“I’m starting a new sales position in a different field than what I’m used to… How do I know what to say?”
Here are 3 questions to ask yourself before picking up that phone for the first time that will help set you on the right path:
1) Do You Know the NAME/TITLE of the Person You are Calling?
You should at least know the top 3 to 5 titles that are usually involved/identified as the decision maker (or part of the decision making team/process) for your new product/service.
The last thing you want to do is call and ask, “Who’s in charge of _______?”
Let’s say you sell a new air-filtering vent that will cut down infectious bacteria by 38% and you ask the gatekeeper “Who’s in charge of your system air filters?”… You just may get the janitor instead of the CFO who is looking for ways to lower their liability bill, which your product would help them do!
Besides, if you don’t know the name of the title of the person that you should at least start the conversation with in regards to your product/service, how should you expect the gatekeeper to know?
Here’s another example:
Let’s say you sell advertising to Luxury Auto Dealerships. The two key primary players are usually the Owner and/or the GM and not the “marketing guy” as he/she usually has to go to the Owner or the GM for approval anyway (not always but in most cases) If you call and ask the gatekeeper “Who’s in charge of your advertising/marketing?” who do you think she will send you to… the Owner/GM or the “Advertising Guy” who usually has no buying authority?
You don’t want to make it a habit of calling and asking for the wrong person.
TIP: Use Linkedin, the company’s own website or Google: TITLE + @COMPANY-NAME-dot-COM to find the name of the person you are looking for quickly.
2) Do You Know the Top Reasons Why Past Clients Have Bought from Your Company?
Know the main reasons why past clients have bought. When starting a new position, I’ve found it very helpful to read testimonials from previous clients regarding my new employer. This will give you insight and verbiage that you most likely will want to use when creating your opening value statement and hitting hot buttons. Know at least 3 KPI’s (Key Prospecting Indicators) that would quickly separate the “pre-qualified” from the “disqualified”.
3) What Is Your Objective of the FIRST TIME CALL?
Anytime I call a new prospect for the first time, my goal is to qualify them and see if an opportunity exists. In order to qualify, I’m going to need to ask some questions. I will want real, open responses so I’ll need to pique their interest quickly so my opening value statement needs to be short and sweet.
So with all of that laid out… One possible opening value statement script/template could look like this:
“Hi (Prospects Name) this is (Your Name) w/(Your Company Name) & the reason for my call is we recently helped (competitor) CUT/LOWER/REDUCE/SHRINK their _______ costs on average of ____% with our ___________ solution while improving _______________ by ____…”
A real world example could look like this:
“Hi (Prospects Name) this is Michael Pedone w/SalesBuzz.com & the reason for my call is we recently helped (competitor) CUT their SALES TRAINING COSTS in half while INCREASING their OUTBOUND SALES TEAMS CLOSING RATIO by 22% within a 90-day period…”
If you need further help to build a super-charged sales script for your team you can schedule a one-on-one call with me here to discuss our services.
– Michael Pedone
Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.
Sharpen your phone skill and start winning again. Sign up for Michael Pedone’s next live online B2B Inside Sales Program now.