Sales Gravy - Telephone Prospecting Workshop - 9/9/21
The NO.1 reason for failure in sales is an empty PIPELINE
not price
not competitition
or anything else
Outreach should be blended
Synchronous & asynchronous
OUTreach touchpoints
1: Phone & VM
2: Email
3: Phone call
4: Email
5: LInked in
6: Snail Mail
Telephone prospecting objectives
set an appointment
gather information
engage in conversation
build familiarity
it takes 5 - 7 outreaches before a decision maker will engage with a new sales person
Appointments & future qualification
20% now
your primary focus - about 20% or your time on each prospecting block is to set appointments and fill the pipeline
80% later
about 80% of your prospecting rime should be focused on gathering qualifying information
the30 day rule - any prospecting that you do in any 30 days pays off in the next 90 days or more
Multi tasking is a losing strategy - Concentrate your focus
Block out some time 15 / 30 / 45 / 60 minutes for a dedicated call block
DO High intensity prospecting sprints
short focused bursts of activity
cumulative impact of a little bit of daily action
your sprint should be as long as you can focus with getting distracted and starting multitasking
5 Step telephone prospecting framework
3: Reason
4: Because
2: Identify
1: Attention
5: Ask
Prospecting Pyramid
Create prospecting lists in advance of call blocks
develop lists based on the objective of call block
targeted lists make you more effective and efficient
disciplined approach to CRM
1 - Set appointments
2 - Qualify buying windows
3 - gather information
Use their name - Hi John etc
this is matt calling from Preshcon couplers
the reason I'm calling is book an appointment with you next week (or some phrase along those lines)
if you give people a because they are more likely to comply
ask for the appointment - I have some time next Tuesday at 9 for 15 mins how is that for you
craft a compelling because - because i have helped people like you save time and money on site
what do we do for our best customers - improving / enhancing / doing better
1 - 2 sentences