Archive for the ‘Sales Training’ Category
Saturday, March 30th, 2013
The following are seven things to avoid when developing a cold call sales script:
1. Don’t do all of the talking
Two-way conversations with both parties contributing and engaged are the most productive and powerful no matter the setting. Try doing what you can to create conversations which have this dynamic where both parties are involved and talking which will result in good cold calls.
We all know that you’ll speak with various types of people where some will be more talkative than others in which you have no control over. But you do have control over how you develop your cold call script and can have it structured in a way that there are times where the prospect is prompted to talk as well as answer questions.
2. Don’t share your title
Sharing their title and role in their internal organization is one thing which many sales people do during the introduction of their cold call sales script. An example would be, someone may say, “And I’m the regional sales manager in the distributed application systems department.”
That information means very little to the prospect and it wastes valuable time during the cold call even though the sales person is proud of their role and their title means something when they’re talking to other people within their company. The reality is besides wasting time, sharing a sales title could create a negative impact because it triggers the prospect’s guardedness when they hear you’re a sales person.
3. Don’t talk about your products and services in your introduction
Avoid talking too much regarding what you sell in your introduction in the cold call script. This tends to trigger the prospect’s guardedness. When you talk about products and services, the prospect begins to think, “Oh wonderful, yet another sales person attempting to sell me something” and they can begin to shut down.
4. Don’t forget to discuss the value that you offer
Commonly, we leave the value that we have to offer out of the script. A good opening for you to insert the value that you have to offer is presented if you’re taking product and service details out of your introduction.
5. Don’t make your script too long
Take caution in not making your cold call sales script too long. Realistically, you only have about 2 to 5 minutes to work with during the cold call. You’re taking too much of the prospect’s time as well as attempting to accomplish too much while on the cold call if you go over that time frame.
6. Don’t go into too much about your products and services
During your cold call sales script, don’t go into too much detail surrounding your products and services. Save that for your first meeting with the prospect as there isn’t enough time to adequately do that during your conversation.
7. Don’t try to sell your products and services
Attempting to sell their products and services during the calling script is the most common mistake sales people make. There simply isn’t enough time to truly build interest and close the sale. The goal here is to close the prospect on continuing to talk beyond the cold call which leads toward a larger conversation or meeting.
Launch Pad Solutions provides a sales script generator to help sales pros with their cold call sales script.
Saturday, March 23rd, 2013
Adding qualifying questions to assist in qualifying the prospect is a very simple thing to do to make your phone sales script more powerful.
What is Qualifying?
The act of attempting to figure out how good the prospect fits with what you’re offering and how probable they are to move forward with a purchase is qualifying.
A prospect is truly qualified if they have an actual need in the area where your products and services help, they have the decision making authority to purchase as well as they have the ability to purchase from as far as funding.
Soft Qualify First
We’ll want to go through some probing questions which determine need, authority, and available budget to thoroughly qualify a prospect. We might only have a few minutes with the prospect during our very first conversation when performing phone sales and cold calling. It is helpful to focus on doing some preliminary qualifying on the very first call to just ensure there’s enough of a fit to keep talking and possibly meet on another day.
Focusing your questions around the prospect’s needs in your area is a way to find out how much qualifying to do in your phone sales script. It doesn’t make sense to keep talking if they definitely have no needs. Then, you can sort out the authority and budget details later in your first real meeting.
Decrease the Prospect’s Guard
Helping to decrease the prospect’s guardedness is a great effect that qualifying questions have on a phone sales script. Reason being when asking questions to evaluate the prospect’s needs, you’re expressing interest in them as well as interest in ensuring that they’re a fit before you sell to them.
This creates a powerful effect which makes the prospect more open to hearing about what you’re calling them about as well as helps to increase the level of rapport that you have with the prospect.
Make the Conversation More Engaging
Conversations in which both parties are talking and contributing are going to be more healthy and productive regardless of the setting. Keeping that in mind, it is wise to create your phone sales script so that it creates two-way conversations in which the prospect is talking and involved in the conversation.
That may be tough to instigate since everybody is different and some people talk more than others, but by just adding qualifying questions to your sales script, it will force moments in the conversation in which the prospect has to contribute as well as interject into the conversation.
Uncover Valuable Information
Helping you uncover important and valuable information from the prospect is the most obvious benefit to adding qualifying questions to your sales script. That information helps you in determining if it makes sense to keep talking as well as it can be used throughout the sales cycle.
