Sales Training International's Contact Prospecting shows you how to generate as many qualified leads as you need to keep your outside sales team in front of interested buyers.
Contact Prospecting increases close rate and increases sheer volume of sales. It makes sense because your sales people are meeting back to back with decision-makers who've expressed a need and an interest in talking with you about it.
You don't need a huge effort and you don't need to hire staff. You can use the people you already have in place. We'll advise who will work best for this project.
You can set it up, get the TeleProspector sales training (online) and begin making effective calls within a couple days! It's just that easy and just that fast.
Here's how it works.
- Determine the number of qualified leads you need. (Qualified means the prospect meets key characteristics, has an identified need you can fill, is interested in seeing what you have to offer.)
- You select
people currently on your staff to take on a new role.
You can start them calling immediately. To learn from the process and
to become more efficient, they must keep a tally for the number of times
they:
- dial the phone
- make contact
- qualify the prospect
- identify a project with a qualified prospect
- generate sufficient interest for the prospect to want to move forward
They will need teleblitz forms and a calendar to schedule follow up calls and activities. We'll show you how to tighten the ratios these numbers produce.
- Train and coach the TeleProspectors to get through to the targeted decision maker 25- 42% of the time on the first dial (1st dial includes leaving a voice mail message with the targeted decision-maker returning the call before you dial the person a second time).
- Train and coach the TeleProspectors to "prevent" the initial contact objections such as "not interested," "already have someone," "just send me your literature," etc. Note that a 92% rejection rate is the national average. With our system it's less than 10%. This will make a huge difference in results and longevity of the TeleProspectors. Being rejected 9 out of 10 times is a lot for anyone to take.
- Train and coach each TeleProspector to qualify an average of 5 new leads each day and advance 5 to "priority prospect status" each week. Target between 25 to 40 "dials" per day. More than that, and it's obvious they aren't connecting. There should be 5 to 10 interviews per day. If they are getting through to a number over 40, they are not being effective in conducting the sales interview.
- Train and coach the TeleProspectors to collect objections and uncover road blocks to advance through the steps in the sales process. Conduct strategy sessions at the end of every day to learn how to prevent, pre-empt and respond to the specific objections they get. Dedicate time to allow them to learn multiple tactics for implementing each of the steps in the sales process.
- Get access to our list of the 85 most popular sales stopping objections and pre-developed ways to prevent, preempt and respond to them. Get access to our list of 53 steps in the sales process along with tactics to implement each one.
- Develop a series of "Passive Letters", "Interest Mailers", and "Keep in Touch Letters." These are not marketing letters! Send them according to a defined schedule (its online in the training) to leverage the phone calls and watch the effectiveness of those efforts multiply. You will get the opportunity to "tell your story."
- Monitor, diagnose, train, and coach. Systematic application of our unique calling process and use of our call leveraging tools will replace the number of sales inquiries lost due to world events and a poor economy.
Where do you want your salespeople to spend their time, finding leads or closing business?
The math:
- How much time is each salesperson spending finding and qualifying leads?
- How much time is each salesperson spending in high payoff sales activities?
- How effectively are the sales activities being executed (qualified prospect to close at what dollar value)?
You don't need to hire anyone to make the calls or spend big dollars on this life saving project. In fact, the Web-based training on www.LearnSellingOnline.com that will teach all the techniques is only $250 for each person taking classes for the project (callers and supervisors). If your managers need learning support, then the www.LearnSalesManagementOnline.com site for only $295 per person can provide them what they need to coach and support this effort.
- We can help you set up the system, train and monitor using our web-based training (WBT) tools and techniques. In the WBT sites you'll find all the lessons needed to accomplish this mission. You'll find our incredibly effective Telephone Cold Calling technique that prevents initial contact objections. Our Voice Mail Strategy course will teach you how to get call backs. And, the Passive Letter Series, Interest Mailer Series and so on are also available online.
- We'll teach your callers how to orient prospects in areas where you're strong, the competitor is weak and the prospect has needs.
- We'll show how to know what objections to expect against each competitor and how to neutralize them.
- We can provide inexpensive Web-enabled "Competitor Analysis System Software" so that your geographically dispersed staff can access this competitor strategy information.
- We'll e-mail you a copy of our detailed project manager checklist of items that if missed could send the project to ditch.
- We'll even e-mail you the stroke tally forms and other parts you may need at no additional cost.
- And, we'll provide you with either on-site or telephone consultation, as needed, to ensure the project is a success. The first hour is free and that may be all you need.
Call us today (800)
551-7355. We're
helping our clients get business that was going to their competitors.
For additional information call us (800) 551-SELL, (281) 367-5599
or send us your request using e-mail info@saleshelp.com
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