Ei Selling® · “I see that your company started by first selling to farmers. I grew up on a 500-acre farm.” Option 2: Demonstrate expertise. State a fact that can’t be disputed

www.salesleadershipdevelopment.com ◆ Copyright© Ei Selling® 2020◆ Gallagher3 06/20 1

Ei Selling® Emotional Intelligence For Sales Success

SOFT SKILLS. HARD SALES RESULTS.

http://www.salesleadershipdevelopment.com/


Email Prospecting

Workshop Objectives:

• Avoid the delete button

• Create interest and conversations

• Stop mass marketing!

Format of Effective Prospecting

#1. Get clear on your ideal client. Apply empathy and expertise.

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#2. Create “Killer” subject lines.

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#3. Create compelling calls to action.

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Identify Your Buyer Persona Step 1

✓ Avoid generic, one-size-fits-all outreaches.

✓ What is the day in the life like for this buyer?

→ Personal pressures

→ Client demands – internal and external

→ Changes in the macro economy

Step into your prospect’s shoes.

Title

Executive Director

CFO

HR Director

Owner

Industry

Non-Profit

Technology

Construction

Retail



The Subject Line - Step 2

Delete or Open

→ Trigger Event – What trigger event or “pain” is occurring in your prospect’s business?

• Weather

• New decision maker

• Legislation

• Pandemic!

→ Numbers – Concise and succinct.

• Top 3 things to decrease

• The one thing all ______________ should avoid

• 3 ways to improve cyber security

→ Humor – Lighten up!

• Weather got you down?

• A solution for scary _________________

• What next? Murder hornets?



Content

First Paragraph - Step 3

Option 1:

Find commonality. Research your prospect’s website and LinkedIn profile. Find details to:

→ Build rapport.

→ Demonstrate you’ve done your research.

→ Create a personal touch.

Examples:

“I liked the point you made in your blog about ___________”

“Congratulations on your company being named

_____________.”

“Hello to a fellow graduate of Mankato State.”

“I see that your company started by first selling to farmers. I

grew up on a 500-acre farm.”

Option 2:

Demonstrate expertise. State a fact that can’t be disputed.

→ Changes in customer demands.

→ Changes in legislation.

→ Changes in the macro economy.

Examples:

“Today’s buyer is more educated and harder to access because of electronic gatekeepers.”

“Buildings are reopening, and the re-entry of the workforce has increased or changed rules and regulations for safety.”



Content

Second Paragraph – Step 4

Insert Value Propositions

Deliver pain and gain statements.

→ Limit to one paragraph with bullets.

→ Test one/two pain AND one gain statement.

Note: This paragraph must “connect” with the subject line and first

paragraph!

Example

Subject Line: Why Hackers Love Companies with Remote Workers

Paragraph One: A fact that can’t be disputed

The pandemic has forced many companies to move their teams to virtual offices. And often, a remote work environment doesn’t have the same

safeguards in place as a corporate office, from cyber security to safety in the

workplace.

Paragraph Two: Pain/gain statements As a result, many CFO’s are worried about:

• Surprises and finding out too late about breeches that aren’t covered

by their current policy.

• Policies written before the pandemic, that are no longer relevant. Ie.

Workman’s comp claims.

With one client, we conducted an assessment and found ________________ and made changes that saved _____________________________.



Content

Third Paragraph – Step 5

Call to Action

It’s not your prospect’s job to follow-up.

→ Be specific about date and time.

→ Give something of value. Benchmark statistics, survey

results, changes in industry.

→ Invite to an online panel.

Examples:

“I’ll give you a call on Tuesday at 10:00 a.m. If you’d like to connect before that time, my number is (###)###-####.”

“Here’s a link to a ________________ that many of our clients have found helpful to see how their programs stack up

against industry standards. I’ll give you a call to see if Gallagher can be of service.”

Do The Work So You

Can Do The Work



Exercise

Dear_____,

I would like to introduce myself. My name is Sally and I am the new sales manager at

XXXX. I handle the relocation and housing needs for some of the largest firms in the

nation. XXXX has worked with _____ in the past and we would like to earn your business

again.

XXXX recently celebrated 10 years of providing fully furnished apartment homes here in

Colorado. Not only have we become the corporate housing provider of choice by many local

and Fortune 100 companies, we also opened our doors in Charlotte and Raleigh North

Carolina. We pride ourselves on our impeccable service, attention to detail, unbeatable

pricing, premium furnishings and locations. We believe that if you can live like a local, it

makes for a happy home and in return leads to a more productive employee. To achieve

this, you have to have “boots on the ground” in each market that are your local experts.

No matter where your request, from Denver to Charlotte, New York to Silicon Valley, or

even Brazil, XXXX can provide world class temporary accommodations with our being a

proud founder/member of GO Furnished Housing. This network brings together the worlds

“Best in Class” corporate housing providers that is revolutionizing the corporate housing

industry.

I would welcome the opportunity to discuss working with your company on a local or

national level to see how XXXX might be your corporate housing solution. We appreciate

you taking the time to hear about our company and I hope you will consider XXXX for all

your future corporate housing needs. I will follow up with you next week to see if we could

set up an appointment or please feel free to contact me at the number below.

Sincerely,

_________________________________________________________________________

Dear _____,

I recently became familiar with your company after reading your article in the xxx

magazine. Your reference to the number of corporate housing moves during the recession

was very helpful.

At XXXX we typically work with companies who are relocating employees and:

• Frustrated with old furnishings and lack of choice for décor.

• Worried they won’t be able to find locations on short notice.

• In most cases, we are saving our customers 18% per day on their corporate housing expenses

I don’t know if you are experiencing any of these issues with your current provider, or not. I

thought it might make sense for us to have a quick phone call. After that we should both

have a better understanding on whether or not it would be of value for us to have a more

in-depth conversation. I will also give you a call on __________________.

Sincerely,


http://www.hotel-online.com/News/PR2010_4th/Oct10_GOHousing.html


Prospecting and Telephone Work

Workshop Objectives:

• Overcome call reluctance by adapting the right mindset

• Create a sales call that is compelling and conversational

• Deliver a value proposition with value

• Better qualify or disqualify prospects

Check-In with Yourself Before

Picking Up the Phone

Beliefs/Stories

Selling Skills Actions

Self-Talk

Notes:

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Check your success criteria. Why do business development reps make cold calls?

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ANSWER: ____________________ OR ____________________

QUESTION: If you make 25 cold calls, and disqualify 25 prospects, did you have a successful day?

The only way you can fail is to stop doing the activity!

Check your schedule. Plan your work and work your plan.

• Have you time-blocked your calendar for prospecting?

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• Have you determined the best time to reach your prospects?

Early morning? Late afternoon? Friday afternoons? ______________________________________________________

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• How are you tracking and ADJUSTING your activity?

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• Do you have a customized value proposition, talk track, prepared

by decision maker and industry?

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Let’s call someone!

Lesson Learned:

How You Start A Sales Conversation

Determines If You Will Be Treated As A

_________________ OR _________________



GREETING – Step 1 Engage and Disarm

Samples:

• Hi, it’s ______________. We have not had a conversation before,

may I tell you why I’m calling?

Sounds like I might have caught you at a bad time…

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• Hi, it’s ______________. My name is probably not familiar, may I

tell you why I’m calling?

Sounds like you might be in the middle of something…

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• Hi, it’s Jessica ______________ with Gallagher, we are a (global

insurance provider/risk management company.)

I’m reaching out today as I:

o Just moved here to Nashville and want to get to know the

businesses here in the area.

OR

o Am really interested in learning more about the

manufacturing space so am reaching out to meet with the

people that are working in this area.

___________________________________________________________ ___________________________________________________________

Why does this telephone greeting work?

• Use the word “it’s,” not “this.”

• Don’t say the company name.

• Use pattern interrupt language.

• Use manners. Ask permission to speak and engage.

• Build a relationship first. Sell second.



Introduce Gallagher and Problems You Solve – Step 2

Option 1: Joe, I’m with Gallagher, we provide ________________.

The reason for my “cold call” today is that with the recent changes

caused by (state a trigger event) a lot of ___________(title/industry)

are taking a closer look at their ____________ primarily for two

reasons:

Option 2: Joe, I’m with Gallagher and we provide _______________.

