the emerson suite - how to sell leadership coaching: turning cold calls into hot prospects with the...
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© 2016 Reddin Global Inc.
How To Sell Leadership Coaching:
TURNING COLD CALLS INTO HOT PROSPECTS WITH THE RIGHT CONVERSATIONS
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How To Sell Leadership Coaching:
TURNING COLD CALLS INTO HOT PROSPECTS WITH THE RIGHT CONVERSATIONS
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• All attendees in listen only mode
• Questions are anonymous to the audience
• Submit written questions within “question box” on GoToWebinar console at any time during webinar.
• Questions will be answered during the Q&A section at the end
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HOUSEKEEPING
Located at top right corner of
your screen
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How to turn a cold call into a warm, friendly conversation
How to ask the right questions to uncover what's really stopping your prospects
How to present your offer
Q&A
OVERVIEW
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DOUG EMERSONGlobal Coach/Consultant
MARY LEGAKIS ENGELCo-creator and Head Coach of
The Emerson Suite
WHO WE ARE
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It can be daunting, but making cold
calls is a vital part of the sales
process.
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“Effectiveness is a
discipline. And like every
discipline, effectiveness
can be learned and must
be learned.”
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Every leader-manager
needs help.
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Conflict
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Stress
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Less Effective Behavior
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© 2016 Reddin Global Inc.
1.FIND PROSPECTS
Getting over the toughest hurdle
THE KEY STEPS IN MAKING A COLD CALL
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Start close
• People you know well
• Then people you know less well
• Then people you don’t know
FINDING PROSPECTS1.
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THE KEY STEPS IN MAKING A COLD CALL
1.FIND PROSPECTS
Getting over the toughest hurdle
2.BE GENUINELY
INTERESTED
• Uncover and identify their needs
• Don’t pitch
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Be genuinely interested in the person
• Quickly hook the prospect: your significant work• Center the conversation around them – Listen: “I’d like to hear about you and
see if I can be helpful on this call”• Establish an out: “If I think I can help, I’ll let you know… or I will point you to
any resources I know of”
2.
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Don’t pitch! Take the opportunity to identify needs
• Skip the laundry list of all the things you can do• Ask powerful questions• Listen like a coach
2.
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Ask about their Job
• How are you being assessed in your job?• How effective do you feel?• What are you focused on next quarter/year?• What are your challenges?• Where does conflict exist in your work?
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Ask about their Situation
• What takes up your time?• What is going well?• What is stressing you out?• What frustrates you the most?• How effective is your team?
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Ask about Behavior• How are you perceived by your team/manager/colleagues?• How do you want to be perceived?• What feedback have you gotten?
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Ask what needs to change
• What do you need?
• What do you want to achieve?
• What has to change for you to be satisfied with your situation?
© 2016 Reddin Global Inc.
THE KEY STEPS IN MAKING A COLD CALL
1.FIND PROSPECTS
Getting over the toughest
hurdle
2.BE GENUINELY
INTERESTED
Uncover and identify their needs. Don’t pitch
3.ASK PERMISSION TO PRESENT SOLUTION
Solve their problem with your solution
© 2015 Reddin Global Inc.
Ask permission to present your solution
1. Summarize: Using their words – “Here’s what I’m hearing… what needs to change is…”
2. Establish Credibility: “I’ve helped other leaders like yourself overcome the same challenges”
3. Ask (Corporate): “Could I meet with you next week with a discussion document summarizing our conversation and how I can help you?”
4. Ask (Private Client): “Would you like to know what I think is holding you back?”
5. Tell: Describe the issue(s), link to your specific solution(s)
3.
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THE BASIC SKILL SET NEEDED:
Courage to contact people.
Ability to listen and
understand
A friendly, interested demeanor
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SALES EFFECTIVENESS IS A DISCIPLINE.
REPETITION - ROUTINE
© 2016 Reddin Global Inc.
THE KEY STEPS IN MAKING A COLD CALL
1.FIND PROSPECTS
Getting over the toughest
hurdle
2.BE GENUINELY
INTERESTED
Uncover and identify their needs. Don’t pitch
3.ASK PERMISSION TO PRESENT SOLUTION
Solve their problem with your solution
Questions?To ask our speakers a question, type your question into the Chat Panel located in the bottom right
portion of the screen.
Thank you for joining us today
@emersonsuitewww.emersonsuite.com
Future questions: [email protected]