How to Create a Good Telemarketing Script
•Als PPTX, PDF herunterladen•
3 gefällt mir•4,409 views
Making outbound phone calls to cold prospects is one of the most challenging sales activities. But there are some key things that you can do (and not do) to make it both easier and more productive. We discuss those and how to create a telemarketing script in this webinar "How to Create a Good Telemarketing Script".
Empfohlen
Empfohlen
Weitere ähnliche Inhalte
Mehr von SalesScripter
Mehr von SalesScripter (20)
Kürzlich hochgeladen
Kürzlich hochgeladen (20)
How to Create a Good Telemarketing Script
- 1. How to Create a Good Telemarketing Script Michael Halper Founder and CEO SalesScripter
- 4. Prospects are busy Prospect’s get a lot of sales calls Prospect’s are guarded You have a lot of information to share You only have a couple of minutes Prospect’s are likely not in “buying” mode Challenges
- 5. “How are you doing today?” “Is this a good (or bad) time to talk?” “Are you busy right now?” “Do you have a minute to talk?” “Have I caught you in the middle of anything?” “Hi Mary, this is Michael Halper from SalesScripter.” Sounds like a salesperson Weak frame of mind Respects prospect Buys you 2 to 5 minutes Assumes familiarity Pattern Interrupt
- 6. Prospects are busy Prospect’s get a lot of sales calls Prospect’s are guarded You have a lot of information to share You only have a couple of minutes Prospect’s are likely not in “buying” mode Challenges
- 7. Everything you say and do will either increase or decrease the level of guardedness
- 8. Try to avoid sounding like a salesperson that is trying to sell something.
- 9. Try to sound more Like a business person, consultant, or advisor.
- 10. Soft Disqualify “I am not sure if we are a good fit for you.” “I am not sure if you all need what we provide.” “I am not sure you are the right person to speak with.”
- 11. Prospects are busy Prospect’s get a lot of sales calls Prospect’s are guarded You have a lot of information to share You only have a couple of minutes Prospect’s are likely not in “buying” mode Challenges
- 13. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
- 14. Product Gym Membership Treadmills Weights Classes Personal Training Lap pool Sauna Steam room Yoga Studio
- 15. Product Benefits Lose weight Get healthier Get on and stay on a workout schedule Transition to a healthier lifestyle Feel better Become more attractive Improve self-confidence Decrease stress Become happier Gym Membership Treadmills Weights Classes Personal Training Lap pool Sauna Steam room Yoga Studio
- 16. Product Benefits Lose weight Get healthier Get on and stay on a workout schedule Transition to a healthier lifestyle Feel better Become more attractive Improve self-confidence Decrease stress Become happier Problems Need to lose weight and get in better shape Not healthy and do not feel good Difficult to get on and stay on a workout schedule Do not feel good and often get sick Not happy with physical appearance Do not have a very good self-image and level of self-confidence Often feel stressed and depressed Gym Membership Treadmills Weights Classes Personal Training Lap pool Sauna Steam room Yoga Studio
- 17. Product Benefits Lose weight Get healthier Get on and stay on a workout schedule Transition to a healthier lifestyle Feel better Become more attractive Improve self-confidence Decrease stress Become happier Problems Questions Need to lose weight and get in better shape Not healthy and do not feel good Difficult to get on and stay on a workout schedule Do not feel good and often get sick Not happy with physical appearance Do not have a very good self-image and level of self-confidence Often feel stressed and depressed Gym Membership Treadmills Weights Classes Personal Training Lap pool Sauna Steam room Yoga Studio How do you feel about your physical appearance or level of fitness? How important is it for you to lose weight or get in better shape? Have you ever had difficulty getting into a routine of working out? How do you feel about your overall level of health or how you generally feel on a daily basis? How would you describe your image of yourself or your level of self-confidence? How often do you find yourself stressed out or depressed?
- 18. Product Benefits Lose weight Get healthier Get on and stay on a workout schedule Transition to a healthier lifestyle Feel better Become more attractive Improve self-confidence Decrease stress Become happier Problems Questions Example Need to lose weight and get in better shape Not healthy and do not feel good Difficult to get on and stay on a workout schedule Do not feel good and often get sick Not happy with physical appearance Do not have a very good self-image and level of self-confidence Often feel stressed and depressed Gym Membership Treadmills Weights Classes Personal Training Lap pool Sauna Steam room Yoga Studio How do you feel about your physical appearance or level of fitness? How important is it for you to lose weight or get in better shape? Have you ever had difficulty getting into a routine of working out? How do you feel about your overall level of health or how you generally feel on a daily basis? How would you describe your image of yourself or your level of self- confidence? Helped a 35 year old man to lose 40 pounds. He ended up getting a new job, a new girlfriend, and says he is happier than he has ever been.
