The real secrets of the top 20%

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The real secrets of the top 20
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Rules of Prospecting
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• Make a commitment
• Practice perfection
• Be prepared for objections
• Know your numbers
• Record yourself
• Listen
• Pre call plan scripting

4
Reflex Responses

• Im not interested
• Just send information
• Were happy
• Im too busy

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Im not interested

• Thats fine many of my best clients told me the
  same thing as well. But as they learned more
  about this saw the benefits, they were glad
  they took a few minutes. One thing they liked

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Im not interested

• I didnt expect you to be interested. You dont
  know enough about it yet. But I do know youre
  interested in benefit x

7
Just send information

• Before I do, I want to make sure youd be ready
  to act on it if you like it. Let me ask you
  (qualifying question on budget, DM process)

8
Just send information

• Sure and after you review the information, how
  soon are you going to make a decision?

9
Just send information

• Id be happy to. What other kinds of
  information, companies or solutions are you
  looking at now?
• And what do you like best so far?
• What has kept you from moving ahead with that?

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Were happy

• 2 meanings
• Blowing you off
• They are happy

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Were happy

• Thats what a lot of my current customers said
  before they learned more about ___. Just out of
  curiosity, what do you like most about your
  current (vendor, product, service)?

12
Were happy

• Thats excellent. Whenever you are getting a
  great product at a great price, you should never
  think about switching. Out of curiosity, how did
  you make your decision to go with them?

13
Were happy

• Im glad youre taken care of right now. ___,
  let me ask you something. If you ever found it
  necessary to get another (quote, point of view,
  vendor, information, etc.), could I be the first
  one in line to talk to you about some of your
  needs? Great. Ill go ahead and send you some
  of my contact information do me a favor and keep
  it with your ___ records so youll have it handy
  if you need some help with ___.

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Im too busy

• That is exactly why I called. I know how busy
  you are and I wanted to set an appointment when
  both of us will have more time to talk. Would
  Thursday at 2 pm work better for you?

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Getting Past the Gatekeeper
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Gatekeepers

• Top 3 techniques to eliminate screening
• Please use please
• Give your full name company name
• Use instructional statements

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Please use please

• Hi, could you please connect me with ___, please?
• Can I tell him whos calling?
• Yes, please tell him ___ w/ ABC Company is
  holding please. (not a fan of 3 pleases)
• Can I tell him what this is about?
• Yes, please tell him its about our upcoming top
  20 sales training please. May I hold while you
  put me through?

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Voicemail
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When to leave a voicemail

• When prospecting / cold calling?
• No
• When following up on an in-bound lead
• Yes
• When calling a prospect back?
• Yes
• When following up on a hot lead?
• Yes

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When leaving a voicemail

• Be specific
• Use a script
• State their problem offer a solution
• Describe how your solution has worked for others
  in their industry
• Never, ever leave more than 2 voicemails

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When leaving a voicemail

• Hi Barbara, Mike Brooks here with HMS Software.
  Im calling about your new office thats opening
  in Houston next month, and I wanted to provide
  you with some ideas that may help with your
  networking issues. We work with a lot of
  companies in the area and I think youll find it
  useful if we speak.
• You can reach my be calling (aaa) bbb-cccc. That
  number again is (aaa) bbb-cccc and ask for Mike
  Brooks. I look forward to speaking with you and
  thanks for returning my call.

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E-mail
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Using e-mail

• Use the prospects 1st name in the subject line
• Customize the message as much as possible
• Keep it short break sentences into short
  paragraphs.
• Always proofread before clicking Send
• Ask for a return response, whether they are
  interested or not
• Promise to follow up by phone if they dont
  respond

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Closing

• Chapter 4

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Listen Like a Detective

• Use a script
• Dont interrupt
• Pause
• Verbal cues
• Record yourself

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Preparing to Close

• Build rapport
• Buying is always based on emotion
• Find the buying motive
• Confirm objections have been addressed