
Selling can be tough and will always be a mix of highs and lows. Being able to stay mentally strong and focused during these fluctuations and the general chaos that can come with selling will impact the level of your success.
Believe it or not, there are very small things that you can do to build have more mental clarity, focus, and strength and we will outline those in our next webinar on “How to Build and Maintain Mental Strength While Selling”.
[Webinar] Make Small Talk Track Changes - See Big Sales IimprovementsSalesScripter
The words you say are your most powerful sales tool. Are you fully utilizing this tool and generating as many leads and sales as possible?
Don’t be like most salespeople and just talk about your products to trigger interest. There is a better way and we will clearly outline that in our next webinar “Small Talk Track Changes – Big Sales Improvements”.
In this webinar, you will learn:
– Communicating the value that you offer
– Bringing prospect’s challenges into your pitch
– Asking powerful questions
– Talking about your products and company in the best way
You will get tips that you can immediately implement and see results. And this knowledge will be able to be applied to all the different ways that you communicate with prospects – over the phone, in emails, while networking, on your website, and more.
How to generate leads without making cold callsSalesScripter
Many people question whether cold calling works. Even though we believe it does, it can be extremely nice getting appointments with new prospects without ever picking up the phone and we have a structured process for how to do this.
To see a demonstration of this process, join us on our next webinar “How to Generate Leads Without Making a Cold Call”. We will go through this process step-by-step and you can take whatever you want from what we show you.
And if you are skeptical on whether our process will work without making calls, you can certainly some amount of cold and warm calling to what we show you in the webinar.
How to Get Prospects to Answer the Phone When Cold CallingSalesScripter
Getting prospects to answer the phone is the biggest challenge when cold calling. Having the best product and the best pitch means nothing if you can't talk to someone.
If you feel like a lot of your calls go straight to voicemail, watch this webinar recording on "How to Get Prospect to Answer the Phone When Cold Calling" where we will outline small things that you can do to improve your ability to get into new accounts.
How to Effectively Use LinkedIn as a Sales Prospecting ToolSalesScripter
LinkedIn is one of the best places to find prospects. But with this access to business professionals comes an area of caution as you do not want to make a bad or negative impression.
If you sell in the B2B space, you need to join us on our next webinar “How to Effectively Use LinkedIn as a Sales Prospecting Tool” where we will outline some key things that you can do and not do so that you are able to generate leads and get into new accounts.
In this webinar, we will discuss:
How to find target prospects
How to connect with prospects
What to say when you reach out
How to follow-up and stay in touch
How to Build and Maintain Mental StrengthSalesScripter
Selling can be tough and will always be a mix of highs and lows. Being able to stay mentally strong and focused during these fluctuations and the general chaos that can come with selling will impact the level of your success.
Believe it or not, there are very small things that you can do to build have more mental clarity, focus, and strength and we will outline those in our next webinar on “How to Build and Maintain Mental Strength While Selling”.
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.
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 Immediately Become a Better CloserSalesScripter
There are small things that you can do to make closing easier. It does not matter what type of personality you have and you will not need to act different or be somebody you are not.
We believe that closing should be the easiest step in your sales process and deals can often close themselves. We will teach all of this to you in our next webinar “How to Immediately Become a Better Closer“.
How to build a value proposition that generates leadsSalesScripter
Building a value proposition can often be difficult – “What should I say that grabs the prospects attention and quickly tells them what I have to offer?”
This is tricky because there is usually so much to say. And our natural instincts usually pull us in the wrong direction leading us to talk mostly about our products and features. That is not VALUE.
This task is no longer an issue with this presentation. It will provide you with a methodology that gets to the key value that you offer and then helps you to use that to build out powerful value proposition statements.
How to Use Prospect Pain to Generate LeadsSalesScripter
Finding prospect pain is one key to generating more leads. But it is not easy because prospects can be reluctant to share challenges and often don't even know what pain they have.
If you would like to learn how to get your cold calls, emails, voicemails, and first appointments more centered around the prospect's pain points and challenges, you may want to watch this webinar recording on "How to Use Prospect Pain to Generate Leads". In this training session, we will:
Provide a process to help identify the pain points you solve
Explain how to get prospect pain to be the center of the conversation
Share examples of call scripts, voicemail scripts, and email
If you are a salesperson or business owner, you likely send some form of cold emails. The logic you use for those will greatly impact your ability to start conversations and get engaged with new prospects.
With that being the case, it will probably be worth your time to attend our webinar on "How to Do Cold Emailing" where we will discuss key things to do and not do with your cold emails and these small changes should have a direct impact on how your emails are received and responded to.
10 Tips for How to Build More Rapport with Sales ProspectsSalesScripter
If people buy from people they like, all we have to do is get people to like us more, right? Well, how the heck do we do that if we are who we are.