SalesScripter provides a sales script generator that helps sales pros to develop a phone sales script.
Thursday, March 14th, 2013
Every business and sales professional has the desire and need to achieve sales growth. With the difficulty to get prospects on the phone, it is critical to incorporate an email strategy that is effective at getting the prospect’s attention and getting you in the door. Even though that is a reasonable thought, it still can be challenging to figure out how to best utilize the valuable tool of email marketing.
It is important to know the environment that you are operating in in order to figure out how to best operate. The first thing to be cognizant of is your prospects are likely getting a large volume of emails from sales people like you. And to add another challenge to that, your prospects are likely extremely busy.
This is the environment. There is nothing that you can do to change any of that. Acknowledge this. Be aware of what you have to deal with so that you can design the best approach.
The Good News
The good news is that there are some very clear and practical things that you can do to improve your results and effectiveness. We will share those with you and if you apply some of the tips that we share, you will likely see an immediate improvement in your results.
The Solution – The Magic 5 of Email Content Based Email Campaigns that Drive Sales
SalesNexus recently released a series of 6 Sales Growth Webinars and accompanying eBooks that outline the process of targeting prospects, engaging them with emails and drawing them toward your business as long term customers. The first of these is “The Magic 5 of Content Based Email Marketing that Drives Sales.”
Start with these three sets of five emails. They should be easy to identify and create.
5 PAINS: What are the most common pains your service addresses? When you work with your ideal client, what problems do you solve? You want to look beyond the technical pain of what needs fixing to the business pain that causes them economic loss. The most effective way to develop trust is to dig deep into discovering the REAL pain…what causes them to lose sleep?
5 QUALIFYING QUESTIONS: How do you know when they’re ready to buy? Can you quantify what sort of clients brings you a higher average sale? Don’t spend much time on demographics. Instead, focus on identifying the decision maker and budget. You can easily determine your qualifying questions by tracking the data on your CRM.
5 FAQs: What questions are most commonly asked by those who are interested in what you offer? Do they ask about the set up process or delivery time? When they are ready to buy, do they want to know the difficulty of set up or installation? Do they inquire about your customer service option or refund policy?
It really is easy to start developing relationships with your prospective customers when you use a CRM solution to manage the sales process and gather data. When your email program is integrated into the CRM, it is even easier. Check out what is possible by attending a series of Sales Growth Webinars at no cost to you.
The Magic 5 process is the key to filling your pipeline with quality leads that your sales team can close now. The Sales Growth Webinar series dives into the specific components of identifying your customer’s pain, qualifying sales leads, managing your pipeline, forecasting future sales, sharing information with your team and effective sales messaging.
View the entire series of webinars on video at your convenience and download each ebook here or choose the specific topics you’re most interested in:
The Magic 5 of Content Based Email Marketing that Drives Sales
A simple 5 step process to create on-going, automated email campaigns that engage your audience and identify highly qualified prospects.
Building a Successful Marketing and Sales Process by Identifying Your Customer’s “Pain”
How to identify the emotional circumstances that cause customers to buy from you, how to question prospects to diagnose their “pains” and build sales processes that win!
How to Qualify Sales Leads and Focus on Sales Growth that’s Profitable
Use simple questioning techniques to determine if a sales lead will purchase and the powerful impact of consistent qualifying.
Manage a Sales Process of Actions that Lead to Sales Growth
What should be measured in every sales process, how to set goals for and measure it and how to manage sales people to achieve business growth.
360 degree View of the Customer Relationship for Business Growth
How strong relationships between customers and companies drive business growth and the risk of mistaking a customer to sales person relationship with a customer to company relationship.
The 4 Pillars of a Sales Messaging Strategy that Drives Growth
How to communicate what your products and services do for your customers, get their attention and understand their needs, with Michael Halper, author of “The Cold Calling Equation”
By simply taking some of the concepts discussed in these books and modules, you are likely to see immediate results in terms of sales growth.
Friday, March 8th, 2013
It is helpful for a sales person to have a template for a follow-up sales email. Basically, this is an email with information already filled in where you simply change a few details and then it is fast and easy to shoot out the email when needed.
