a problem that our sales were at struggle with especially at scaling companies where processor might not be in place and the market isn't where every product is what to say now the script is at the heart of your outbound strategy and by script I don't mean a piece of paper that you read off I mean indicator of what soon Wednesday my name is Ben Martin development representative covers them and today we're going to discuss the ultimate cold for new script that every new sales ops are cognitum uses when living in run time the script is breaking down to five segments opening pitch questions conversation and closing analysis used as a general guide but not as an absolute rule I compose them we encourage all of our STRs to the individual and the way they sell now this is due to how we all convey our messages this can be done through different tones of voice different vocabulary we use on day to day now the structure is there to help with our reps with the flow the conversation not to pin them down to every word and just read of this paper so let's start the openin it's a very start of your cold call often it's when you're calling a senior-level prospect the gay people are typically a PA or secretary that pick up the phone hi what is it regarding now this is your chance to get creative if it's a first-time call here are some replies that we typically use the new business your client acquisition process how you find new funds now the reason that we use those snippets and quotes are this is because it relates directly to what we provide so we help our clients find new clients we have isn't development so really the key to this is finding little snippets that relate to your products or service now if it's a follow up message you could try different things such as these I've just chased it up on some emails don't always forgot it when speaking to the gatekeeper don't be afraid and treat them with respect you want to make it sound like you're meant to be speaking to the person on the other end of the phone so you want to say hi I'm Lucas meet Sarah and follow up on some email correspondence say it with confidence that way the gatekeepers not going to question what you're saying and then more likely to put me for it just assume that your calls transferred and the prospect pizza hi it's back from Coxon how are you I'm good thanks great Lucero I'll keep it brief so I appreciate a busy I came across a company online I can see - b2b sales have you have 30 seconds sweetest by the nature of Michael it's vital to establish rapport early on your cold core acknowledging that the prospects of time is limited and asking for permission to continue is a great way to start so they've given you permission and now it's time to pitch what I'd say at this point is again the pitch isn't something that's set in stone it can change the pen on the SDR and who you're talking to but there's free key things that you should remember first it must be clear the prospect must be able to understand it make sure you adapt the pitch for each prospect it must be relevant to them and their industry next your pitch must be concise think of it as a springboard to further the conversation you don't need to reveal absolutely everything about your business and one good tip and one good way to think about this is like a tweet what you can convey in 280 carats or less column should be and lastly it must be easy to remember you don't want to get tongue-tied or lose your flow on the cold core keep 2 to 3 facts and stats up your sleeve and use them every time an example would be we help companies like yours prospect and get new clients but giving you access to an lead generation tool it contains over 400 million b2b profiles or we provide companies like yours with direct and accurate contact details for key decision-makers in your target industry and locations ultimately saving you an abundance of prospecting car when you've delivered your pitch it's time to progress to the next crucial stage the questions asking open-ended questions is one of the most essential things that any culture can do in any call the prospect must do 70% of the talking while the salesperson should only do 30 the more the prospect talks and feels like they're being listened to the more likely they are to buy in a recent study about HubSpot 69% of buyers said that one thing that they wanted from sales reps was to listen to my needs open-ended questions are a great method of showing the prospect you're a good list they open up the conversation allowing you to gain vital insights that will help you in the last stages of the call here are some examples we'll give the virus to us how do you currently go about finding new clients what does your outbound process look like a balloon how you currently generate a new leads what's your frustrations there are a number of tactics you can use to keep your prospect engaged and keep the conversation flowing here are some good methods for getting the most out of your conversation number one tonality the way you speak is extremely important you must excite excited and enthusiastic who's been into the prospect especially if the prospect is being blunt and unresponsive now if you're talking to senior level employees they used to receive in these types of calls you have to make yourself stand out and make something remember having good tonality and sounding like you're approachable is a great place to start number two pauses now pause is enable us to emphasize key points for example on lead generation tool gives you the access to 400 million b2b profiles globally using a simple pause button sure the important points are quickly highlighted and more likely to stick in the prospect model number free mirror all we have to do is keep your arrow and listen to how the prospect speaks and the words I use then imitate the way they talk it's really as easy as that it's also power + - it's proven to be an effective way of building rapport and increasing the odds have been accepted by the person you're talking to it relaxes the prospect and makes them feel more comfortable talking to you number 4 repetition don't be afraid to repeat what the prospect says to you you'll be surprised how much someone will reveal when they're questioned in a manner which relays the information they provided you an example of this all my sales team I nearly find their leads okay since your team is using a manual process how we could really add value is by producing that find you at all which cut your prospects and time repeating their words back to them shows you've been listening and encourages them to reveal more about their business things such as what the process looks like how long it takes the amount of resources they put into it and so on these are the fervor pain point which you can then address one by one Steven them even closer to the final stage Nicole caught the closing following a conversation you might be ready to go in for the pose if you feel like it close early if you've dressed all the key pain points and the prospects has really shown some interest in seeing the product in more depth then just go for it look Sara I appreciate this a lot to take in at the phone it'd be great to show that all and run for it and life searches now we got 15 minutes free place this week at this point your life needs counseling objections if you try to closer too early they're going to push back the prospect will come back with some obstacles that you then have to overcome one of the most common ones that'll crop up at this stage is please could you send me more information first when you get this question generally this means you've closed too early young generated enough interest of the prospect for them to actually commit to see in the platform or at all that you provide some good responses to this are I can send you some more information but by the time you read through it I can answer the questions you have what would you like time it would be quicker and more useful to show the platform how does Monday at 11:00 a.m. sound at this point judgment is needed however you can feel the prospect is on the move and very busy at the time and perhaps pushing for a demo will irritate them you need to judge what they're sending a further email would actually be easier in which case a good option is to find out exactly what information they want and send them an email which correlates leur a good example what would you like this will get the prospect to reveal their concerns which can then address on the phone eventually leaving them back to the close try out the above strategies for handle objections and persuading a hesitant prospect to agree to it though before you do so though you must first gauge the receptiveness of the prospect some people do not respond well to being pushed for a meeting when you get to the close always make sure you qualify the prospect further before you let them go such as this great in order to tailor demonstration as best as possible and make the best use of your time Peter this ask one or two questions this will help the BDM or a county executive to personalize the product demonstration to the exact prospect needs increasing the chances of sale then when that's over something cool that's great thanks a lot for your time today Sarah I really appreciate do you have anything else for me or would you like me to include anyone else on the call you can also repeat the agreed time the demo pass the prospect it's another way of making sure the demonstration stays in the mind and means hopefully that they'll show up that's great thanks a lot to be a part of this era I look forward to seeing you on Monday and that's it you're done with this ultimate cold calling b2b sales spirit you should know exactly what to say to your prospect thanks for watching you [Music]