Believe or not, there are actually some small things you can do to be more likable and we will outline those in our next webinar "10 Tips for How to Build More Rapport with Sales Prospects".
Build Email Drip Campaigns that Convert SalesSalesScripter
When we hear the prospect say “No”, it can often be the case that the prospect is not saying, “No, never”. More so, they are really saying “No, not right now”.
This is because prospects are often not ready to purchase at the exact moment when you get in front of them. This is not a result of your product or your pitch. It is just tough to time it perfectly right.
With that being the case, you should not completely walk away from a lot of the prospects that say “no”. What you need to do is find a way to stay fresh in the prospect’s mind so that you can be at the top of their list when it is time to move forward and make a purchase.
Onboarding New Sales Resources Doesn't Need to be So DifficultSalesScripter
Getting new inside sales resources ramped up and performing can be challenging. Not only is it tough because inside sales and phone prospecting can be a tough gig. But it is also difficult because you have so much information that you need to cram into the new rep’s head.
How you execute in this area will have a huge impact on the level of success that the rep has and how long they stay with the organization. This will all factor into the organization’s sales results and turnover rates.
But believe it or not, it does not have to be so hard. Join us for our webinar on August 5th where we will show you how to improve the onboarding of new inside sales resources Go to www.salesscripter.com for more info
MY SALES PEOPLE WON'T USE MY CRM! WHAT YOU CAN DO ABOUT IT.SalesScripter
Join Sales Growth Hub co-founder, Craig Klein, for a presentation on why sales people resist using CRMs, why CRM success is crucial to your business’ future and how to build a CRM your sales people love and your business can thrive with.
How to Use Voicemail as a Sales Prospecting ToolSalesScripter
If you spend one hour making prospecting calls, it is not crazy to spend most of that time reaching voicemail boxes for the contacts you are trying to reach.
Do you have a game plan for what to do with these voicemail boxes? Do you know when to hang up and when to leave a message? Do you know what to best to say if you leave a message?
If you answered “No” to any of those questions, join us on our webinar “How to Effectively Use Voicemail as a Sales Prospecting tool” where we will provide a structured approach that will make it crystal clear for what best to do.
Being a better closer is one of the most common areas that sales people want to improve. The good news is that there are some very small and easy to incorporate changes that can immediately make you a better closer and those are outlined in this video.
How to consistently get around sales objectionsSalesScripter
You are very likely to face some sort of objection in every interaction you have with a prospect:
I am not interested.
I don't have time for this.
Is this a sales call?
Just send me your information.
Call me back in 6 months.
Do you know how to respond? Are you able to consistently get around those?
If not, join us for our webinar on "How to Consistently Get Around Sales Objections" where we will outline a methodology that you can immediately implement and improve your results.
Building your value proposition can often be tricky. We provide a systematic approach that will help you easily identify the value you offer and how best to communicate that to prospects.
http://www.salesnexus.com/webinars/4-pillars-of-sales-messaging/ - Michael Halper of SalesScripter.com discusses how to communicate Value, Pain, Build Interest, get past gatekeepers, overcome objections and grow your sales with SalesScripter and LeadFerret.com
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.
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 Immediately Become a Better CloserSalesScripter
There are small things that you can do to make closing easier. It does not matter what type of personality you have and you will not need to act different or be somebody you are not.
We believe that closing should be the easiest step in your sales process and deals can often close themselves. We will teach all of this to you in our next webinar “How to Immediately Become a Better Closer“.
How to build a value proposition that generates leadsSalesScripter
Building a value proposition can often be difficult – “What should I say that grabs the prospects attention and quickly tells them what I have to offer?”
This is tricky because there is usually so much to say. And our natural instincts usually pull us in the wrong direction leading us to talk mostly about our products and features. That is not VALUE.
This task is no longer an issue with this presentation. It will provide you with a methodology that gets to the key value that you offer and then helps you to use that to build out powerful value proposition statements.
How to Use Prospect Pain to Generate LeadsSalesScripter
Finding prospect pain is one key to generating more leads. But it is not easy because prospects can be reluctant to share challenges and often don't even know what pain they have.
If you would like to learn how to get your cold calls, emails, voicemails, and first appointments more centered around the prospect's pain points and challenges, you may want to watch this webinar recording on "How to Use Prospect Pain to Generate Leads". In this training session, we will:
Provide a process to help identify the pain points you solve
Explain how to get prospect pain to be the center of the conversation
Share examples of call scripts, voicemail scripts, and email
If you are a salesperson or business owner, you likely send some form of cold emails. The logic you use for those will greatly impact your ability to start conversations and get engaged with new prospects.
With that being the case, it will probably be worth your time to attend our webinar on "How to Do Cold Emailing" where we will discuss key things to do and not do with your cold emails and these small changes should have a direct impact on how your emails are received and responded to.
10 Tips for How to Build More Rapport with Sales ProspectsSalesScripter
If people buy from people they like, all we have to do is get people to like us more, right? Well, how the heck do we do that if we are who we are.
Believe or not, there are actually some small things you can do to be more likable and we will outline those in our next webinar "10 Tips for How to Build More Rapport with Sales Prospects".
Build Email Drip Campaigns that Convert SalesSalesScripter
When we hear the prospect say “No”, it can often be the case that the prospect is not saying, “No, never”. More so, they are really saying “No, not right now”.
This is because prospects are often not ready to purchase at the exact moment when you get in front of them. This is not a result of your product or your pitch. It is just tough to time it perfectly right.
With that being the case, you should not completely walk away from a lot of the prospects that say “no”. What you need to do is find a way to stay fresh in the prospect’s mind so that you can be at the top of their list when it is time to move forward and make a purchase.
Onboarding New Sales Resources Doesn't Need to be So DifficultSalesScripter
Getting new inside sales resources ramped up and performing can be challenging. Not only is it tough because inside sales and phone prospecting can be a tough gig. But it is also difficult because you have so much information that you need to cram into the new rep’s head.
How you execute in this area will have a huge impact on the level of success that the rep has and how long they stay with the organization. This will all factor into the organization’s sales results and turnover rates.
But believe it or not, it does not have to be so hard. Join us for our webinar on August 5th where we will show you how to improve the onboarding of new inside sales resources Go to www.salesscripter.com for more info
MY SALES PEOPLE WON'T USE MY CRM! WHAT YOU CAN DO ABOUT IT.SalesScripter
Join Sales Growth Hub co-founder, Craig Klein, for a presentation on why sales people resist using CRMs, why CRM success is crucial to your business’ future and how to build a CRM your sales people love and your business can thrive with.
How to Use Voicemail as a Sales Prospecting ToolSalesScripter
If you spend one hour making prospecting calls, it is not crazy to spend most of that time reaching voicemail boxes for the contacts you are trying to reach.
Do you have a game plan for what to do with these voicemail boxes? Do you know when to hang up and when to leave a message? Do you know what to best to say if you leave a message?
If you answered “No” to any of those questions, join us on our webinar “How to Effectively Use Voicemail as a Sales Prospecting tool” where we will provide a structured approach that will make it crystal clear for what best to do.
Being a better closer is one of the most common areas that sales people want to improve. The good news is that there are some very small and easy to incorporate changes that can immediately make you a better closer and those are outlined in this video.
How to consistently get around sales objectionsSalesScripter
You are very likely to face some sort of objection in every interaction you have with a prospect:
I am not interested.
I don't have time for this.
Is this a sales call?
Just send me your information.
Call me back in 6 months.
Do you know how to respond? Are you able to consistently get around those?
If not, join us for our webinar on "How to Consistently Get Around Sales Objections" where we will outline a methodology that you can immediately implement and improve your results.
Building your value proposition can often be tricky. We provide a systematic approach that will help you easily identify the value you offer and how best to communicate that to prospects.
http://www.salesnexus.com/webinars/4-pillars-of-sales-messaging/ - Michael Halper of SalesScripter.com discusses how to communicate Value, Pain, Build Interest, get past gatekeepers, overcome objections and grow your sales with SalesScripter and LeadFerret.com
Getting from $400k to $4m - the Four Biggest Operational Challenges - Gordan TanMAXfocus
Everyone knows it takes a lot of blood, sweat and tears to grow a managed service business and some are more successful than others. Gordon Tan, owner of R & G Technologies and founder of Client Heartbeat knows this more than most having grown his business from a one man operator, to a four million dollar IT services business. In this not to be missed session, he shares real world insights and practical examples into his four biggest operational challenges over the course of this growth and how he overcame them.
5 controversial secrets of customer successVenk Chandran
A brief overview of 5 controversial 'secrets' in Customer Success for Startups and the Enterprise. Distilled from some of my experiences delivering Customer Success in startups, Salesforce, and our latest acquisitions.
1. Four Product Management mindsets Deploy and balance the Explorer, Analyst, Challenger and Evangelist mindset throughout the product life cycle to avoid common pitfalls and deliver a superior solution.
2. Create context to motivate a high-performing team Practical tips and real-world examples to drive innovation, shared understanding, mitigate risks, and create energy and focus.
3.Understand your profile Evaluate your "go-to" strengths versus where you need to consciously practice, and how to recognize and balance stakeholders’ own.
4. Tools to help you Navigate challenging stakeholder relationships. Emerge with a stronger reputation as a leader when faced with conflicting business priorities, changes in direction, misaligned incentives, resource constraints, unexpected disruptions, and aggressive deadlines.
5. And many more strategies Techniques to say “no” given common stakeholder archetypes, how to diplomatically, authentically yet firmly approach keeping your priorities on track.
Knowledge Management is first and foremost a willingness and desire of people within the organisation to help each other make things better. If this desire is not truly there, all that your process and technology-related investments will lead to, are expensive and embarrassing white elephants.
What are the factors that you need to consider to put your Business on Autopilot? I cover just a few of the many tools that are available for business owners online to help them get their time back
Build a Strong Sales Pitch When Selling InsuranceSalesScripter
It can be tough to sell insurance. Everybody needs it, nobody enjoys buying it, and a lot of people sell it.
The key to success is having a strong sales pitch that not only sounds better than the competition, but one that also clearly communicates to prospects.
If you sell insurance, join us for our webinar on “How to Build a Strong Sales Pitch When Selling Insurance” where we will break down how to stand out from the competition and build interest at the same time.
The Value of Developing Relationships in SellingJames Muir
Presentation given in 2012 to the NextGen Healthcare national sales force. On the value of developing relationships and genuinely providing value for clients.
Connect2Innovation: Sales- are you selling comfortable?Glenn Thorogood
What makes a good sales proposition?
•Are there different selling styles
•What does a professional buyer expect from you?
•Larger organisations
•Lead Generation –is your process robust enough?
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.
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
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. 📊
[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
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
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.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
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.
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
How to Generate More Leads by Changing What You Say
1. Generate More Leads by Improving
What you Say
Michael Halper
Founder and CEO - SalesScripter
2. • 20 years frontline sales, marketing, and
customer service experience
• Founder and CEO of Launch Pad
Solutions and SalesScripter
• Author of The Cold Calling Equation –
PROBLEM SOLVED
• President of the American Association of
Inside Sales Professionals Houston
Chapter
• ICF Certified Professional Coach
• MBA University of Houston, Masters of
Science University of Texas at Dallas
6. What is wrong with this picture?
• We are all a little self-serving and this caters more to our interests than the prospect's
• A prospect might not care yet about your company and all the great things it has
going on
• A prospecting might not really understand what your product/service is and does
• This does not build interest, curiosity, and intrigue
• It does not tell the prospect how you can help them
• This can trigger guardedness – “Uh oh, sales person trying to sell something”
7. Why do we do this?
What we say when talking with prospects
Benefits
Product
Company
Features
Functionality
Very inward focused – me, my product, my company
• Introductions
• Cold calls
• Emails
• Networking
• Company website
• Social media
• Presentations
• Foundation of knowledge
• Focus of training
• Wealth of experience
• Where we have interest
• What leads to us getting
paid
It is what we are trained to do
8. An Alternative Approach
What we say when talking with prospects
Interest
Value
Pain
Qualify
Credibility
Objections
Prospect Focused
• Introductions
• Cold calls
• Emails
• Networking
• Company website
• Social media
• Presentations
• Get outside your
comfort zone
• Identify how you help
• Focus on the problems
that you solve
10. Three Levels of Value
Technical Value
• Processes
• Systems
• People
Automation of manual processes
Improve performance
Decrease time to perform work
Improve reliability
Business Value
• Revenue
• Costs
• Services
Improve revenue / market share / close rate
Decrease cost of goods sold / labor cost
Improve delivery of services
Personal Value
• Income
• Career
• Workload
Increased bonuses, commissions
Recognition and promotions
Decreased/increased workload
11. Identifying Your Value
Step 1: Identify a product / service, or feature
Product / Service
or Feature
Function Technical Value Business Value Personal Value
Auto inventory
replenishment
12. Identifying Your Value
Step 2: Identify what your product does
Product / Service
or Feature
Function Technical Value Business Value Personal Value
Auto inventory
replenishment
Automatically submits
orders to vendors
based on inventory
levels
13. Identifying Your Value
Step 3: Identify how that helps from a technical perspective
Product / Service
or Feature
Function Technical Value Business Value Personal Value
Auto inventory
replenishment
Automatically submits
orders to vendors
based on inventory
levels
Decreases time spent
ordering
14. Identifying Your Value
Step 4: Identify how that helps from a business perspective
Product / Service
or Feature
Function Technical Value Business Value Personal Value
Auto inventory
replenishment
Automatically submits
orders to vendors
based on inventory
levels
Decreases time spent
ordering
Decreases staff and
labor costs
15. Identifying Your Value
Step 5: Identify how that helps from a personal perspective
Product / Service
or Feature
Function Technical Value Business Value Personal Value
Auto inventory
replenishment
Automatically submits
orders to vendors
based on inventory
levels
Decreases time spent
ordering
Decreases staff and
labor costs
Improves work life
balance
16. Identifying Your Value
Step 6: Repeat for additional products
Product / Service
or Feature
Function Technical Value Business Value Personal Value
Auto inventory
replenishment
Automatically submits
orders to vendors
based on inventory
levels
Decreases time spent
ordering
Decreases staff and
labor costs
Improves work life
balance
Predictive demand
forecasting
Predicts inventory
needed based on
historical data
Increases ordering
accuracy
Decreases inventory
costs
Improves end of year
bonus
Management
dashboard
Provides visibility
across inventory and
orders
Decreases time
gathering information
Improves decision
making and bottom
line results
Improves promotion
options
17. Identifying Your Value
Step 7: Summarize to arrive at your core value
Product / Service
or Feature
Function Technical Value Business Value Personal Value
Auto inventory
replenishment
Automatically submits
orders to vendors
based on inventory
levels
Decreases time spent
ordering
Decreases staff and
labor costs
Improves work life
balance
Predictive demand
forecasting
Predicts inventory
needed based on
historical data
Increases ordering
accuracy
Decreases inventory
costs
Improves end of year
bonus
Management
dashboard
Provides visibility
across inventory and
orders
Decreases time
gathering information
Improves decision
making and bottom
line results
Improves promotion
options
Inventory
management
software
Manages inventory
levels and orders
Improves the ability
to manage inventory
Decreases inventory
and labor cost
Improves
compensation
potential
18. Messaging Workflow
Your Product
1. Inventory management software
Your Value
1. Decreases time spent ordering
2. Increases ordering accuracy
3. Decreases time gathering information
Product Value
20. Three Levels of Pain
Technical Pain
• Processes
• Systems
• People
Slow, broken, or manual processes
Poor system or employee performance
Lack of reliability
Business Pain
• Revenue
• Costs
• Services
Low revenue / market share / close rate
High cost of goods sold / labor cost
Poor delivery of services
Personal Pain
• Income
• Career
• Work Environment
Low bonuses, commissions, compensation
No recognition, no promotions / career path
High workload, poor work–life balance
21. Messaging Workflow
The Pain You Resolve
1. Spending too much time ordering
2. Ordering errors are occurring
3. Difficult and time consuming to
gather information, no visibility
Product Value Pain
Your Value
1. Decreases time spent ordering
2. Increases ordering accuracy
3. Decreases time gathering information
23. What is Qualifying
• Assessing prospects in two areas:
1. How well they fit with what you have to offer
2. How likely they will be to purchase
• Performed two ways
– Researching the prospect
– Asking good questions
24. 2 Step Qualifying Process
Step 1 – Pre-Qualifying
• To make sure it makes sense to meet and keep
talking
• Takes place in first contact
Step 2 – Qualifying
• Identify if you can consider the prospect and lead
are real
• Takes place in first meeting
25. Messaging Workflow
The Questions to Ask
1. How concerned are you about
the time it takes to produce
orders?
2. How often are there errors with
the orders that are processed?
3. Do you feel like you have
access and visibility to the
information that you need ?
Product Value Pain Qualify
The Pain You Resolve
1. Spending too much time ordering
2. Ordering errors are occurring
3. Difficult and time consuming to
gather information, no visibility
27. Building Interest
• High level product/service details
• Connect pain with value
• Communicate ROI
• Explain differentiation
• Share client story
• Paint a picture of the future state
• Discuss impacts of doing nothing
• Share company facts
28. Messaging Workflow
Product Value Pain Qualify
Building Interest Points
1. Have helped our clients to
decrease inventory cost by
between 20 to 30% in first 12
months
2. Purchased paid for itself within
18 months
Interest
Your Value
1. Decreases time spent ordering
2. Increases ordering accuracy
3. Decreases time gathering information
30. Establishing Credibility
• Name Dropping
• Storytelling
• Lack of Availability
• Lack of Neediness
• Picture of Consensus
31. Messaging Workflow
Product Value Pain Qualify
Interest Credibility
Name Drop
1. We provide d inventory
management software to
Johnson Materials.
2. This helped them to reduce time
spent ordering by 50%.
3. That lead to s reduction of
warehouse managers and a
decrease of labor cost of 17%.
Your Value
1. Decreases time spent ordering
2. Increases ordering accuracy
3. Decreases time gathering information
33. What are Objections
• A prospect’s best weapon
– Mini stop signs
– Used to take control of the call and take it in
a direction of their choosing
• Common Objections:
– 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 budget/money to spend.
35. Redirect
• To redirect the objection into a related area
• Example:
Prospect: “I am not interested”
Caller: “I understand. Do you mind if I ask what you are doing today in this area?”
• Goal of the redirect is to keep the conversation going without focusing on
the objection itself
• Tactics:
– Redirect qualifying questions
– Redirect to value statement
– Redirect to pain points
– Redirect to building interest points
36. Building an Objections Map
• Tool to build to use as a guide for
dealing with objections
• List out anticipated objections
• Formulate best responses
• Can include redirects and
overcome responses
37. Messaging Workflow
Product Value Pain Qualify Objections
Objection Responses
1. How concerned are you about
the time it takes to produce
orders?
2. Spending too much time
ordering
3. Decreases time spent ordering
4. Decrease inventory cost by 20
to 30%
5. We helped Johnson Materials…
The Value You Offer
The Pain You Resolve
The Questions You Should Ask
Your Building Interest Points
Your Name Drop Statement
Interest Credibility
38. SalesScripter
1. Asks all the key questions 2. Maps answers to document library
What do you sell? ___________
How does it help? ___________
What problems do you fix? ___________
What questions should you ask? ___________
www.salesscripter.com
39. If You Want More Help
• Books / Ebooks
– The Cold Calling Equation – Problem Solved
– Do’s and Don’ts of Cold Calling
– How to Get around Cold Call Objections
– How to Build a Value Proposition that Generates Leads
– How to Build Sales Campaigns that Sell
– How to Build Email Drip Campaigns that Convert Sales
• Videos
– Dozens of how to videos and slide decks
• 10 week web-based training program
• One-on-one sales coaching and consulting
• SalesScripter
– www.salesscripter.com
– Walk-through services available
40. Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@salesscripter
Editor's Notes
Before we go any further, let’s clearly discuss what value is specifically in the context that we are using it as it can mean different things to different people.
When we talk about value, we are referring to the transfer of something from one party to another that has a positive net worth. Now, the important thing to get your hands around with this is that value is an intangible attribute. It is not something you can see or pick up, yet it is definitely there, has a positive net worth. And actually the transfer between parties can be visible when you are aware of the value that exists and you know what to look for, and that is what we will teach you hear today.
Let me provide a little more color around that by sharing a few examples.
First, it is important to note that value is something that is transferred everyday at a personal level between family and friends. For example, when you bring humor to a group or conversation and make someone laugh, you are providing value as you are improving the conversation from what it would be without that. Or by teaching someone something, being a good listener, providing security, or making someone’s life easier are all examples of providing value at a personal level. You are essentially giving something or contributing something to another person.
Once we understand how we offer value at a personal level, we can better understand how we deliver value at a business level. Just as we can improve the lives and interactions with friends, we can do this for our clients as well by helping them to save money, helping them to make more money, by providing valuable information, or again making someone’s day easier. These are all examples of the value that we can transfer from us to our prospects and clients.
One important thing to start to get your hands around is that value is not the same thing as the product that you provide. It is what your product helps your clients to do or helps them to achieve.
The value that we deliver can typically impact our clients on three different levels.
At the lowest level, we offer technical value. These are the benefits and improvements that we can deliver that make things work better and are realized in the areas of processes, systems, and people. Examples are helping a business to save time, automate certain tasks, improve performance, improve reliability, etc.
As a business begins to realize value at the technical level, those benefits will trickle up and be realized at the business level and be seen as a decrease in costs, increase in revenue, or decrease in risk. For example, if manual processes are able to be automated, that will lead to a decrease in the labor that is needed and as a result, there could be a decrease labor costs and this is an example of realizing business value.
When we help clients to realize business value, that can also continue to trickle up to impact the clients on a personal level and be realized in the form of recognition, compensation, decreased work load, etc. For example, if processes are automated and that decreases costs, that could lead to a promotion for the person that is responsible for that area. Or they could get an extra bonus for the year. Or maybe it means that they no longer have to work over the weekend and are able to spend more time with their family and this is realizing personal value.
So when your clients consume your products and services, they are likely going to realize some sort of value and benefits in these three areas.
As you can see, it can be easy to go down the wrong path when trying to write a good value statement.
To help with that, here is a four step process that well you to build your value statement. It might not build the perfect statement for your situation, but it will at least get you going in the right direction.
Step one is pretty easy and that is just to simply identify the main product or service that you are selling. Or we might want to get a little more granular and list out the actual features of the product that you sell. But for this example, we will just stay at the product level.
For an example, we are currently selling inventory management software.
The next step in the process is to identify the technical benefits that are provided by the product that you have listed out in step one.
If we sell inventory management software, how does that help from a technical standpoint? If the software helps our clients to order more accurately and may be go through the ordering process quicker, than we could say that we help our clients to improve their ability to effectively manage their inventory levels.
