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Script for calling

by Unisons
11 replies
I'm working in a well established company atm, selling copiers and multi function devices. I have 2 lists now, one is with a list of current users, one is a list of non users (probably using competitor's products/services).

For user's list, we call and see if we able to come down and meet the person in charge of the office equipments. If they've been using for a period of time, we try to get them to recontract their lease.

For non users, Typically we call and ask to speak with the person in charge of machine equipments, and tell them we're from xyz company n like to share info with them.

1. It's usually not hard to make appointments for the first list, as they're current users and its just a simple courtesy call.

2. The second list is a lot harder,very unreceptive as,we'll,sounds like a typical sales call n they are usually fine with their current equipment.

Question. How would you give suggestions to open the call with to make an app with the person in charge just to possibly share some info with them? Currently there's a scheme in which buying our sort of equipments will be heavily subsidized by the govt. so many small businesses take this opportunity to buy a premium brand at a subsided cost. (That's not the only selling point though, us being the premium brand has many other values which I can share with them. Possibly just need to meet them and find out any pain points)(any others in this industry feel free to chip in) thanks

PS: Might have a few guesses about which coy it is but not sure if its convenient saying here
#calling #script
  • Profile picture of the author Jason Kanigan
    People are skeptical. Giving things away takes the same effort as selling something these days. You may as well qualify your prospect by charging a small amount for your appointment.

    Find out what problems your prospects (and customers) are experiencing that your solutions can help fix. Then talk to them about these. Your credibility comes from that.

    To get an appointment you are still going to have to reach a decision maker, uncover pain and develop some rapport. May as well make some money while you do it.

    More info:
    http://www.warriorforum.com/offline-...t-selling.html
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    • Profile picture of the author PanteraIM
      Originally Posted by Jason Kanigan View Post

      People are skeptical. Giving things away takes the same effort as selling something these days. You may as well qualify your prospect by charging a small amount for your appointment.

      Find out what problems your prospects (and customers) are experiencing that your solutions can help fix. Then talk to them about these. Your credibility comes from that.

      To get an appointment you are still going to have to reach a decision maker, uncover pain and develop some rapport. May as well make some money while you do it.

      More info:
      http://www.warriorforum.com/offline-...t-selling.html
      This works only on prospects that have a current need, which is less than 10% of prospects you'll get on the call.

      If they knew about a problem they were having they wouldn't be waiting for someone to fix it for them, either that or it's not that much of an irritation to begin with.

      Setting up appointments works by leveraging their CURIOSITY.

      Get them to want to hear from you instead of coming in with your usual problem identification techniques.

      Take a look at what I mean here.
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      • Profile picture of the author Jason Kanigan
        Originally Posted by PanteraIM View Post

        This works only on prospects that have a current need, which is less than 10% of prospects you'll get on the call.

        If they knew about a problem they were having they wouldn't be waiting for someone to fix it for them, either that or it's not that much of an irritation to begin with.

        Setting up appointments works by leveraging their CURIOSITY.

        Get them to want to hear from you instead of coming in with your usual problem identification techniques.

        Take a look at what I mean here.
        I think both methods will work. The question is where do you want to spend your time investment? On the front or back end?

        Finding people who have a need = easier to sell to once you've done this.

        Finding people who are curious = need to qualify further.

        I spend my "prospecting time" prospecting, and my "selling time" selling. Yes, there is a lot more prospecting than selling...but the selling is straightforward once I've got a qualified prospect.

        If I spent all day trying to make people curious, I would then be trying to sell a whole lot of prospects who weren't really invested in what I had to offer.

        The approach I advocate is much less stressful than traditional selling. The pressure goes on the prospect, not the salesperson.

        There is a place for curiosity, and I often use it in online leadgen. But in that case, it's all automated--my personal time really isn't involved in the process.

        In any case, either approach is better than doing nothing: you are having conversations with real decision makers.
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        • Profile picture of the author PanteraIM
          Originally Posted by Jason Kanigan View Post

          I think both methods will work. The question is where do you want to spend your time investment? On the front or back end?

          Finding people who have a need = easier to sell to once you've done this.

          Finding people who are curious = need to qualify further.


          If I spent all day trying to make people curious, I would then be trying to sell a whole lot of prospects who weren't really invested in what I had to offer.
          I disagree here.

          You aren't trying to sell to them one the first point of contact, you are only trying to raise their curiosity enough to make them want to hear from you more. You still sort them in or out in the same amount of time that it takes to qualify them, except you are creating the urgency and the pain for them to speak to now.

