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  • Tag Archives FREE Teleseminar
  • LINKEDIN is Now #2 Social Networking Site

    Are you even using LinkedIn?

    Can you be found on the internet by prospects?

    Are you using social media and other technology to increase your sales?

    Our ASK THE SALES EXPERTS teleseminar THURSDAY, JULY 14TH at 7:00PM CDT, will help guide you through some of the tools to use on your social media sites and other tools to increase your sales, your presence and your success!

    Technological Tips for Increasing Efficiency & Improving Sales Performance

    Dustin Hillis  – The Smart Phone is Everything You Need

    Emmie Young – Using Technology to Save Time and Maximize Every Second of Your Day

    Amanda Johns – The Best LinkedIn Strategies of Our Time

    Gary Michels – Effectively Using Power Points, Testimonial Letters and Videos

    Rory Vaden – Organizing Your Friends for Fabulous Follow Up

    THURSDAY, JULY 14TH AT 7:00PM

    CALL IN: 712-432-0404  access code: 555575#

    Live Chat on our Facebook Page  at 7:00pm CDT – Join us for LIVE Q & A during teleseminar

     


  • Getting Your Prospect’s Attention Over the Phone

    Considering your focus is an outbound call with the intent to schedule an appointment, the scripting I am suggesting would be used whether the call was answered live or if you leave a voicemail. It would be the same opening statement. The call objective is to schedule an appointment.

    The first thing you want to do is create a “headline” opening statement. You want to create something that is catchy and grabs the attention through proposing benefit to the prospect.

    Three major components of your effective opening monologue:

    1. Pleasantry

    Capture their attention with their full name.

    Use a pleasantry different from, “How are you, today?”

    Don’t use your company name in the opening statement?

    2. Benefit focused statement

    Who is your “Decision Maker” and why should they choose to do business with you?

    Think and speak “Benefits”!

    – Specific

                – Measurable

                – Time Phased

    – Results-oriented

    Hit the “bull’s eye” to get the interest of the caller. The ultimate objective is to get the person to listen to you by connecting at the highest level. The key is to get closer to the bulls eye which is referral specific.

                –  Generalized

                – “Companies in your city…”

                 – “Other groups in your industry…”

                   – Referral Specific

    – “ABC Insurance has increased sales activity and suggested I contact you…”

     – “Mary James was able to improve first time closing ratio by 23% through our unique method…”

    3. Transitional Question

    Require a minor “yes” decision to help move the dialogue forward.

    Deliver further benefits, and then end with a question that asks for an appointment.

    Use the take away technique.

     

    Review of the Outline of Your Effective Opening Statement:

    Step One: Use their full name

    Step Two: Pleasantry. Don’t ask “How are you today” because it telegraphs you are a salesperson. Simply say “Thanks for taking my call”, pause for a brief second and move on. Do not ask if you have caught them at a good time, because there never s a good time. If you have caught them at a bad time, they can tell you.

    Step Three: Bridge (links communication to become conversational)     

    “Last week…”

    “Recently…”

    Step Four: Benefit focused Statement

    Step Five: Transitional Question

    Here is an example of how this may work for either the initial call or the voicemail message:

    Voicemail

    “Hi, my name is _________from Scottsdale, Arizona. Thanks for taking my call. I trust I have not caught you at a bad time (slight pause) the purpose of my call and I will be brief, I have been talking to a number of sales managers in your area and they seem to be challenged with getting their sales people to do all the necessary activity to meet their sales goals. I am sure that is something that frustrates you as well. We have a unique solution; I am not sure if it would work for you, but if we can invest a few seconds I am sure you could tell if it would work. Recently Joe Smith of ABC Insurance was able to increase sales activity by nearly 30% with our solution within 30 days of implementing it. I can not really tell you right, or show you wrong. Please call me at 800-486-7586 and we can take a quick look. My name again is_____________800-486-7586

     Opening statement on initial call

    “Hi, my name is _________from Scottsdale, Arizona. Thanks for taking my call. I trust I have not caught you at a bad time (slight pause) the purpose of my call and I will be brief, I have been talking to a number of sales managers in your area and they seem to be challenged with getting their sales people to do all the necessary activity to meet their sales goals. Is that something that frustrates you as well? We have a unique solution; I am not sure if it would work for you, but if we can invest a few seconds I am sure you could tell if it would work. Recently Joe Smith of ABC Insurance was able to increase sales activity by nearly 30%with our solution within 30 days of implementing it. I can not really tell you right, or show you wrong. How many sales people do you have on your team?

     Ron Marks


  • FREE Teleseminar Tonight at 7pm CT

    CLOSING TECHNIQUES OF TOP PRODUCERS

                        

    Not closing all of the sales you want to?

    Is it getting harder and harder to close the deal?

     

    WE INVITE YOU TO JOIN IN OUR FREE TELESEMINAR TONIGHT FOR CLOSING TIPS

     FREE MONTHLY SALES TRAINING

    Closing Techniques of Top Producers

    TELESEMINAR TODAY THURS. AUGUST 26

    7:00pm CT (8:00pm ET, 6:00pm MT,5:00pm PT)

    DIAL IN:  712-432-0404 (code 555575#)

    “Ask the Sales Experts” Presents: 

    CLOSING Techniques of Top Producers

    The Southwestern ConsultingTM Team really brings the heat with exceptional, usable value for all our listeners.  We will be sharing our field-tested best tips & processes.

    Emmie Young – Listening Your Way to Commitment

    Ron Marks – How to Develop Your Closing Instinct

    Dustin Hillis – Navigate Closing “How to Close the 4 Buying Behavioral Styles”

    Amanda John – Asking the Right Questions Up Front to Set up Your Closing Questions for the End

    Rory Vaden – Closing on the Minor for the Major

    For more information on the Sales Experts, Click Here

    To submit questions for the upcoming conference call, please send an email to [email protected]

    The dial in phone number is 712-432-0404 (enter code 555575#) Limited to the first 100 callers!

     
     

  • SCHEDULING SECRETS OF TOP PRODUCING PROFESSIONALS

    Did you miss the FREE teleseminar?

    Hi! We’ve been getting some amazing feedback from the call, so thanks to all of you who have been writing and calling about it.

    In case you missed it, the topic was: Scheduling Secrets of Top Producing Professionals

    Here’s the RSS Feed:   http://tiny.cc/mt84n   Here’s the link to the audio:  http://tiny.cc/wd60a


  • FREE May Teleseminar Recording Available NOW!

    Keys to Unlocking Your Potential:  Finding Ways to Produce When No One is Buying -Teleseminar May 2010

    The Southwestern ConsultingTM Team really brings the heat with exceptional, usable value for all our listeners during the Monthly Teleseminars.  This month was no exception.  A few topics included:

    • Keys to unlocking your true potential
    • Improving individual and team performance.
    • Getting better results, improved teamwork, and clarity
    • Maximizing your time
    • Keys to creating maximum results
    • Motivating yourself and your team to produce in tough times
    • And much more!

    For more information on the Sales Experts, Click Here.  

    If you missed the call, here’s the link for the audio recording:  Keys_to_Unlocking_Your_Potential_Teleseminar_May_2010

    Don’t miss next month’s FREE Teleseminar – the topic will include PROSPECTING & APPROACH.  Thursday June 10 3pm CT.