Sales Calls: Getting back the basics to become a better salesperson
Hey, I’ve decided that I’m going to start blogging about sales here and there because it’s fun.
So I’ve got to go into every Cold Call with a Sandler Plan instead of just winging it.
I found this video, which is actually pretty good: https://youtu.be/KxsEv-kDgFw
Here’s the script:
“The key to cold calling is not caring what the outcome will be” Detach yourself from the outcome, because they aren’t rejecting me, they are rejecting the proposition.
Prospect: Hello, Frank speaking
Sales: Oh hello Frank, I’m going to be honest with you this is actually a cold call, would you like to hang up or let me have 30 seconds
Prospect: Depends what it’s about
Sales: Ah, okay so let me have thirty seconds, and if you dont’ want to talk to me at the end, we can end it there, sound fair?
Prospect: Yeah, fine, yeah
Sales: Alright, Frank so I typically get invited in by managing directors of successful and ambitious companies, but they have the honesty to recognize perhaps that sales is a bottle neck to growth and so they’re probably frustrated that their salespeople maybe are not motivated or reluctant to pick up the phone. Others are worried that perhaps, that’s not an issue, but when they do, if they listen to to them, they sound a bit cringe worth and they think to themselves “You know what I probably wouldn’t want to meet with that person” or that might be the case, it could the fact you’re a little concnered that they dont’ quality hard enough and as a reuslt you’re running around kissing frogs, meetingf the wrong sort of person and it’s having a knock-on effect. I get the feeling you’re probably gonna tell me that none of that applies in your world?
Prospect: No, I think you can always improve sales, that’s for certain. It’s the heartbeat of a business. Sorry, I didn’t catch your name.
— — -
So let’s stop here, what was that all about.
That was a pattern interrupt followed by his 30 second commercial.
So I need a 30 second commercial.
I’m selling appliance repair leads at the moment and I understand and regularly execute the pattern interrupt “this is a cold call” but I don’t do the agreement side of things.
So Here’s my script:
Cold Calling:
So this is broken down into 2 parts
Part 1 is the pattern interrupt, where they have a choice to either hang up or listen to your 30 second commercial.
Part 2 is the 30 second commercial which is made up of a couple different parts:
1. Establishing Authority (I typically get invited in by managing directors of successful and ambitious companies)
2. Poking for Pain
a. Poke #1: (they have the honesty to recognize perhaps that sales is a bottle neck to growth and so they’re probably frustrated that their salespeople maybe are not motivated or reluctant to pick up the phone)
b. Poke #2: (others are worried that perhaps, that’s not an issue, but when they do if they listen to them, they sound a bit cringe worthly and they think to themselves “You know I probably wouldn’t want to meet with that person”
c. Poke #3: (it could be the fact you’re a little concerned that they don’t qualify hard enough and as a result you’re running around kissing frogs, meeting the wrong sort of person and it’s having a knock-on effect.
3. Stripline (I get the feeling you’re probably gonna tell me that none of that applies in your world?
Ok, so my script for part 1:
Prospect: Hello, Frank speaking
Sales: Oh Hi Frank, I’m going to be terribly upfront with you — this is actually a sales call, would you like to hang up or give me a quick 30 seconds?
Prospect: (make a choice)
Part 2:
Sales:
1. Establishing Authority: Typically, I’m talking with Mr appliances owners, and other successful companies on how they can get more quality appliance repair calls
2. Poking for Pain
a. Poke #1: they have recognize that not all lead sources are created equal and finding the right one can be a bottleneck to their company growth
b. Poke #2: others are worried that the cost of the lead is so high that if they aren’t landing repairs, but instead only collecting service call fees that they’ll be underwater.
c. Poke #3: some are not so much worried about the cost of the leads, but frustrated with actually getting enough calls to build up a team of technicians so they can afford to spend some time with their family
3. Stripline: I get the feeling that none of these really apply to you in your world?
So that’s my 30 second commercial.
Let me get 20 calls to get good of it.
20 more calls to see the results of it.
We’ll see what we get!