          The weakness with selling on the need alone is that if a prospect is unaware of how they could benefit from using your product there will not be a need or a problem you can solve. People don't know what they don't know. How can you estimate the implication or the impact of a problem if they don't think they have one? You can't. So where does the conversation lead to then? A dead end.

          Another issue is that you will enter into competitive sales cycles with other companies trying to solve the same problem if it is truly an urgent emotional need. Then you play the game of differentiating between your competitors and actually creates more work than going after someone who was initially unaware of your company's benefits before you called.

          I agree that both strategies work and that techniques such as SPIN are needed WHEN there is a need, but if there's not I think you are leaving a lot on the table by not considering this style of selling.
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    • Profile picture of the author star007
      jason
      very interesting point! Never thought about charging for an appointment.
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  • Profile picture of the author Jason Kanigan
    Yup, I certainly don't know what I'm talking about, and I certainly haven't helped thousands of people on this forum and in the real world.

    You can uncover pain in a few minutes.

    Then you can monetize the problem, which means getting numbers from them so they don't argue with you.

    Most salespeople are pushing features & benefits, so there usually isn't much competition.

    As you've noticed, timing is a key factor. You can't control that, but you can control your own behavior.
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    • Profile picture of the author PanteraIM
      Originally Posted by Jason Kanigan View Post

      Yup, I certainly don't know what I'm talking about, and I certainly haven't helped thousands of people on this forum and in the real world.

      You can uncover pain in a few minutes.

      Then you can monetize the problem, which means getting numbers from them so they don't argue with you.

      Most salespeople are pushing features & benefits, so there usually isn't much competition.

      As you've noticed, timing is a key factor. You can't control that, but you can control your own behavior.
      I don't understand why you are being defensive or your use of sarcasm. Does it make you feel uncomfortable when people disagree with you? Are you insecure or something? I would think that an expert such as yourself would not run to defend their methods, let alone generalize criticism as a personal attack.

      Yes timing is something outside of your control and is something you will be completely at the mercy of if you go into your call with the sole purpose of solving problems. I've given you enough reasons already for why I feel this is a flawed prospecting method.

      I agree that most calls start and end with feature dumping and telling the prospect why they should be interested instead of using either techniques. Both work, but from what I've experienced first hand is that going after pain directly leads to lower conversations and sales than funneling their curiosity into interest and desire.
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      • Profile picture of the author Claude Whitacre
        Guys; You're two intelligent experts that have slightly...slightly different approaches. Both work. Both are valid. Why not be nice? Your posts show that your approaches are nearly identical.

        Why not just say you learned everything you know from Claude? See? I'm a problem solver. They call me "The Decider".

        Anyway, I personally prefer the "Find people who have at least a germ of interest and work with them" mentality.

        Of course, eventually everyone buys what you sell, and if your in regular contact with them...they will likely buy from you.

        But that "nurturing, building a relationship, keeping in contact" method is frankly, not my style. I know I lose deals because of it, but it's a choice I've made.

        I will say this though, when I was selling vacuum cleaners (way off the subject, I know) I gave a gift to people who vowed they weren't going to buy from me...and half of them did. If it was a referral, it was 80%. These were highly qualified as to ability to buy, what they were using now, credit worthiness, and home ownership. So they were 90% qualified. They only thing missing was the desire to buy what I was selling.

        So I know that very cold leads can be converted in a presentation.

        I'm just way too spoiled now that people are interested before I see them.

        If I were cold calling and had a huge list, I would do nearly everything on the phone (assuming an in person appointment)..and then only see the highly qualified. And that means thinking of buying now.

        Maybe you two are just disagreeing on one qualification...the desire to buy now. And you can be highly qualified without that.

        We geniuses have to stick together.
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        • Profile picture of the author Unisons
          Great input guys! However there's a few things I'd like to mention

          1. Sometimes the DM won't know the pain as much as the staff themselves, if you've worked in a corporate environment before, you'd understand what I'm talking about when you feel unsatisfied by your copier machines. (Speed/queuing up/etc)

          2. I can't charge anything, just a sales employee of this organization.

          3. List of around 800. I can't touch companies that's within anyone else's list.

          4. Anyone had a great copier salesman approach you and you bought something from him before?

          5. A bit different here is that we're a well known brand, a significant people buy due to the brand. But that comes with downsides, which is price, but I should be able to overcome those I think.
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          • Profile picture of the author Unisons
            Anyone have any experience in the copier line before?
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          • Profile picture of the author star007
            unisons,
            you make a good point about the decision makers often times not having a clue about the pain the worker bees experience on a daily basis and they would be smart to inquire. However, it is the decision maker that makes the decision to buy or not to buy...so they are they ones I, as a business owner want to connect with.
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