In our weekly B2B cold calling demo training session, we have and this is a recording from a call in last weeks session.
While the call does not really end well or lead to an appointment, there are still some things that we can reflect on in terms of what went well and what did not go well.
Establishing the Call
One thing that is very important in is establishing the call. In this call I was able to do that and I use a technique that we teach of asking Have I caught you in the middle of anything?.
I actually get some push back from people saying you should not ask this as it gives the prospect the chance to get rid of you. But this question actually works really well to disarm people because it is so casual and creates a sense of familiarity.
It is the type of question that a co-worker will ask when they pop your head in your office. Listen to the call and notice how disarmed the prospect is in her response.
Your Value Prop is the Purpose of the Call
Once I confirmed availability, I then shared my value proposition as the purpose of the call. One of the goals and design of this tactic is to replace your typical company / product intro statement, which triggers the prospects guard and can be when they begin to shut down.
This also went OK on this example and if you listen, I still had the prospect going along with what I was trying to do.
Disqualify the Prospect
One tactic that we use on all of our sales call script examples is we disqualify the prospect right away. This is to determine doubt as to whether it makes sense for us to keep talking.
This is such a powerful tactic because it is the exact opposite of what most pushy salespeople do. It can disarm the prospect and sometimes create curiosity. Here are some examples of things to say to softly disqualify the prospect:
I am not sure if you all are a fit for us.
I dont know if we can help you all or not.
I dont know if you are the right person to speak with or not.
Asking Probing Questions
We believe the key to success is asking good questions. I definitely got some good questions asked, which is better than not asking questions or the right questions at all in sales call script examples.
But my responses to the answers probably could have been better. In my defense, I had trouble hearing one of her answers and it kind of threw me off.
Responding to Objections
The real area for improvement in what I did on this call was how I responding to her objection of We are not interested. And honestly, this is how most sales call script examples that dont go well end with – an objection not handled as well as it could have.
If you were to work on one area, working on you objection handling will lead to an immediate improvement in your results. This call proves that as if handled I am not interested better, the call may have kept going and could have led to an appointment.
So what could I have said? Well, I asked her if she thought her resources were asking the right questions and she said No. (This is hard to hear in the recording and I had trouble hearing it on the call, which was part of the problem.)
My response was a little in direction of trying to overcome the objection – trying to take her from not interested to interested. But I did not have to do that and could have said something like this when this comes up in sales call script examples.
I understand. And I am not trying to sign you up for anything.
But I am a little confused. You said your resources might not be asking the right questions.
We help with that. I understand that I have called you out of the blue, you dont know anything about us, and you probably have more important things to focus on right now.
But if you agree that it is important to ask the right questions and since that is what we help with, would it be worth 10 to 15 minutes of your time at some point to have a brief conversation.
We dont have to do it today or tomorrow. We can do it next month. Three months from now. Whenever. We are not going anywhere. What do you think about starting with a conversation and we can pencil that in at whatever time frame works for you and your other priorities.
We hope these help give you some ideas that you can use on your calls!