Particularly, this is helpful for a sales person which might be cold calling and sales prospecting because one of the most common objections is prospects that ask that you just send them information. You should try to get around this objection first, but in some cases the only next available step is to send an email to the prospect. If you’re composing emails each time you need one, you’ll be spending a lot of extra time which can be saved by creating email follow-up templates.
Simple Follow-up Sales Email Strategy
You can save valuable time by creating documents or templates with text outlined which can fit different sales follow-up scenarios. Depending on the type of business, the scenarios can vary, but a lot of prospects request basic company information, pricing information, product information as well as customer reference information.
These templates can be kept in a word document stored on your hard drive or if you have a customer relationship management system, you might have the ability to create templates in the system to easily and quickly be sent and documented by clicking a few buttons under the contact.
Advanced Follow-up Sales Email Strategy
Creating a thread of emails which are tied together and sent out to a prospect at different times over a period of a few weeks is an advanced and effective approach. An example is when a prospect asks for information to be sent, an email will be sent that moment, with a second email a week later, and a third email a couple of weeks later.
This approach has strong benefits. First, using multiple emails gives you the ability to provide more information to the prospect by splitting everything up across multiple messages. With those messages being delivered at different times, the absorption of the amount of information can be greater. In addition, this improves your ability to get the prospect’s attention and response by contacting them multiple times.
An important requirement for the more advanced follow-up sales email approach is a CRM application to automate this process. A lot of systems give you the ability to set up the templates in a campaign with the email delivery being scheduled and automated. What is great about that is once you press send on the first email, you can pretty much forget about the prospect, but they’ll continue receiving emails and often feel obligated to give a response by the third email.
Launch Pad Solutions provides a sales script development tool that will produce a follow-up sales email template.
Thursday, February 28th, 2013
There are key things which can be done to make your sales pitch script powerful and strong.
Clearly communicating the value you’re offering is the initial thing which needs to be focused on with your sales script. The benefits which you deliver to your customers or clients and how you help them is value.
Technical, business, and personal are the three different levels in which value is broken down.
Technical value: How you help your clients at the smallest and basic level is technical value. Usually, this is at the level of systems, people, and processes. The technical value that you offer is when you help to make any of those areas work better.
Business value: Technical improvements which you make will work its way up to create benefits and improvements at the business level and these are improvements in the areas of revenue, costs, and customers.
Personal value: It often leads to improvements which impact your clients at a personal level when you help them to achieve technical and business improvements. Areas such compensation, career growth, and workload show this.
It is vital to include language which will help you in building interest in your sales pitch script.
Connect value with pain: Try displaying a connection between the pain the prospect is experiencing and the value that you offer. Include communicating how the value you are offering will help solve the prospect’s pain.
Communicate ROI: Communicate the ROI (return on investment) which other clients of yours have accomplished by investing in your products and services. You can make your sales script pitch more powerful by giving quantitative figures.
Communicate how you differ: Communicating how you differ from competitors as well as from the prospect’s other options is one of the best ways to build interest.
Outline threats from doing nothing: The option to do nothing and not make a purchase is always there for the prospect. It could help to communicate to the prospect what negative outcomes could happen if they choose to do nothing.
Share key company facts: Key company facts which are details about your company which are impressive as well as decent bragging points should have a place in your sales pitch script. Examples are years in business, market share, awards, client details, etc.
Client stories: There is nothing more powerful than telling a story about an existing or past client. You build credibility as well as build interest when you’re able to display how you helped another business.
The trial close is one small, yet important and powerful step which is often left out of a sales pitch script. Basically, this means checking in with the prospect to find out what their thoughts. Ask the prospect instead so you know where you stand and what direction you are heading instead of assuming when creating a sales pitch script.
Launch Pad Solutions provides a sales script tool to help with developing a sales pitch script.
Sunday, February 24th, 2013
Often it is the difference between success and failure in having a sales script for sales. Here are a few steps that you can take to help you with how to build your sales script.
1. Identify the Goal
You should have clear awareness with each sales call you make with what you’re hoping to get out of the call. Are you attempting to schedule an appointment? Are you trying to sell your product? Are you trying to collect information?
Before writing your sales script, get clarity around what your primary goal is for the call. Also, it can be prudent to go one step more to identify your secondary goal if you’re not able to accomplish what you your primary goal.
2. Identify the Target
Clearly identifying who you’re calling and your ideal prospect is another step you need to take before writing a sales script for sales. This is important because it impacts the wording and questions you use. Also, building out the ideal prospect profile can assist you in maximizing your time when making calls.
