Richard Mulvey provides a document summarizing techniques for successful phone calls, including opening questions or statements, listening skills, handling objections, things to avoid, and scripts for qualifying prospects and setting appointments. The document contains tips on preparing for calls, engaging prospects, overcoming indifference, and closing calls effectively.
Adapting your brand to a new positioning TheFamily
By Candice Gasperini (https://twitter.com/candicesg), VP of Branding at SendinBlue (https://www.sendinblue.com/)
If you want a fresh rebranding, here you go - SendinBlue literally just announced theirs. One year ago, as they were working on their new positioning from an emailing to an all-in-one marketing platform, they needed to rethink their brand (logo, style, tone of voice) by adapting it to each segment they identified.
Candice arrived in september at SendinBlue to work on the rebranding and noticed one thing: the company was already quite big, with hundred thousands clients in 160 countries, they had very detailed data about their customers but had never taken the time to identify precisely their patterns, who they were and what was the real job customers were using their product for.
Now you have the business card so what plymouth 17th nov 2010InTouch
So many people go to networking events and collect business cards but then what
This presentation outlines what CRM is, why its important for ANY business and some 'do's and don't's' to help ensure your business grows
A powerpoint by Chris Merrill of Super Webomatic, who was a speaker at the Future M Boston event, "The Future Face of Digital Business." Originally presented at the event on Oct 7 2010 at the microsoft NERD center.
Sell or fade away - how excuses kill businesses InTouch
James White - the modern day expert for non salesy people explains how excuses can ruin your chances for success, how to take action and pursue your dreams.
How to get your first 100 customers by being helpfulKevin Dewalt
This is a presentation I'm giving at Lean Startup Seattle.
I'm going to talk about practical ways you can get the first 100 customers for your startup - first step is to forget about 90% of the useless crap the marketing pros are trying to get you 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 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
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 Become a Consultative SalespersonSalesScripter
You often hear the term consultative selling. But what exactly does that refer to and how do you become a consultative salesperson?
If that is something that you are curious about, you may want to watch this recording of a recent webinar that we hosted on “How to Become a Consultative Salesperson”.
Adapting your brand to a new positioning TheFamily
By Candice Gasperini (https://twitter.com/candicesg), VP of Branding at SendinBlue (https://www.sendinblue.com/)
If you want a fresh rebranding, here you go - SendinBlue literally just announced theirs. One year ago, as they were working on their new positioning from an emailing to an all-in-one marketing platform, they needed to rethink their brand (logo, style, tone of voice) by adapting it to each segment they identified.
Candice arrived in september at SendinBlue to work on the rebranding and noticed one thing: the company was already quite big, with hundred thousands clients in 160 countries, they had very detailed data about their customers but had never taken the time to identify precisely their patterns, who they were and what was the real job customers were using their product for.
Now you have the business card so what plymouth 17th nov 2010InTouch
So many people go to networking events and collect business cards but then what
This presentation outlines what CRM is, why its important for ANY business and some 'do's and don't's' to help ensure your business grows
A powerpoint by Chris Merrill of Super Webomatic, who was a speaker at the Future M Boston event, "The Future Face of Digital Business." Originally presented at the event on Oct 7 2010 at the microsoft NERD center.
Sell or fade away - how excuses kill businesses InTouch
James White - the modern day expert for non salesy people explains how excuses can ruin your chances for success, how to take action and pursue your dreams.
How to get your first 100 customers by being helpfulKevin Dewalt
This is a presentation I'm giving at Lean Startup Seattle.
I'm going to talk about practical ways you can get the first 100 customers for your startup - first step is to forget about 90% of the useless crap the marketing pros are trying to get you 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 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
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 Become a Consultative SalespersonSalesScripter
You often hear the term consultative selling. But what exactly does that refer to and how do you become a consultative salesperson?
If that is something that you are curious about, you may want to watch this recording of a recent webinar that we hosted on “How to Become a Consultative Salesperson”.
How to Pitch Your Shareholders Like the Media (and get support for your ideas) Terri Trespicio
How do you get someone to listen to, let alone buy into, your ideas? Whether you're pitching external clients, internal clients, your boss, or your boss's boss, you need to understand how people listen (and why they tune out).
In this keynote address, given at Brand Experience Magazine's 2018 BXPLive event, branding pro Terri Trespicio, former editor at Martha Stewart and co-creator of Lights Camera Expert, gives you a new model and mindset for pitching your ideas.
Find out how to position your pitch and approach everyone from clients to the C-Suite using tools that experts and authors use to get media attention—so that you're in a better position to attract resources, recognition, and support for your efforts.
“ The difference that sets professional networkers apart from amateur networkers is that they look forward to their prospects objections and know exactly what to say with each one. ”
Doing customer development (and stop wasting your time)Hans van Gent
Why would you bother to talking to people while you actually could be building your product? Because everything you assume could be wrong. Time to validate those assumptions and start your business on the right track.
The job interview - Mock Interview ActivityDave Truss
A Lesson where students first learn about getting an interview and then they hold mock interviews with each other. For Inquiry Hub Secondary School students - April 2014, by David Truss.
'Observer' Handout available at: http://2di.me/ihubmockinterviews
Discover my favorite Service Design Principles followed by a Questions and Answers sessions on Service Design.
I'll present a few of my favorites Service Design Principles I discovered over the years. These principles are tricky, tips and ideas that help you improve both your customer and team experience for your product, service or organization.
Service Design Q&A from the community
These are some of the Service Design questions that were sent in advance by the community and that I'll try to answer during this webinar. Once you register for the webinar you can also send your question in advance in the comment section.
Should we really make all experiences less shitty?
Catherine E. F.
How can you work in a service design job if you don’t come from a service design degree.
Joana L.
How can I show complex Service Design work in an attractive without downplaying the efforts that went into it?
Serene Yap
How can you show that different backgrounds contribute to the service design work in valid ways. - Joana L.
What are your tips on verbal communication Service Design job interviews? - Swareena J.
How do you best communicate what's the role and what isn't the role of the Service Designer? - Lynnsey S.
Service Design Principles Q&A
Questions and answers about how to create your own Service Design Principles Library.
Question 1
How does a Service Design Principle Library look like?
Question 2
What's the minimal version of a Service Design Library?
Question 3
“Why should I create my own principles library?”
Question 4
What are recommended book to start your Service Design Library?
Question 5
What are the different types of Service Design Libraries?
Question 6
How many Principles can you extract from one story?
Question 7
What are the different profiles of people creating a Service Design Library?
We reached out to our community to ask their experience of career advice and interview advice (both bad and good). This is what you had to say about your worst career advice, and your best interview tips.
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.
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
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.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
[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 are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
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!
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/
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
11. Please - Thank you
Like "Opportunity" and “Idea”
Don't say “Price” say “Investment”
Free, Easy, Discover, Guarantee, New, Safety,
Results, Save, You, Health
Key Words and Phrases
12. Great – Fantastic – Amazing
“The boot is so large you could fit golf clubs and
luggage for four people inside”
Key Words and Phrases
13. "These multivitamin tablets are fantastic! I use them
myself and I feel fitter, stronger, and I never get
tired in the afternoons like I used to."
16. “John Smith Please”
“John Smith Speaking”
“Hello John. This is Richard Mulvey from
The ower Series”
Making the Call
17. "I am phoning, John, about the email we sent you.
Did you get a chance to read it?"
Question
“Fred Brown asked me to call you in
connection with your ***********”
Statement
Opening Question or Statement
18. Open Questions
Closed Questions
Who, What, Where, When, Why, How
Do, Does, Did, Are, Has, Have,
Is, Could , Can, Would, Will ... etc.
Uncovering their needs
19. If they are a new prospect "Briefly, how do you find your
training programs are working out for you?"
If they are a referral: "Fred Jones said I should give you a
call, Briefly, how do you find your training programs are
working out for you?"