This is at the technical level because we are talking about processes and not getting into dollars just yet.
Step three is to identify the business benefits that result from the technical benefits that are delivered.
When we help to clients to improve their ability to effectively manage their inventory levels, what does that lead to?
If there is less inventory sitting around, then help our customers to decreased the cost of goods sold.
We also automate more and make things easier and this can help to decrease administrative time.
Step three is to identify the business benefits that result from the technical benefits that are delivered.
When we help to clients to improve their ability to effectively manage their inventory levels, what does that lead to?
If there is less inventory sitting around, then help our customers to decreased the cost of goods sold.
We also automate more and make things easier and this can help to decrease administrative time.
We have a short but sweet sentence that states either the technical or business value that you offer by just saying “We help businesses to” and then insert either the technical or the business value.
Continuing with the same example, “We help businesses to improve their ability to effectively manage their inventory levels.” for a short but sweet technical value statement.
Or, “We help businesses to decrease cost of goods sold and administrative time.” For using the business value.
When you are on a cold call, sometimes you have to be quick and to the point, and this short value statement sometimes is what fits best.
The next template is one where we connect the technical and business value together in the same sentence.
For example we could say, “We help businesses to improve their ability to effectively manage their inventory levels and this often leads to a decrease in cost of goods sold as well as administrative time.” We basically share the technical value and the describe what that can lead to in terms of business results.
Or we can use that same flow but flip it around to say “We help businesses to decrease in cost of goods sold as well as administrative time and do this by improving their ability to effectively manage their inventory levels.”
The next template is one where we connect the technical and business value together in the same sentence.
For example we could say, “We help businesses to improve their ability to effectively manage their inventory levels and this often leads to a decrease in cost of goods sold as well as administrative time.” We basically share the technical value and the describe what that can lead to in terms of business results.
Or we can use that same flow but flip it around to say “We help businesses to decrease in cost of goods sold as well as administrative time and do this by improving their ability to effectively manage their inventory levels.”
One thing you may notice in the previous two templates is that there is no mention of the actual product that we sell. There can be some benefit to leaving product info out of the value statement as it can help to build curiosity and try to avoid triggering the prospect’s guardedness.
But in some cases it may make sense to be a little more clear as to what you are talking about from a product standpoint, and there are many sales people out there that feel more comfortable with product info being in there, so here is a template that accomplishes that.
Basically, this one connect the product with the value.
We provide inventory management software and this helps businesses to improve their ability to effectively manage inventory levels.
We provide inventory management software and this helps businesses to decrease their cost of goods sold and decrease administrative time..
Let’s discuss just what pain is in the context that we use it in. Pain is something that is not working well or could be working better for a prospect and this is causing a negative impact.
We will get into much more detail and go into examples and we just want to introduce the concept at this point.
But at the highest level, one question that can be asked to determine if there is pain is “are things great, good, OK, or could be better?”
If things are either great or good, there might not be any pain, or at least not very much.
And if things are OK or could be better, there likely is some sort of pain that the prospect is experiencing.
Now let’s dig a little deeper into what pain can look like. There are actually three levels of pain.
At the lowest level, you have technical pain. This is when things are technically not working well or could be better, and can be often found at the areas of systems, processes, or people.
When pain is experienced at the technical level, that will usually trickle up and cause pain at the business level. This is where a prospect begins to feel negative impacts in the areas of revenue, costs, and the delivery of services.
The pain does not stop their as it can continue on work its way up to impact your prospects at a personal level. This is when the technical and business pain starts to impact the individuals in areas like workload, compensation, job security, career growth, and even spill over into their personal life as well.
Qualifying at its most basic level is assessing the prospect in two areas. First, to qualify a prospect begins with determining how well they fit with what you have to offer. This fit refers to how well they match up from a need standpoint or if they can even use what you provide.
Qualifying does not stop there as we also need to determine how likely they are to actually make the purchase. They could be a perfect fit, but that does not mean that they are well positioned to do anything.
We will teach you exactly how to measure prospects in these two areas, but basically we want to figure out how strong or weak the prospect is in these two areas and the act of trying to figure that out is essentially qualifying.
Qualifying can be performed in two ways. Most of your qualifying will be performed by asking good questions while talking to prospects. Although, you can also perform some qualifying by doing some research online. This training focuses on how to qualify when interacting with prospects.
Hopefully by now you can see how important it is to screen and qualify prospects. Now let’s get into how to effectively do that.
We provide you with a 2 step qualifying process. Step 1 is called soft qualifying and it is focused on primarily determining whether it makes sense to meet and keep talking. The main thing that we look at here is, at the most basic level, are there any level of open needs in the area where we have something to offer. We are trying to eliminate those No Need to Purchase prospects as if there is not even a need, let’s not waste each other time.