3. Identify Your Value
Quite often sales people fall into the rut of only talking about their products and the company they work for when speaking with prospects. It is important information, but it doesn’t shine light on the benefits offered and delivered.
Primarily, the prospect cares about “What is in it for me?” Communicating the value that you have to offer is the best way to answer that question for the prospect. Be sure to identify this as well as put it early on in your sales script for sales.
4. Build Your Qualifying Questions
Include questions to qualify the prospect when writing a sales script for sales. It is important because it can help in determining if it makes sense for both parties to keep conversing. Also, they help to make the interaction with the prospect more conversational.
5. Gather Some Common Pain Points
It is helpful to uncover some pain which the prospect is experiencing. Sharing some common pain points that other prospects are experiencing and conveying that to the prospect to see if they can relate is one sales tactic to use to assist with that.
6. Develop Points to Trigger Interest
You’ll need to build some level of interest on the prospect’s side to improve your ability to reach your primary goal. Add some points in your sales script for sales which will trigger some interest to help with that.
Even if you are not able to build enough interest to close the deal or completely sell the prospect, you can create powerful points which will build enough curiosity and interest for the prospect to commit to keep speaking with you as well as move on to the next step in your sales process.
Launch Pad Solutions provides a sales script tool that helps sales pros with writing a sales script for sales.
Sunday, December 16th, 2012
The following are eleven great questions for sales people. At times, to be an effective salesperson, it’s not necessarily regarding knowing all the correct answers, but more about knowing the correct questions to ask.
6. What do you want to do next?
Commonly, sales people push prospects to move forward. Partly, this is trying to have the prospect do what the sales person would like to do next as far as meeting, looking at a demo, reviewing paperwork, etc.
Sometimes it is more powerful to ask the prospect what they would like to do next. You can suggest some directions in which to go, but checking in, obtaining the prospect’s opinion as well as making the forward direction initiate from them, is a healthy direction to go in regards to building relationships and creating good, quality leads.
7. When would you like to meet again?
Like the last question, asking the prospect when they want to meet again or in what pace they would like to move is a good direction to go.
A large majority of sales people will push prospects to meet and move as fast as possible which makes this question powerful. In retrospect, letting the prospect decide how quickly to move can be one of the questions for sales people that will have a positive impact.
8. Currently, how do you feel about your system/provider on a scale from 1 to 10?
Most likely, your prospect is already using something in your area. Whenever that’s the case, you want to find out how things are going with that. For example, are things great, are things OK, or could things be better? By finding this out you are helping with your efforts to create leads as well as qualify prospects.
It is not best to spend too much of your time with prospects that state they’re doing great because they might be tough to get to change. You want to be looking for those prospects that are just OK or could be better. This is one of the questions for sales people that will assist with that.
9. What is the decision making process?
You will always want to find out how much decision making power the prospect has as well as who is the ultimate decision maker. Sometimes, this can be a bit of a touchy subject to bring up, but by simply asking what the decision making process is and mapping it out will significantly help you in identifying where the authority lies.
10. Is there a budget approved for the purchase?
Identifying if the prospect has the budget to spend money is another key area to look at when qualifying prospects. Some questions for sales people which assist with this are to ask if there’s a budget that has been approved for the purchase in which the prospect is considering.
11. What is the range of your budget that you’re trying to stay within?
Finding out how much the prospect is looking to spend is another important area you want to look into. It can be tough, but one way to approach this is by being very direct and asking what the current budget range is that they’re trying to stay within.
Launch Pad Solutions provides a sales script tool that provides questions for sales people.
Tuesday, November 20th, 2012
Typically, successful salespeople have certain sales habits which lead to their consistent results. If you’re motivated to improve your sales performance, you can incorporate some of the following habits and you’ll see an improvement in your results.
1. Being more organized
Being a salesperson can be very hectic. This can be due to having a full schedule of things to do and things often move at a fast pace. By focusing on improving your ability to stay organized, you can deal with this while remaining effective and efficient.
Some areas where being organized can help improve results are how organized you are with your time and schedule, managing customer and prospect information, and managing pipeline information.
2. Getting in front of target prospects
Being successful in sales depends on a salesperson’s ability to get in front of target prospects. The key to effectiveness in this area varies for different sales positions.