If they responded to the survey "Thank you for responding
to our survey, Briefly, how do you find your training programs
are working out for you?"
The Script
23. as you may be aware, The Power Series has
recently developed a new idea to (?feature?)
“The reason for the call today John,
for people in positions like yourself and I
would be happy to drop by and give you the
opportunity of seeing it.
I am calling today to say I will be in
your area tomorrow around three,
and I wondered, would you be there for
about seven minutes?”
The Appointment Call
25. I don't have time to talk to you at the moment
We already have our own programme
We don't need your products
Just send me the details
My brother-in-law is in the business
My sales team are already trained
I deal with xyz company
I have never heard of your company
27. "Just send me the details“
"I will be happy to email you the
details. It is quite a long
document, What areas you are
specifically interested in?"
Indifference
28. “No, just email me the details“
“Certainly.”
Email the details. Then... Follow Up!
Did he get it?
Does he want it?
If not, why not?
Indifference
29. "I don't want one“
"I am sure you have a reason for
saying that Mr. Smith, what is
that reason?"
Indifference
30. "How much is it?“
"We have a full range and the
prices are very dependent on
your needs, what you are using
at the moment?"
Indifference
31. "I am too busy at the moment”
"I understand that, we all get
very busy sometimes, when would
be the best time to call, on
Friday, or would Monday morning
be better?"
Indifference
32. "We already have a supplier"
"That’s interesting, who is supplying
you?"
"XYZ Supplies"
"They are a good supplier.
How do you find their service?”
Indifference
33. Don't say “How are you today?”
Don't say “This is not a sales call”
Don't say “Congratulations, you
have been chosen from 4000 people
to win a two week holiday in Welkom”
Things to Avoid
34. Don't transfer a call without telling the
third party what the call is about
Don't let the sun set on a customer
complaint
Don't leave your prospect listening to
what is going on in your office
Things to Avoid
35. Be Ready with everything you need
Set Targets for yourself
Never have a gap between calls
Make Statistics work for you
Do it first!
The Real Enemy
39. "Hello Mr Smith (or better still “John”)"This is
Richard Mulvey from the The Power Series
Market Research Department."
The Script
40. If they are a new prospect "Briefly, how do you find
your training programs are working out for you?"
If they are a referral: "Fred Jones said I should give
you a call, Briefly, how do you find your training
programs are working out for you?"
If they responded to the survey "Thank your for
responding to our survey, Briefly, how do you find
your training programs are working out for you?"
The Script
41. "What sort of challenges do you have with your
training programs at the moment?"
We now have to continue to explore their issues with
"Open Questions"
What sort of training are you offering your staff?
Who gets training in your organisation?
How does the staff feel about that?
When was the last time you reviewed your training
programmes? etc.
The Script
42. Qualify the customer.
How many sales people do you employ?
How much do you spend on training each year?
etc.
The Script
43. Once we have found a problem we can solve
"Many of the companies I have been speaking to have
exactly the same sort of problems, that’s why The
Power Series have recently launched a new programme
that will ………(Benefit 1) and also ……(Benefit 2).
“The benefit to you is that …………… (solution).
Can you see that working for you?”
The Script
44. If they qualify ..... "It seems, John, that you also
qualify for ....... (Free Seat ). This will give you the
opportunity of trying the training programme for
yourself with absolutely no obligation.
If they seem interested…. “Thank you for your time,
John. Let me email you the details for you to
consider.”
If they don’t qualify and don’t seem interested ….
“Thank you for your time, John, can I email you a
copy of the details of the training programme just in
case you are interested sometime in the future.”
The Script
45. as you may be aware, The Power Series has
recently developed a new idea to (?feature?)
“The reason for the call today John,
for people in positions like yourself and I
would be happy to give you the opportunity
of seeing it.
a and I wondered,
would you be available for about seven
minutes for an online meeting?”
Online Appointment Call
I am calling today to say I will be having
a series of meetings on Zoom and Teams
tomorrow afternoon