[webinar] make small talk track changes - see big sales iimprovements
TRANSCRIPT
Make Small Talk Track Changes – See Big Sales Improvements
Michael Halper Founder and CEO - SalesScripter
Three Key Assumptions
1. People don’t enjoy being sold to
2. The thing you care about most is you
3. Prospects get sold to a lot
Two Changes to Make
1. Don’t sound like a salesperson
2. Focus more on them than you
Some Examples
Thanks for connecting. A lot of new things are going on with my company and I would like to share them with you in the near future.
We help business owners acquire financial freedom in their business through coaching, training and personal development. I welcome the opportunity to work with you.
Some Examples
Hi Michael,XXX specializes in accounting and financial services at affordable rates.
We have experienced CPAs, and staff to handle all your bookkeeping, financial and tax needs.
We offer per hour as well as dedicated outsource staff at a lower payroll cost then any in-house staff.
Take advantage of our current 30% off any service, ends July 30, Book keeping rates start at $15/hr(after discount).Free trial, if you are not satisfied after 10hours of work, then you don't pay.Call us at XXXXXXXXXX
Some Examples
Hey,
I would like to introduce myself as a part of XXXX - A leader in data driven marketing solutions. If you're looking to acquire new customers or launch a new product or expanding your target market, you can gain access to all relevant databases from our repository of more than 32 million datasets worldwide.
Do, let me know a good time to connect over the Phone and Email to discuss further strategies for your business.
We also provide Integrated Marketing Solutions like:SEO (Search Engine Optimization)Digital MarketingEmail MarketingWeb DevelopmentEmail AppendingData Provisioning360 Degree ProfilingEmail Verification & validationMultichannel Prospect ListsHTML Design/Creative ServicesMarket ResearchEvent Marketing ServicesCRMSales Lead
Some Examples
I hope everything is going great and thank you for connecting with me! I wanted to reach out and ask how you are handling your payroll and HR for your company? I am sure you have everything taken care of, but if there is any opportunity for myself and XXXXXX to earn your business, I would love to talk with you about what myself and XXXXXXX has to offer a business your size.
I can be reached at XXXXXXXXX or XXXXXXXXX. What is the best way to reach you? I look forward to hearing from you!
Some Examples
Hi Michael ,
On behalf of my team at XXXXXXXX, it would be a pleasure if you would allow us to help you expand the reach of your business through multi-channel marketing such as;
- Appointment Setting- Telemarketing / Voice Campaign- Email and Social Media Marketing- Database Services with some value-added services.
If you would like to know more about our services, as well as pricing and how our services work, drop us a message with your number to reach you best or book an appointment online;
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Why do we do this?
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What we say when talking with prospects
Very inward focused – me, my product, my company
• Foundation of knowledge• Focus of training• Wealth of experience• Where we have interest• What leads to us getting
paid
• Introductions• Cold calls• Emails• Networking• Company website• Social media• Presentations
It is what we are trained to do
Inte
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An Alternative ApproachV
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Prospect Focused
What we say when talking with prospects
• Get outside your comfort zone
• Identify how you help • Focus on the problems
that you solve
• Introductions• Cold calls• Emails• Networking• Company website• Social media• Presentations
Inte
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What is Value
• Transfer of an intangible attribute from one party to another that has a positive net worth
• It is not your product, it is what your product helps your clients to do or to achieve
• Examples:– Making something work better – Helping to save time– Helping to make money– Proving valuable information– Making someone’s day easier
Three Levels of Value
Technical Value
• Processes• Systems• People
Automation of manual processesImprove performanceDecrease time to perform workImprove reliability
Business Value
• Revenue• Costs• Services
Improve revenue / market share / close rateDecrease cost of goods sold / labor costImprove delivery of services
Personal Value
• Income• Career• Workload
Increased bonuses, commissionsRecognition and promotionsDecreased/increased workload
Creating a Value Statement
Short and Sweet Template
We help [target prospect] to [insert technical, business, or personal value].
We help businesses to improve their ability to effectively manage their inventory levels.
We help CFO’s to decrease cost of goods sold and administrative time.
Creating a Value Statement
Connect Technical Value with Business Value Template
We help [target prospect] to [technical value] and this often leads to [business value].
We help businesses to improve their ability to effectively manage their inventory levels and this often leads to a decrease in cost of goods sold as well as administrative time.
Creating a Value Statement
Connect the Product with Value Template
We provide [insert product] and this helps [target prospect] to [insert technical or business value].
We provide inventory management software and this helps businesses to improve their ability to effectively manage inventory levels.
We provide inventory management software and this helps CFO’s to decrease their cost of goods sold and decrease administrative time.
