Category Archives: Sales Prospecting

9 Keys to Writing a Good Cold Call Script

If you’re looking to boost the results you’re getting from prospects, there are many ways you can improve your cold call script.

1. Don’t say “How are you doing today?”
Your natural inclination as a sales person is to inquire how the prospect is doing at the start of the call in an attempt to sound friendly. However, your prospect knows nothing about you at this point in time and is reluctant to this approach. Don’t put them in a position of explaining how they’re doing to a complete stranger. In effect, you’re alienating yourself from the prospect, which is the opposite reaction you’re going for.

2. Confirm availability
Your prospects will always be busy, but if they’re really busy putting out fires at that moment, this isn’t the time to try to gain their attention for 2 to 5 minutes. Simply ask “Have I caught you in the middle of anything?” as part of your cold call script. This shows respect for their time and will help them open up.

3. Avoid sounding like a sales person
Your prospect’s guard will be at a medium level when they answer the phone, so be aware that anything you say will either increase or decrease that level. Sounding like a typical sales person will increase their guardedness and they will try to get rid of you quickly. Avoid this by minimizing product and company discussion at the start of your cold call script.

4. Make it all about them
Because we’re all a bit self-absorbed, formulate your call to focus on what you can do for them.

5. Encourage the prospect to talk
Focusing on the prospect is as simple as asking them questions in your cold call script, which will engage them in the conversation more and assist you in pulling out valuable information.

6. Ask pre-qualifying questions
When you pre-qualify the prospect, you can ask questions that extract information as to what’s happening on the prospect’s side. As a result, you also identify who they are and how they fit into the organization as well as the buying process.

7. Focus on the pain of the prospect
Solid pre-qualifying questions will uncover pain points that the prospect is experiencing at the moment. However,  the prospect might fail to provide you with the answer you want, so be sure to have a list of common pain points handy that many of your prospects or customers go through in your cold call script.

8. Keep the right goal in sight
It’s easy to come on strong and sell our products and services every time we chat with a prospect. However, the end result of a cold call should focus more on selling the next step in the sales process, which is usually an additional, more involved conversation, meeting or appointment before a purchase is actually made.

9. Build up interest
Yes, you must build up interest on the prospect’s side in your cold call script, but you only need to develop it enough to move on to the next stage of your sales process. Therefore, don’t go into too many details about your product and its features and functionality. Focus  on the value of your product, in particular the ROI, and share how your product differs from others out there currently. Make it clear the consequences to the prospect if they don’t make a change.

SalesScripter helps sales pros and sales managers to create a cold call script.


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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 Build Email Drip Campaigns that Convert Sales

How to Build Sales Campaigns that Sell Ebook

When a prospect says “No”, they are often saying “No, not right now.” As a result, it is important to find a way to stay fresh in the prospect’s mind so that they will think of you when the time is right for a purchase.

Email drip campaigns are one of the best ways to stay connected with your contacts and this ebook will show a complete methodology for how best to do that.

 

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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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Interviews from Inside Sales Leadership Summit 2014

The American Association of Inside Sales Professionals Leadership Summit was a great event so we thought we would provide a summary of what took place and provide some sound-bites of people who attended.

Probably what stood out the most was the quality of content and variety of topics that are extremely important business drivers for not only inside sales professionals but external ones as well.  All sales managers are faced with growing sales, recruiting good talent and accelerating the sales process.

The theme throughout the event was on leadership and training.  The guest speaker Lieutenant General (Retired) Dan Christman spoke about how values still matter.  It’s nice to see that with such a competitive economy that the best leaders of today still display characters such as trust, integrity and respect.

Beyond this there were many break-out sessions well worth attending.  Here were some of the topics covered in the conference:

  • Lead Nurturing
  • Sales Automation
  • Motivating your Team
  • Social Selling Tools
  • Sales Management Best Practices
  • Recruitment
  • Sales Acceleration

One of the best vendor activities was at the KnowledgeShift booth.  They were running a role-playing contest at their booth with our role-playing simulator Mobi-RolePlay™  and selected 3 winners who scored the highest.   This technology application was very impressive.   It’s designed to create customized automated role-plays.  Attendees could select from 1 of 3 role-plays to test out their selling skills.  The role-play most selected was trying to sell hair care products to Ron Burgandy from Anchorman — very funny.

Here are some sound bites from people who attended the conference.


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How to Focus on Prospect Pain to Generate Leads

Finding the pain or areas where challenges exist for a prospect is one of the key steps that leads to sales excellence. This is important for two reasons. First, finding a problem that your product will fix will be a path that leads to generating a lead and live sales opportunity.

But the other reason this is important is that if we do not look for pain and just focus on selling to everybody, we could end up not effectively qualifying prospects and this leads to chasing deals that have a very low probability of closing. This is where we find ourselves having a bad close rate and missing our projections in terms of closed business.

Pain can sometimes be tough to find as prospects might not admit to anything being wrong. And sometimes, they simply don’t know that the pain exists.

In this video, we will provide a methodology that breaks down the concept of pain and teaches you how to find pain that the prospect is having and put it front and center in the conversation.


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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.

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Micro-Marketing and Small Business Success

Micro-Marketing and Small Business Success

Micro-Marketing is a relatively new concept and best-practice usages are continuing to evolve. Bill Corbin is an early pioneer who has developed both a framework for understanding micro-marketing and a guide for putting it to work “in the trenches” of everyday sales and marketing. The result can be a game-changer for many small business or field sales teams.

Although Corbin refers to his Enfront experience, the read is valuable as general education in one of marketing’s emerging disciplines.

 

 

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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 Build Sales Campaigns that Sell

How to Build Sales Campaigns that Sell Ebook

Every company has something to sell. And there are usually teams of both sales and marketing resources that are tasked with trying to figure out the best ways to increase sales. The more coordinated these resources work in terms of the strategic direction and what is communicated, the more successful the organization will be as a whole.

One way to get everybody on the same page is to build and launch a sales campaign. In this ebook, we will outline some principles that can be applied to improve the effectiveness of  your sales campaigns.

 

You may Download a FREE copy. Fill in the below form and get a download link


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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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Use Sales Role-Play to Improve Your Sales Results

A professional athlete will practice and go through drills ahead of going into the game or a competition. A professional sales person can benefit from preparing in the same way.

In this video, we show a way that you can practice your pitch. By simply being a little more prepared, you will greatly improve your prospecting and lead generation.



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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 Ingredients To Sales Growth

Critical to consistent sales growth is the ability to generate leads. This can often seem daunting to a business or sales person.

In this webinar, we outline a easy to implement, and repeatable process, that can help anyone to generate leads and drive 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.

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Grow Sales with Emails Ebook

Grow Sales with Emails Ebook

 

7 Easy Ways Sales Teams Win with Email Marketing.  Learn simple techniques to engage with more customers and super charge your sales efforts by creating simple email marketing pieces.

 

 

You may Download a FREE copy. Fill in the below form and get a download link


Your Name (required)

Your Email (required)


Google

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