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Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
Painless Prospecting
Craig James
Sales Solutions
May 13th, 2008
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
Agenda
How to use this medium Introductions Content Closing Q&A
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
What is prospecting?
First contact
You are unknown to the prospect
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
How does the mere thought of prospecting make us feel?
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
Why is prospecting painful?
It's a low return-on-time activity
We often get ignored
We meet with lots of resistance
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
Why makes cold calling unappealing?
We expect the worst “I’m not interested” “I’m busy” (You’re interrupting me) “We’re happy with our current
provider” “I hate telemarketers”
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
What makes cold calls “cold”
No relationship
No rapport
No trust
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
Why else?
We don’t know what to say when we hear these objections to the gatekeepers when we get voice mail when we actually get someone
who’s willing to listen!
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
How can we make prospecting less painful?
Set realistic expectations
Adjust our attitudes
Prepare ourselves
Use tools
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
Expectations and attitude Expectations
You will get more nos than yesses The best baseball players make
out twice as often as they get a hit! Attitude
Apprehension - it’s normal! “I am not a telemarketer!” Don’t take nos personally Rejoice at the yesses! Worse thing that could happen?
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
Preparation and Tools
Learn about your prospects
Create and use tools
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
Research
Research your prospects. Learn about Their business Their challenges Their management Their competitors
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
Create and Use Tools
Know the benefits you offer Create a script and practice it Know the most common objections
and your responses Develop qualifying questions Consider making a pre-call contact
(letter, email)
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
Tools
Scripts
E-mail Templates
Letter Templates
List of benefits and features
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
Comparing the tools
Cold calling
Letter
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
Eventually you have to call!
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
What is the goal of an initial call? It is not to close a sale It is to
establish a relationship by building rapport and trust
stimulate interest and desire by conveying benefits
determine if prospect is qualified by asking questions
schedule a meeting or next call
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
Elements of an effective cold call State who you are, the company you
represent, and what you do Ask a question Present a concise benefit statement Ask a “what do you think” question Ask a short series of discovery and
qualifying questions Schedule a meeting or second
discussion
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
How to handle resistance
I’m not interested” “I’m busy” (You’re interrupting me) “We’re happy with our current
provider” “I hate telemarketers” “I don’t believe you”
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
Summary
Prospecting doesn’t have to be painful it doesn’t even have to be cold!
The best way to overcome prospecting reluctance is to be prepared
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
Closing Q & A
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
Sales Solutions
Service Offerings Skill Enhancement/Sales Process
Improvement One-on-One Sales Coaching Customized Sales Consulting Strategic and Tactical Advisory
for live deals
Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
Painless Prospecting
Craig James
Sales Solutions
877-862-8631
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