Category Archives: Sales Scripts

How to Get Around Prospect Objections (Video)

You are guaranteed to face objections when prospecting for new business. Any of these sound familiar?

  • I am busy right now.
  • What is this call in regards to?
  • I am not interested.
  • We already use somebody for that.
  • We are not looking to make any changes.
  • We do not have money to spend.
  • Just send me your information.
  • We do not have money to spend right now.

You will face those same objections again and again. And you can add to that list a few objections that are specific to your business.

What do you do when those come up? Do you know how to respond and what to do in order to not get completely shut down?

If you are not sure, check out this training module on how to get around prospect objections. It will provide a methodology that you can easily implement that will give you clarity on exactly what to do when any objections come up.

By simply improving your skills in this one area, you will immediately improve your 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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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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How to Defuse Someone’s Guard with a Cold Call Script

When you cold call your prospects, it stands to reason they will be guarded in their initial reaction. However, you can break through this wall with some small yet powerful objectives within your cold call script to diffuse any guardedness you may feel on the other end of the line.

Sound like a real person

This is to say: don’t come off like a sales person. Your prospect deals with people like you every day. Stand apart from the rest and just sound like a regular Joe. Running right into your sales pitch will increase their guard — a way of protecting themselves from a situation in which they are being asked to buy something.

Don’t talk about your product right away
One way you can achieve this is to forget about launching into the many benefits of your product and why it’s so great. Ditch the sales tactics at the start of the call, which may resemble this:

Hi, I’m with XYZ Corp and we are number one when it comes to calibrated injection systems.

Right about now, your prospect is thinking:

Great. I’m stuck talking to this guy who’s trying to get me to buy some kind of calibrated injection system that I don’t need right now. I’m so busy. How can I get off the phone??

Focus on value

Instead of touting the product you’re selling, try focusing on how it will help the prospect. You could try:

Hi there. The reason I’m calling is that our company helps manufacturers like you cut down on disruptions caused by system failures.

Changing your approach in this small way can really make an impression, as you avoid the triggers that cause guardedness and instead pique their curiosity.

Make sure they have the time to take your call

Always make sure your prospect is available to chat with you at that moment. This shows you respect and value their time and will only proceed with their explicit permission. This will buy you some more time — probably between two and five minutes. You’ll find that the prospect is more likely to open up to you than if you were to simply forge ahead with your sales call unsolicited.

How to ask the all-important question

Avoid this approach to your prospect when asking for permission:

Are you busy right now?

Particularly when calling for B2B purposes, always assume your prospect is busy. Everyone’s busy all the time. You’re setting yourself up for an answer to that question like:

Why yes, I am!

Make a tiny change in that approach and say something like this in your cold call script:

Did I catch you in the middle of anything?

This makes a better impact because not only does it confirm their availability, it also gives you a temperature reading on the state of their business at the moment. You’re showing them that yes, you know they’re busy, but you want to know if they’re engrossed in a project they can’t come away from. This also shows a level of casual friendliness that invites further chit chat.

Turn to SalesScripter to help you develop a powerful 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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Components of Good Cold Call Scripts

Making good cold call scripts stand head and shoulders above the rest can be easy provided you know how to go about it.

Value Statement

Take a look at your value statement and then consider your cold call script. Is it included? Is there a statement that speaks to the value you offer? This only needs to be one sentence — enough to communicate your service. Because most call scripts contain an introduction statement, you may be tempted to include details about what your company sells or provides. Here are two examples:

“We sell software to help with your systems management.”
“We are number one in risk management consulting.”

While these statements say something about what you offer, these aren’t technically value statements because they don’t touch on the value you plan to deliver to the client. You need to explain briefly how your client’s processes will improve when they utilize your services.

When beginning cold call scripts with a specific value statement, you achieve a couple of key results. First off, because you’re not mentioning the product or service immediately, you’re reducing any guardedness your client may have. Second, you are generating a little mystery around your product, with the goal to pique the client’s interest and curiosity further.

Pre-Qualifying Questions

Oftentimes, when considering what to say when dialing the phone, you may wonder how you should describe the product so the prospect will want to buy it. This poses a challenge because you have a lot to impart but not a lot of time to do it — one or two minutes at the most. This is also a very selfish way of thinking because it’s only describing what you offer, not how the prospect will benefit from it.

Instead, consider some insightful questions you could ask that will draw out responses from the prospect. When you do this, you are engaging the person on the other end of the phone and you actually end up with some pretty great information. Therefore, you should come up with questions that pre-qualify the prospect by finding out if they are running into problems in their daily operations that your product or service could provide a solution for.

Examples of Common Pain
Your goal with pre-qualifying questions must be to detect the pain your prospect is currently dealing with. However, this isn’t as easy as it sounds, because often times, prospects don’t give up that information readily. You have to work for it. In this case, provide the prospect with example of problems that other companies go through. By sharing these common pain points, you are encouraging the person to sympathize. Have these examples ready before you make that call.

Build Points of Interest

At some point in the call, you’ll have to work to build up interest in the prospect so that you can progress to the next step in the sales lifecycle. This is when you typically may bring up the features and functionality of your product or services. However, to really have the most impact, create statements in your cold call script that illustrate how you have helped previous customers, along with proven ROI you have facilitated and what makes you stand apart from your competitors. You may also want to mention what will happen if the prospect stays with his current situation, contrasting that with how much your product could improve his situation.

Turn to SalesScripter to help you and other sales pros develop the most impactful cold call scripts possible.



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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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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 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

How to Get Around Prospect Objections

You are likely to face prospect objections at every stage of the sales cycle. But they are more frequent and more challenging early in the process when you are just trying to get a meeting or generate a lead. Do you have an approach for how to get around them? If not, check out this video. We go through a process that will not only help you to be more prepared ahead of time, but also to know how to respond so that you keep conversations going. By simply spending a little time in getting better in this one area, you will likely see an immediate improvement in your results.

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

Demonstration of Using a Cold Call Script

Some sales people will say that it is not good to read from a cold call script when prospecting. They are 100% correct in that reading from a script will make you sound very junior in terms of your sales experience.

But this does not mean to not use a cold call script at all. Here is a demonstration of how to use a script as a guide and more of an outline of what to say and ask when sales prospecting.

 



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Interview Questions

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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