Successful salespeople create a way to make this happen and there are things you can do to improve your ability to do the exact same thing. Some examples of areas to invest your time and energy to improve results are by using tools like cold calling, professional networking, and social media.
3. Build relationships
Commonly, prospects buy from salespeople that they like. As a result, successful salespeople are effective at building rapport and relationships with their prospects.
You may think that you are who you are and prospects will either like you or not. But there are some clear and practical things that can be done to make prospects more comfortable around you as well as increase the level of rapport.
4. Qualify prospects
A sales person can only work so many hours weekly. Because of this, you must squeeze as much as you can out of each hour you have. In order to do that, spend as much time as possible with high quality prospects, meaning prospects which fit well with what you’re offering and that have the ability to purchase.
Successful salespeople are effective at qualifying prospects when they’re able to minimize time wasted with prospects which have a low probability of purchasing. The key to success in this area is to ask good qualifying questions.
5. Manage sales cycles
The choice is yours, either let the sales cycle control you or you control the sales cycle. Clearly, there are sales process stages that you should be moving deals through and there are things in which you can do to manage this as well as increase your effectiveness at moving deals from one sales cycle stage to the next.
One thing you’ll want to focus on is identifying different sales stages for your selling process. Also, you’ll want to identify where the prospect is in their buying process as well as when they’ll need to make the purchase. From that point, there are things you can implement in order to facilitate and move forward with the close.
Launch Pad Solutions provides sales consulting to businesses helping them to produce successful salespeople.
Monday, June 18th, 2012
This sales tip of the day asks if you ever feel like you are making call after call and just talking to gatekeepers, getting voicemails, or having bad conversations and, as a result, you feel like you are not accomplishing anything? Well, even though you feel that way, you actually are accomplishing something with every call that you make, or you can be if you focus on this minor goal.
Moving forward, try to get something out of every call that you make. If your call only involves talking to a gatekeeper or hearing a voicemail, get the name of the prospect that you are trying to reach and add it to the CRM if you only had a title before. Might feel like you did not accomplish anything, but you did. You now can call back and ask for the person by name instead of asking by the title.
You called and only talked to an executive assistant who blocked you from getting in? Ask them who some other contacts are underneath the contact that they will not let you get to. Or ask the gatekeeper questions to gather information.
Had a bad call and did not get any of the answers you are looking for. Great, scratch the prospect from the prospect list. Accomplished something! You now know to not waste any more time on that prospect and can move on to prospects that might actually purchase something.
Try to get something out of every call. Whether you feel like it or not, these small steps add up to equal results in the long-term.
Launch Pad Solutions provides sales coaching helping sales pros to implement the sales tip of the day.
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Friday, June 15th, 2012
Figuring out how to set appointments is one of the key factors that can lead to a sales person’s success. Here are eight areas to focus to improve appointment setting.
1. Identify your core value
When prospecting and trying to set appointments, you only have a couple of minutes to work with to get a prospect’s attention. As a result, you must be as efficient and attention grabbing as possible and focusing on the value that you have to offer can help with this.
2. Identify your ideal prospect
To improve how to set appointments, we must know what prospects we should spend our valuable time talking to and which ones we need to avoid and walk away from.
3. Write some soft qualifying questions
In order to make sure we are dealing with ideal prospects, need to be sure to ask some qualifying questions to identify that it makes sense to continue talking. Write out three to five questions that you could ask prospects to make sure it makes sense to meet with them when calling them to set appointments.
4. Identify some pain points
Key to getting appointments set is identifying pain that the prospect is experiencing. If there is not pain, there is no reason for the prospect to meet with you.
5. Write some building interest points
At some point, we must build a little interest on the prospect’s side. In order to help with this during the tight window that we have to work with during a cold call, we can develop a list of silver bullet points that we can share with the prospect to build interest. This could be points on what we do, how we differ form the competition, threats from not purchasing from us, etc.
6. Identify some name drops
We will need to develop some sort of credibility for when trying to improve how to set appointments. One way to quickly do this is to name drop other businesses that we have worked with.
7. Write a script
Once you have gone through all of the previously described steps, you can take all of those points and put it on the same piece of paper and you have something that can be used as a cold call script or call outline.
8. Pick up the phone
The only thing left to do at this point is pick up the phone and make it happen.
Launch Pad Solutions provides sales coaching helping sales pros to figure out how to set appointments.
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