This soft qualifying takes place in the first conversations with the prospect. For example, this level of qualifying takes place on the cold call, or could also be on an inbound call from a prospect, and we softly qualify to identify if it makes sense to continue talking or put a meeting on the calendar.
Step 2 is hard qualifying and this is where you dig deeper to identify how the prospect measures up in of the four key areas. The ideal time and place for this is when you are in the first meeting with the prospect.
There are four characteristics of a qualified prospect.
Does the prospect have a true need to purchase what you sell? You may have a prospect that is very interested and excited about what you have to offer, but do they need what you have or do they want what you have? The more they need what you have, the more qualified the prospect.
Does the prospect have the authority to make the purchase from a decision making power stand point? If we are a car sales person and taking someone on a test drive, but it is the spouse that is at home that would make the approval of the car purchase, we are not spending time with a qualified prospect.
Does the prospect have the ability to make the purchase from a funding or money standpoint? If the prospect loves what you have but does not have any money to spend, the prospect is not completely qualified.
Does the prospect have real genuine interest purchasing from you? Just because a prospect is talking with you does not mean that there is serious interest on their side.
The prospect really needs medium to strong levels in all of these areas to be truly qualified. A prospect only needs to be weak in one area for their to be a concern and we will look at four different types of prospects that are good in only three of the four key areas as we look at four types of unqualified prospects.
When a gatekeeper answers your call, he or she is instantly trying to screen you out and determine if you are a friend or a foe. A friend would be someone who is already connected with the company in someway like a current vendor or business partner and a foe would be someone who is an outsider trying to get in, like one of those cold callers that is calling to try to get in and sell something.
What we want to do is try to get the gatekeeper to see us as a friend so they will less likely to screen us out and one very easy way to do that is to use a tactic of name dropping.
For example, we can say something like, I spoke with Tom White in accounting and now I am trying to reach someone in HR. This presents the image that we are already engaged and not a complete outsider and this minor tweak can often be the difference in the gatekeeper letting you in.
And if we have not met with Tom White in accounting, we could still name drop his name by saying something like, I am planning on meeting with Tom White in accounting and before I do that, I would like with someone in HR.” Nothing misleading there as we likely are planning on meeting with Tom at some point and by sharing his name and our plans, we give off the image as we are not a complete outsider.
We can also name drop external clients that we work with to establish some level of credibility. That is not going to be as strong as sharing internal names and is probably only going to really help when talking with more senior gatekeepers like executive assistants.
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.
Now that we know what objections to expect, what are our options when the come up?
Well, we have basically three primary options. We can comply with the objection, we can try to overcome the objection, or we can redirect the objection.
Let’s go through each option in a little more detail.
The third objection handling option that we have and that is to redirect the objection to new, but related area.
For example, if the prospect says “I am not interested.” Redirecting the objection could be to say “I understand. Do you mind if I ask what you are doing today in this area?”
In that response, we are not directly focusing on and responding to the prospect’s point that they are not interested. And we are also not completely changing the subject and ignoring the objection. What we are doing is redirecting or deflecting by asking a question that keeps the conversation going into a new, yet still related area. In this example, the prospect may answer with what they are doing and then we can follow that with additional questions and we may end up getting far away from their original comment of not being interested. And the great thing about this, not only does this stand to keep the conversation going, but it also creates a scenario where you might obtain valuable information. Think about how valuable that is when executed properly, you go from a point where the call is about to end to one where the prospect is sharing information that you can use to begin to build your business case.
When thinking about how to respond to objections, there is one thing that we never want to lose sight of and that is that our primary goal for the cold call is to progress to some sort of formal discussion like a meeting, appointment, demo, or event likely on another day. And with that being the case, we don’t want to spend time defusing objections. Instead, we want to focus on keeping calls going, and by redirecting to get around objections, we can improve our ability to keep calls going and get more meetings scheduled.
The tactics to use to redirect are basically redirecting by asking certain questions. These can vary depending on your situation, but if you follow along with our other training modules and use our call script methodology, then you likely have qualifying questions, a value statement, common pain points, and building interest points, and these are all good areas to redirect toward.
Now that we have outlined some of the objections that we are likely to face and we have talked about some ways to respond, we can now build a tool called an objections map. This is basically a document that lists out your anticipated objections and then shows you the response for each that has the best chances of keeping the call going.
The tool basically can then be used as a guide or a map that tells you what to do when on the phone.
This tool can drastically improve your results and it is pretty easy to build, just list out your anticipated objections, then formulate the best responses.
And we have spent a lot of time talking about redirecting, but your objections map could also include responses to overcome objections in case there are times to use that approach.