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:
Great info Michael! I have used this method once already since reading this email/completing the worksheet and it works! I already have two appointments set up for next week!
ReplyDeletegreat stuff Michael! I plan on using this formula next time I cold call, this video was well done also.
ReplyDeleteRon J.
Good morning. I viewed the video clip and was impressed; technology is certainly growing faster than my learning curve that is for sure!!!!!! This technology though had my interest much more so than a Power Point presentation!!!!! I am not sure of the cost but this would be a great tool for our new sales people and training skills like Trey and Chris presented.
ReplyDeleteMichelle Brown
Hello to all..I viewed the clip and it is right on point. I believe Chris said it best that each perosn will take on their own style to get that most important appointment and close the business. Chris is also right on when he said that you do have 5 to 7 seconds for that person to deside if they want to do business with you, First impressions are lasting ones and if that person does not like how you present yourself (must be confident) and clear about your message (value statement) they will not buy from you. The 12 steps are very useful and they work! OK everyone, I have never blogged but today I have learned something new!!!!!! Michele Massey
ReplyDeleteI appreciate all the sales training, this 12 step is helpful to me,I did the steps and made an appointment for the next day. She is coming to the hotel to see our place. I really like the idea to write out the conversation first. Even if you miss a step you can still flow with it. Thanks guys.
ReplyDeleteMaria in Wilmington NC
Michael,
ReplyDeleteI really enjoyed the 12 step training program this morning. Just took 15 minutes out of the day, but really drove home some key points. Doing the research, How you help(ie saving your company money, true value.), all the way to reconfirming the call. By writing out call prior to, makes it quick and painless for both parties involved. Enjoyed it. Chuck in Lenexa
This is a wonderful sales tool .As Mainstay PSL moves forward on getting Syhanne(GSR) to do 1 day a week of outside sales this summer .
ReplyDeletewhile Shyanne and i watched the video we both agreed that this was a big help and was a great introduction into the sales process.
Michael,
ReplyDeleteThank-you for the 12 step training, I have made a worksheet of the verbage that fits our hotel. It will be a great tool for cold call App.