Category Archives: Sales Messaging

How to Find Pain with a Cold Call Script

When you create your cold call script specifically geared to finding out what the pain and challenges are for each prospect, you can vastly improve how you generate leads. However, it’s tough to uncover that pain in just one quick cold call. Take advantage of every second you have on the phone to reveal paint points. Check out these tips to improve your approach.

Use pre-qualifying questions to determine pain
It’s a good idea to come up with a short list of pre-qualifying questions you can ask to find out if there is a match and if there is even a point to chatting further. Determining the level of fit means your questions should connect back to the pain you wish to address. Apply the following situation to your cold call script, in regards to resolving errors that are happening with supplier-submitted orders.

How often do you find errors coming up with the orders you are submitting to vendors?

The bottom line is, if your prospect doesn’t currently experience pain that your services or products can assist with, there’s really no point in carrying on the conversation and wasting everyone’s time. They likely won’t buy anything from you because they don’t inherently need what you’re selling. Listing the pain points you intend to address when developing your script means you can create a question for each point to determine pain.

Sharing examples

What often ends up happening is that the prospect won’t share any pain with you after you’ve gone through your pre-qualifying questions. But don’t fret, as there is another method to use. Why not share some examples of pain that other customers have experienced and see if those examples resonate with your prospect?

This is what you can say within your cold call script:

I understand. Well, many of the operations managers I’ve talked to say there are lots of errors within orders due to the time consuming nature of reviewing them and the inability to efficiently order the correct amount of materials. Can you relate to that?

When you approach the situation this way, you are giving them examples and encouraging them to outright agree with you or at least acknowledge that they happen. You may get any number of answers, all of which originate from a simple yes or no. Got anything close to a positive response? Go with it right away and ask more specifics. Find out all you can about their specific situation and what pain they experience on a daily basis. By capitalizing on that immediately, you’re increasing your chance of building rapport.

Let the experts at SalesScripter help you come up with a killer cold call script that reveals a prospect’s pain and promises results.


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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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3 Types of Value Propositions

A solid value proposition is essential to successful sales. You may think there’s just one perfect value prop solution but the truth is, there are multiple solutions at your disposal. This means that the value you offer to your various buyers can differ from one another, just like you would assist a manufacturing business in a different way than you would a retail one, for instance. You can also offer various value types according to each individual circumstance. Here, we’ll go over the three different types of value that you can offer your clients, each one with its own potential value proposition statement encompassing components ranging from improved performance to inventory and labor decreases. As you work your way up through each one, you open up a whole new set of resources with which to work, increasing your solution offerings to your clients.

The three different platforms on which you can deliver value include technical, business and personal. Let’s discuss each one in detail:

1. Technical
Technical value, at the low end of the spectrum, include the benefits and improvements you can offer for a more seamless operation in areas ranging from processes to systems to people. Check out these examples of value at the technical level:

  • Assisting a company in saving valuable time
  • Automating a variety of manual procedures and tasks
  • Improving the overall performance and reliability of system, processes or people

2. Business
Value will emerge at the business level once a company begins to realize value at the previous level. This is evident in elements of cost, revenue and service at the business level. Examples of business level value include:

  • Increases in revenue, market share, close rates and customer satisfaction levels
  • Decrease in inventory, labor and goods sold costs, as well as product delivery times


3. Personal
The two previous values can continue to rise up the ladder and affect clients on a personal level. You’ll find these elements as they pertain to income, career and work environments. Value at the personal level can be seen in the following examples:

  • Increased bonuses, promotions and commissions
  • Recognition of solid performance
  • Decrease in workload and therefore stress
  • Better balance between work and life

Once you realize the value you can offer clients at all the distinct levels as above, you can move between them all to generate various versions of value propositions to fit a variety of needs. Combining the points once you’re comfortable with all three levels can open up new possibilities in growing your overall strategy and dealings with each company.

To further develop and enhance your value prop, consult with SalesScripter today. We are happy to help all kinds of sales professionals realize their potential and generate their value proposition.