Messaging Workflow
Your Product
1. Inventory management software
Your Value
1. Decreases time spent ordering
2. Increases ordering accuracy
3. Decreases time gathering information
Product Value
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What is Pain
• Something not working well – Causing a negative impact
• Something could be working better – Results are not as good as could be
• Are things great, good, ok, or could be better ?– Great or good: probably no pain– OK or could be better: likely pain
Three Levels of Pain
Technical Pain
• Processes• Systems• People
Slow, broken, or manual processesPoor system or employee performanceLack of reliability
Business Pain
• Revenue• Costs• Services
Low revenue / market share / close rateHigh cost of goods sold / labor costPoor delivery of services
Personal Pain
• Income• Career• Work Environment
Low bonuses, commissions, compensationNo recognition, no promotions / career pathHigh workload, poor work–life balance
Messaging Workflow
The Pain You Resolve
1. Spending too much time ordering
2. Ordering errors are occurring
3. Difficult and time consuming to gather information, no visibility
Your Value
1. Decreases time spent ordering
2. Increases ordering accuracy
3. Decreases time gathering information
Product Value Pain
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What is Qualifying
• Assessing prospects in two areas:1. How well they fit with what you have to offer
2. How likely they will be to purchase
• Performed two ways– Researching the prospect– Asking good questions
2 Step Qualifying Process
Step 1 – Pre-Qualifying
• To make sure it makes sense to meet and keep talking
• Takes place in first contact
Step 2 – Qualifying
• Identify if you can consider the prospect and lead are real
• Takes place in first meeting
Messaging Workflow
The Questions to Ask
1. How concerned are you about the time it takes to produce orders?
2. How often are there errors with the orders that are processed?
3. Do you feel like you have access and visibility to the information that you need ?
The Pain You Resolve
1. Spending too much time ordering
2. Ordering errors are occurring
3. Difficult and time consuming to gather information, no visibility
Product Value Pain Qualify
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Building Interest
• High level product/service details
• Connect pain with value
• Communicate ROI
• Explain differentiation
• Share client story
• Paint a picture of the future state
• Discuss impacts of doing nothing
• Share company facts
Messaging Workflow
Product Value Pain Qualify
Building Interest Points
1. Have helped our clients to decrease inventory cost by between 20 to 30% in first 12 months
2. Purchased paid for itself within 18 months
Interest
Your Value
1. Decreases time spent ordering
2. Increases ordering accuracy
3. Decreases time gathering information
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Establishing Credibility
• Name Dropping
• Storytelling
• Lack of Availability
• Lack of Neediness
• Picture of Consensus
Messaging Workflow
Product Value Pain Qualify
Name Drop
1. We provide d inventory management software to Johnson Materials.
2. This helped them to reduce time spent ordering by 50%.
3. That lead to s reduction of warehouse managers and a decrease of labor cost of 17%.
Interest Credibility
Your Value
1. Decreases time spent ordering
2. Increases ordering accuracy
3. Decreases time gathering information
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What are Objections
• I am busy right now.
• Who are you with?
• What is this in regards to?
• I am not interested.
• Just send me some information.
• We already use somebody.
• We are not looking to make a change right now.
• We do not have budget/money to spend.
Building an Objections Map
• Tool to build to use as a guide for dealing with objections
• List out anticipated objections
• Formulate best responses
• Can include redirects and overcome responses
Messaging Workflow
Product Value Pain Qualify Objections
Objection Responses1. How concerned are you about
the time it takes to produce orders?
2. Spending too much time ordering
3. Decreases time spent ordering
4. Decrease inventory cost by 20 to 30%
5. We helped Johnson Materials…
The Value You Offer
The Pain You Resolve
The Questions You Should Ask
Your Building Interest Points
Your Name Drop Statement
Interest Credibility
SalesScripter
What do you sell? ___________
How does it help? ___________
What problems do you fix? ___________
What questions should you ask? ___________
SalesScripter
SalesScripter
If You Want More Help
• https://www.youtube.com/user/LaunchPadSol• Or search Sales Scripter• Over 130 videos• Sales Prospecting 101 Training Program• Webinars• Sales Tips• SalesScripter demo videos• Subscribe
Step 1 – Go to our YouTube Channel
If You Want More Help
• Five ebooks – Found at https://salesscripter.com/ebooks/– Do’s and Don’ts of Cold Calling– How to Get around Cold Call Objections– How to Build a Value Proposition that Generates
Leads– How to Build Sales Campaigns that Sell– How to Build Email Drip Campaigns that Convert
Sales
• The Cold Calling Equation – PROBLEM SOLVED– Found at http://
www.amazon.com/The-Cold-Calling-Equation-Problem/dp/1468173545
Step 2 – Get One of Our Books
If You Want More Help
• Free 30 day trial– Found at https://salesscripter.com/members/signup
• Scripter Walk-Through– 2 hour coaching session– We answer all of the questions with you– Included with an annual subscription
Step 3 – Sign up for SalesScripter Trial
If You Want More Help
• One-on-one Sales Coaching
• Sales Consulting– Script development– Strategy development– Sales process development
• Sales Training– Custom sales training programs– Content aligned with your information in SalesScripter– Delivered virtually or in-person
Step 4 – Contact us for Coaching, Consulting, or Training
Questions?
David Droogleever
Co-Founder and CSO
Pipeline Nitro
www.pipelinenitro.com
Michael Halper
Founder and CEO
SalesScripter
www.salesscripter.com