Getting your foot in the door of new accounts is the most difficult step of the sales process. In this webinar recording and slide deck we provide a process for how to do that. You can watch the video fo this presentation on our blog or youtube channel here https://salesscripter.com/how-to-get-your-foot-in-the-door-of-new-accounts/
11. 1. Identify the product you want to lead with
2. Identify the target buyer type
3. Build your message
4. Find contacts
5. Send emails
6. Make calls
12.
13. Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits (Value)
Common problems (Pain Points)
Questions probing for problems (Pain Questions)
Customer examples (Name Drop)
Features, Differentiation, ROI, bragging points,
etc. (Product / Company)
Goal: Starting conversation
(close for next step)
14. Product Target Value Pain Points Pain Questions
Name DropProduct Details
Company Facts
16. How to Be a Consultative Salesperson
https://salesscripter.com/what-is-consultative-
selling-and-how-to-be-a-consultative-salesperson/
More info on consultative selling:
21. How to Make Cold Calling Easy
https://salesscripter.com/how-to-make-cold-
calling-easy/
More info on creating your call script and cold calling:
22. 1. Identify the product you want to lead with
2. Identify the target buyer type
3. Build your message
4. Find contacts
5. Send emails
6. Make calls
23. 1. Purchase a list / contacts
2. Mine existing CRM data
3. Company website
4. Main switchboard / gatekeeper
5. LinkedIn
24. Getting Email Addresses
[First Name]_[Last Name]@websiteaddress.com
[First Name].[Last Name]@websiteaddress.com
[First Name]@websiteaddress.com
[Last Name]@websiteaddress.com
[First letter on first name][Last Name]@websiteaddress.com
[First Name][First letter of Last Name]@websiteaddress.com
[First Name][Last Name]@websiteaddress.com
[Last Name][First Name]@websiteaddress.com
[Last Name].[First Name]@websiteaddress.com
[Last Name]_[First Name]@websiteaddress.com
First Name]-[Last Name]@websiteaddress.com
[First letter on first name]-[Last Name]@websiteaddress.com
First Name]-[First letter of Last Name]@websiteaddress.com
[First letter on first name].[Last Name]@websiteaddress.com
First Name].[First letter of Last Name]@websiteaddress.com
[First letter on first name]_[Last Name]@websiteaddress.com
First Name]_[First letter of Last Name]@websiteaddress.com
26. 1. Identify the product you want to lead with
2. Identify the target buyer type
3. Build your message
4. Find contacts
5. Send emails
6. Make calls
29. 1. Identify the product you want to lead with
2. Identify the target buyer type
3. Build your message
4. Find contacts
5. Send emails
6. Make calls
33. How to Effectively Use Voicemail as a
Sales Prospecting Tool
https://salesscripter.com/portfolio-items/sales-
prospecting-module-10-how-to-deal-with-voicemail-
when-prospecting/
More info on how to best use voicemail:
37. CXO (CIO, CFO, CEO, COO)
VP of [department] (IT, HR, Finance, etc.)
Director of [department]
Manager of [department]
User/front-line worker
Vertical Movement
Organizational Movement
39. CEO
HR
VP of HR
Director of HR
HR Manager
HR Specialist
Finance
CFO (Chief Financial
Officer)
VP of Finance
Director of Finance
Finance Manager
Accountant
Marketing
CMO (Chief
Marketing Officer)
VP of Marketing
Director of Marketing
Marketing Manager,
Marcomm Manager,
Product Manager
Sales
VP of Sales
Director of Sales
Sales Manager
Sales Rep, Account
Manager
IT
CIO (Chief
Information Officer)
VP of IT
Director of IT
IT Manager
Engineer
Operations
COO (Chief
Operations Officer
VP of Operations
Director of
Operations
Operations Manager
Engineer
Organizational Movement
40.
41. • I am busy right now.
• What is this in regards to?
• Is this a sales call?
• I am not interested.
• Just send me some information.
• We already use somebody for that.
• We are not looking to make any changes right now.
• We do not have budget/money to spend.
• Call me back in X months.
42. Sales Objection Rebuttals that Defuse
Common Sales Objections
https://salesscripter.com/sales-objection-
rebuttals-that-defuse-common-sales-objections/
More info on how to get around objections:
43. How to Consistently Get Around
Gatekeepers When B2B Cold Calling
https://salesscripter.com/how-to-consistently-get-
around-gatekeepers-when-b2b-cold-calling/
More info on how to get around gatekeepers:
44. Summary
Have a good message
Hit the prospect many times in many ways
Automate your efforts
Track and collect data
Make targeted calls
Use a call cadence and organizational movement
Prepare for objections
Prepare for gatekeepers
47. Cold Calling
Objections
Gatekeepers
Sales Messaging
Voicemail
Qualifying
Closing
Sales Process
Rapport
Building Interest
Cold Emailing
Setting Appointments
Building Credibility
Call Cadence
Methodology
Salesperson
Manager
Cold Calling Scripts
Objection Responses
Key Questions
Marketing Tools
Voicemail Scripts
Meeting Scripts
Email Templates
Software Platform
CRM
Email Automation
Resources and
Services
Books
Training Videos
One-on-One Coaching
Sales Consulting
Live Sales Training
Completely
Aligned
2 Part System
48. Cold Calling
Objections
Gatekeepers
Sales Messaging
Voicemail
Qualifying
Closing
Sales Process
Rapport
Building Interest
Cold Emailing
Setting Appointments
Building Credibility
Call Cadence
Methodology
Salesperson
Manager
Cold Calling Scripts
Objection Responses
Key Questions
Marketing Tools
Voicemail Scripts
Meeting Scripts
Email Templates
Software Platform
CRM
Email Automation
Resources and
Services
Books
Training Videos
One-on-One Coaching
Sales Consulting
Live Sales Training
Completely
Aligned
Only Use the Methodology
49. Cold Calling
Objections
Gatekeepers
Sales Messaging
Voicemail
Qualifying
Closing
Sales Process
Rapport
Building Interest
Cold Emailing
Setting Appointments
Building Credibility
Call Cadence
Methodology
Salesperson
Manager
Cold Calling Scripts
Objection Responses
Key Questions
Marketing Tools
Voicemail Scripts
Meeting Scripts
Email Templates
Software Platform
CRM
Email Automation
Resources and
Services
Books
Training Videos
One-on-One Coaching
Sales Consulting
Live Sales Training
Completely
Aligned
Only Use the Software
50. 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
Before we go any further, let’s clearly discuss what objections are.
Objections are a prospect’s best weapon when they answer your cold call. They are statements or questions that the prospect will throw at you and they are like mini stops signs that the prospect will hold up. They use to try to take a control of the call and take it in a direction of their choosing. And if they begin to feel like you are selling something when they are not looking to buy, they will want try to end the call and will use objections to get there as soon as possible.
Now let’s take a look at common objections and ones that you are just about guaranteed to run up against.
I am busy right now. Who are you with?
What is this in regards to?
I am not interested.
Just send me some information.
We already use somebody.
We are not looking to make a change right now.
We do not have any budge to spend.
Those are eight objections that consistently come up. You could maybe tweak those for your situation, and add a couple that are specific to your products, you would have a complete list of objections to be prepared for. As part of this training, we will explain these one at a time and show you how to get around them.