We recently worked with XYZ Company...which made me reach out to

your organization. They asked for our help because:

Deliver A Customized Value Proposition By Industry/Decision Maker/Trigger Event:

• First is that they are FRUSTRATED with ________________________

And as a result____________________________________________

• Or, they are CONCERNED about_______________________________

Which is creating __________________________________________

Option 3: Don’t deliver a value proposition – ask for a meeting to learn!

“Joe, I know how busy schedules are so hoping you might have 30

minutes to meet with me to help me learn more about Nashville/ manufacturing.



Emotional Intelligence: Definitions of Attributes

Self-Regard is respecting oneself while understanding and accepting one’s strengths

and weaknesses. Self-Regard is often associated with feelings of inner strength and self-confidence.

Self-Actualization is the willingness to persistently try to improve oneself and engage in the pursuit of personally relevant and meaningful objectives that lead to a rich and

enjoyable life.

Emotional Self-Awareness includes recognizing and understanding one’s own emotions. This includes the ability to differentiate between subtleties in one’s own emotions while understanding the cause of these emotions and the impact they have on

one’s own thoughts and actions and those of others.

Emotional Expression is openly expressing one’s feelings verbally and non-verbally.

Assertiveness involves communicating feelings, beliefs and thoughts openly, and defending personal rights and values in a socially acceptable, non-offensive, and non-destructive manner.

Independence is the ability to be self-directed and free from emotional dependency

on others. Decision-making, planning, and daily tasks are completed autonomously.

Interpersonal Relationship refers to the skill of developing and maintaining mutually satisfying relationships that are characterized by trust and compassion.

Empathy is recognizing, understanding, and appreciating how other people feel. Empathy involves being able to articulate your understanding of another’s perspective

and behaving in a way that respects others’ feelings.

Social Responsibility is willingly contributing to society, to one’s social groups, and generally to the welfare of others. Social Responsibility involves acting responsibly, having social consciousness, and showing concern for the greater community.

Problem Solving is the ability to find solutions to problems in situations where

emotions are involved. Problem solving includes the ability to understand how emotions impact decision making.

Reality Testing is the capacity to remain objective by seeing things as they really are. This capacity involves recognizing when emotions or personal bias can cause one to be

less objective.

Impulse Control is the ability to resist or delay an impulse, drive or temptation to act and involves avoiding rash behaviors and decision making.

Flexibility is adapting emotions, thoughts and behaviors to unfamiliar, unpredictable, and dynamic circumstances or ideas.

Stress Tolerance involves coping with stressful or difficult situations and believing that

one can manage or influence.

Optimism is an indicator of one’s positive attitude and outlook on life. It involves remaining hopeful and resilient, despite occasional setbacks.



Notes



SalesLeadership: Professional Bio Colleen Stanley

Colleen Stanley is president and founder

of SalesLeadership, Inc., a sales development

firm. She is the creator of the Ei Selling

System®, a powerful sales program that

integrates emotional intelligence skills with

consultative selling skills.

She is the author of two books,

Emotional Intelligence For Sales Success,

now published in six languages. Her next book, Emotional

Intelligence For Sales Leadership will be released June 16, 2020.

Colleen was named by Salesforce as one of the top 7

influential sales experts in the 21st century. She’s has also been

named one of the Top 50 Sales & Marketing Influencers, Top 10

Women in Sales Experts to Follow and Top 30 Global Gurus.

Prior to starting SalesLeadership, she was vice president of

sales for Varsity Spirit Corporation. During her 10 years at

Varsity, the company was named by Forbes magazine as one of

the 200 fastest growing companies in the United States.

Clients include Harvard Business Review Poland, Otterbox,

Gallagher, BIC Graphic, Xerox PARC, IBM, Siemens Corporation,

Bosch-Rexroth, HomeAdvisor, FedEx and Performance Strategies.


Documents

Ei Selling® · “I see that your company started by first selling to farmers. I grew up on a 500-acre farm.” Option 2: Demonstrate expertise. State a fact that can’t be disputed