- 19. Product Benefits Lose weight Get healthier Get on and stay on a workout schedule Transition to a healthier lifestyle Feel better Become more attractive Improve self-confidence Decrease stress Become happier Problems Questions Example Need to lose weight and get in better shape Not healthy and do not feel good Difficult to get on and stay on a workout schedule Do not feel good and often get sick Not happy with physical appearance Do not have a very good self-image and level of self-confidence Often feel stressed and depressed Gym Membership Treadmills Weights Classes Personal Training Lap pool Sauna Steam room Yoga Studio How do you feel about your physical appearance or level of fitness? How important is it for you to lose weight or get in better shape? Have you ever had difficulty getting into a routine of working out? How do you feel about your overall level of health or how you generally feel on a daily basis? How would you describe your image of yourself or your level of self- confidence? Helped a 35 year old man to lose 40 pounds. He ended up getting a new job, a new girlfriend, and says he is happier than he has ever been.
- 20. Prospects are busy Prospect’s get a lot of sales calls Prospect’s are guarded You have a lot of information to share You only have a couple of minutes Prospect’s are likely not in “buying” mode Challenges
- 21. I am not interested. We do not have budget right now. We aren’t looking at making any changes right now. We already use somebody for that. Call me back in X months. Just send me your information.
- 22. Don’t Sell the Product, Sell the Meeting Stage GoalsInitial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-Qualify Gather high-level information Build interest in having conversation Schedule the Appointment Pre-Qualify (Cont.) Hard Qualify Gather detailed Information (Discovery) Build interest in meeting Schedule the Presentation Sell Product Map out Next Steps Close (Sale or agreement to move forward)
- 23. Call Blueprint Target Prospect Introduction “Hello Mary, this is Michael Halper, calling from Max Gym. Have I caught you in the middle of anything?” Target Prospect Introduction Elevator Pitch Qualifying Questions Common Pain Examples Brief Company and Product Info Close Disqualify Statement
- 24. Call Blueprint Elevator Pitch Great. The Purpose of my call is that we help individuals to: • Lose weight • Get healthier • Get on and stay on a workout schedule • Transition to a healthier lifestyle • Feel better • Become more attractive • Improve self-confidence • Decrease stress • Become happier Target Prospect Introduction Elevator Pitch Qualifying Questions Common Pain Examples Brief Company and Product Info Close Disqualify Statement
- 25. Call Blueprint Disqualify Statement (Choose one of the following) • I actually don't know if you need what our services provide so I just had a question or two. • I actually don't know if you are a good fit for what we provide so I just had a question or two. • I don't know if you are the right person to speak with but I have just a couple of questions. Target Prospect Introduction Elevator Pitch Qualifying Questions Common Pain Examples Brief Company and Product Info Close Disqualify Statement
- 26. Call Blueprint Qualifying Questions • How do you feel about your physical appearance or level of fitness? • How important is it for you to lose weight or get in better shape? • Have you ever had difficulty getting into a routine of working out? • How do you feel about your overall level of health or how you generally feel on a daily basis? • How would you describe your image of yourself or your level of self-confidence? Target Prospect Introduction Elevator Pitch Qualifying Questions Common Pain Examples Brief Company and Product Info Close Disqualify Statement
- 27. Call Blueprint Share Some Common Problems Oh, OK. Well, as we talk with other individuals, we notice that they often have challenges with: • Need to lose weight and get in better shape • Not healthy and do not feel good • Difficult to get on and stay on a workout schedule • Do not feel good and often get sick • Not happy with physical appearance • Do not have a very good self-image and level of self- confidence • Often feel stressed and depressed Target Prospect Introduction Elevator Pitch Qualifying Questions Common Pain Examples Brief Company and Product Info Close Disqualify Statement
- 28. Call Blueprint Share Brief Company and Product (Pre- Close) Well, that is one of the reasons why I am reaching out as it sounds like we might have a productive conversation. • Product details • Benefits • ROI • Name drop • Differentiation • Picture of a future state • Threats of doing nothing Target Prospect Introduction Elevator Pitch Qualifying Questions Common Pain Examples Brief Company and Product Info Close Disqualify Statement
- 29. Call Blueprint Close But I have actually called you out of the blue and I would like to learn more about you. Can we schedule a brief 15 to 20 minute meeting where we can discuss your goals and challenges and share some examples of how we have helped people like you to transform their lives.. Target Prospect Introduction Elevator Pitch Qualifying Questions Common Pain Examples Brief Company and Product Info Close Disqualify Statement
- 31. SMART Sales System Sales Methodology Software Platform Professional Services
- 32. SMART Sales System Sales Methodology Software Platform Professional Services
- 33. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
- 34. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation
- 35. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
- 36. • By creating clarity for what to say and do, we will help you (your salespeople) to be SMART. • By asking good questions, you will appear SMART. • By appearing SMART, you will be able to make a better impression with the prospects you talk to. • Having more information will make you SMART and this will help you to make better decisions regarding what you do with your time and the prospects your pursue. • By making SMART decisions, you will be more able to use your time wiser and get the most out each day and week. • By being SMART, you will position yourself to sell more and your job will be easier and less stressful. SMART Sales System
- 37. SMART Sales System Pricing • Software - $49 per user per month (40% discount for annual subscription) • Sales Training – No cost on YouTube • Scripter Walk-Through (2 hour engagement to create your pitch) - $200 For $249, you will get a full library of sales scripts, emails, and tools
- 38. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter