It’s a common prospecting scenario where you pick up the phone and then a live person answers on the other end of the line. Now you find yourself stuttering, not knowing how to start the conversation or what to say. Now, what? Cat got your tongue?
Or you may probably ramble through the conversation that it was bad enough to make you feel embarrassed and flustered. So you decide to move on to the next call. Seven calls after, you get to a voice mail.
You see, the first three seconds of your call can either make or break a deal.
Here is a simple outline to help guide you through your prospecting calls:
Have an outline on your desk or something you put in front of your computer or whatever. First, recognize the purpose of the call.
Put that role down and understand these roles. Understand the challenges of these individuals.
The idea here is that you have knowledge about something they don’t know or you’ve been able to identify a challenge that they’re not even thinking about.
You: What are you doing to bring down your cost per lead?
Client: Our sales rep does that stuff.
You: One of our companies was spending close to $7 per lead and we were able to get them down to only 15 cents per lead. If I’m able to share this with you and show you how you can do this with your company, would you be interested in a conversation?
Make sure you’re prepared. The better prepared you are, the better you’re going to perform. The better you perform, the money you’ll make.
The Science of Selling by David Hoffeld
The Three Value Conversations by Cheryl Geofrrion, Concrad Smith, et al.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.