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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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How to Effectively Manage Your Sales Proces [video]

We all know what a sales process is. But have you really stopped to think about what your ideal sales process should be and what is the most optimum way to move prospects through it.

In this video and slide deck, Michael Halper from SalesScripter outlines a methodology for improving your ability to effectively manage deals through a sales process.


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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

More Posts - Website

Generate More Leads by Improving What You Say (Webinar Recording)

The Sales Growth Hub welcomes Michael Halper, founder and CEO of SalesScripter.com, to discuss how you can generate more leads by simply modifying what you say. We can easily fall into the trap of talking speeds and feeds pushing prospects away.

Halper will show you how to flip the script so that the words you say become powerful, engaging, and probing. By making the simple changes he recommends, your interactions with prospects will be more productive leading to an immediate improvement in your ability to generate leads.

In this workshop, you will learn how to:

– Build your value proposition
– Find prospect pain
– Better qualify prospects
– Get around objections
– And more!

 

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About Michael HalperHalper Headshot2

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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Sales Messaging Workshop

Having the right sales messaging is critical for positive sales growth. Sales messaging is essentially everything that is said to prospects. This is not just what is said over the phone, but also what is said while networking, in meetings, on websites, in emails, etc.

Not having a sales messaging strategy that is powerful, engaging, and clear to understand can be the difference between success and failure.

In this mini-workshop, Michael Halper from SalesScripter goes through a methodology that can be used for building out your sales messaging.

The SalesScripter methodology uses six primary pillars as its foundation:

Value: The value that your products and services deliver.

Pain: The challenges that your products or services help to resolve.

Qualify: The questions you ask to qualify or prequalify prospects.

Objections: What you say to respond to and get around objections.

Interest: What you say to build and trigger interest and curiosity.

Credibility: What you say to establish credibility.

 

Investing a little time in improving your sales messaging will help you to improve your sales growth.


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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

More Posts - Website

Focus on Sales Messaging to Drive Sales Growth

Information - CopyWhen looking to drive sales growth, an area that is often not looked at enough is sales messaging. Not only is this an area where small changes can lead to big results, but neglecting this area can be detrimental to a business and sales performance.

What is Sales Messaging?
Sales messaging is what a sales person will say to a prospect during the early stages of the sales process while trying to generate a lead and build interest. This includes both oral and written messages to the prospect and includes everything from what is said over the phone, at networking events, in meetings, and also in emails.

The Overlooked Areas of Sales Messaging
A very understandable response to this point for a sales manager or business owner is that there is already a strong focus on sales messaging. And what this commonly looks like is training sales people on the products that they sell and what the products do.

What can often be missing are the questions to ask and what to talk about with the prospect before you are ready to discuss products and solutions. When doing sales prospecting and trying to secure sales growth from new clients and net new customers, it is often too early to jump right into product information on the first conversation.

3 Areas to Focus
There are three areas to focus on and include in your sales messaging that can help you to increase your sales growth while prospecting.

1. Value Offered
Does your sales messaging clearly communicate the value that your products and services offer? More often than not the messaging focuses on what the products and services do. But this does not communicate the value offered. Value is what your products and services help your customers to do or to achieve.

By simply being sure to include the elements of value that your products offer to your sales messaging, you will stand to improve your sales growth results.

2. Pain Points Resolved
Does your sales messaging focus on the pain your products help to resolve? One of the main motivators and areas of interest for your prospects will be to fix the areas where things aren’t working well.

By simply discussing these areas in what you say when talking with a prospect or when sending an email can greatly improve your ability to both get their attention and get a response.

3. Qualifying Questions
When we think about sales messaging, we can often think primarily about the points that we make to explain what we do and what we have to offer. What is often left out and in many ways more important are the questions that we should be asking the prospect.

Any time spent talking with prospects is extremely valuable. Not only do you want to get the most out of each interaction and asking questions to extract information will help with this, but you also want to qualify the prospect to make sure that it makes sense to even keep talking. Including qualifying questions in your messaging will help with both of these.

Sales Growth Hub provides a one-stop shop of sales and marketing providers.


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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

More Posts - Website