YOU are part of a very special training session being brought to you by Trey Baker (The Mustard Seed Company). While we all figure out how to do more with less…we have to make sure we take the time and “sharpen our saws” on the basic skills it takes in conducting sales. As many of you know, parking lot shops is one of the best ways to increase business. There are two important parts to a successful shop. One is actually going and doing the shop late at night or early in the morning on a Tuesday or Wednesday night. Two is following up on the shops by booking an appointment with the key decision maker to move things along in the sales cycle. As part of this first ever training experience, Trey has reached out to a colleague that specializes in asking for and getting the appointment. Please take the time to watch this short video and complete the worksheet this week. Then, over the next two weeks I would like for you to keep track of your calls (utilizing this strategy) and let me know how its going. Share your successes and application of the information. The week of June 1st I will be following up with you to see how you applied this information specifically to your position at the hotel and discuss your results. Please comment back here on the blog about your progress and read the tech tips below before beginning.
Tech Tips:
1. You must have Windows Media player, speakers and a high speed connection. This is a common program and is probably already on your computer. When you begin just click on “play presentation and it should begin within a few seconds.
2. Since this is a “test” the video is located on a non-streaming server. It downloads in what is referred to as a “progressive download” which means you may experience some start/stops as it plays the first time.
3. If you have any questions, issues or problems please contact Trey directly at (919) 395-7316 or email@treybaker.com.
4. Link to Preview in Windows Media Player: http://talks2go.com/CM101/
WORKSHEET to use to build your script:
Building a Conversation around ‘Why Do I Care?’
1. Who are you? “I am (Just use your first name) _____________________,”
2. Who are you with? “with (What Company) _______________________________ .”
3. Do you have a second? Did I call at a good time? (2 schools of thought – don’t ask this – I like to… you never know what you will be interrupting. When I call back at 2:30p they always give me time.
4. Who recommended you call? “___________________________________ recommended I give you a call.” (Was this a referral from a networking event? Was it the office assistant? Was it a cold call and the wife gave you the name of her husband.)
5. Who do you HELP? “I HELP (Which industries?, police officers, manufacturing companies, trucking companies etc… relate this to your prospect) If I am police officer and you have helped other police officers, I am willing to listen. ___________________________________
6. How do you HELP? “with (ROI, profit, easier to make appts, greater impact with their employee giving, reduced premiums with greater coverage, aggressive pricing for term insurance, finding the perfect home for your needs) _____________________________
7. “I would like to make a brief appointment with you and share how I HELP my customers, to see if I can be a benefit to you as well.”
8. PAUSE
9. “When would you like me to come by for a few minutes?” or “When would be a good time for us to meet?”
10. “Thank you (use their name) _________________________________.”
11. “I am looking forward to seeing how I can HELP.”
12. “I will see you later this week.”
Write out your conversation:
