Module 1: Prospecting, Gatekeepers, and Pre-Qualification

Housekeeping Webinar: Facebook: Support: http://LocalSalesCloser.com/gtw If you are here today, you are good! Facebook: http://LocalSalesCloser.com/fb Join the group Very interactive Not a support portal Support: support@sevenfiguremarketing.com Schedule Your 1 Role Playing Call With Me: http://EdDownesCoachingCall.com Whichever Module You Prefer

Modules Date Topic Mar 9 Kick Off Mar 16 Prospecting, Gatekeepers, and Pre-Qualification Mar 23 Probing & Discovery Mar 30 Identify Needs Apr 6 Build Problem Apr 13 Present Solution Apr 20 Close Sales Apr 27 Objection Handling May 4 Wrap Up

Prospecting Cold calls Referrals Content Networking Email Webinars Seminars Social networking Foot prospecting Advertising

Prospecting Involves many steps Uses different avenues or channels Occurs over time Not a one time event Doesn’t happen overnight Perseverance, hard work, and practice Sales prospecting is not an event, it’s a process

Prospecting Cold calling Referrals Content marketing Networking Email marketing Webinars Seminars Social Foot prospecting

Cold Calling #1 sales prospecting method Pick up the phone and dial. Just do IT! Most often sales person is provided a list

Referrals Most effective of sales prospecting. Warm leads Social proof Direct contact to a decision maker

Content marketing Content marketing is the new SEO. Great prospecting method Providing valuable and educational information to to build trust and authority

Networking Networking can involve many things Attending trade show events Keeping in touch with past colleagues Networking, like sales prospecting, is a process and not an event. It takes time to develop a network

Email Replaced direct mail marketing Not including direct mail because it is not something most sales people participate in anymore. Some companies and industries do, as it is making a comeback

Webinars Webinars are a new option for sales person. Webinars or web-seminars just make sense. Like seminars they are another form of content marketing, especially if you record the sessions and offer them free to your prospects

Seminars Seminars are the live version of a webinar. They are like content marketing and networking mixed into one. Nothing will hurt you more than providing little value during a seminar.

Social Social networking refers to using sites such as Facebook, LinkedIn, SlideShare, Twitter, Pinterest, Squidoo, etc. in your everyday sales prospecting activities. The main aspect to focus on with social networking is ENGAGEMENT. I recommend focusing on a few social networks at a time and build your audience and profiles from there as needed. Reply to blog comments, tweets, Facebook posts, LinkedIn messages, etc. Social networking is not a “set it and forget it” kind of thing.

Foot Prospecting Yup! I still do door-to-door sales sometimes This sales prospecting method is probably despised more than cold calling to some reps. But it can be fun with the right mindset.

Gatekeepers

Dealing With the Gatekeeper Speak clearly Speak loud to emphasize your points Use a deeper tone of voice Sound relaxed Establish rapport by using charm Use a tone that shows authority and intelligence Give your sales pitch to the gatekeeper

Gatekeeper is Not Enemy Gatekeeper is just doing their job. Part of that job is managing demands of DM Seeing the Gatekeeper as the enemy creates a self-imposed psychological barrier that it will be difficult, if not impossible to remove

Sound Senior Management always gets better treatment Make them believe you are important They will treat you differently Be relaxed and calm, speak slowly, articulately Don’t divulge more than is necessary If Gatekeeper senses you are important, they will not risk offending you by probing deep.

Use Gatekeeper Knowledge Gatekeeper’s know important information about the DM and the business. Use this opportunity to get information Check your facts with them Ask simple, non-intrusive open questions

Don’t Sell to Gatekeeper The Gatekeeper has the power to connect you with the right person. Gatekeeper has no decision-making powers. When the Gatekeeper asks ‘Can I tell him/her what it’s regarding?’ – do not try to pitch your product or service to the Gatekeeper. Never try to sell to the Gatekeeper.

Interaction Don’t be awkward Don’t try to sneak past the Gatekeeper Actively engage with the Gatekeeper Don’t get too personal, don’t pry Engage the Gatekeeper for a positive and friendly attitude towards you when you call again

Go Easy If you are nervous, stressed or tense, you will transfer those feelings to your voice Might impact how Gatekeeper perceives you Take some deep slow quiet breaths in through the nose and out through the mouth to put yourself at ease. When the Gatekeeper answers, smile and confidently greet them with energy and ease.

Follow a Plan and Script Don’t use a script on the Gatekeeper They are likely to hear the scripted tone Plan how you will approach them Plan your responses to key objections Leave yourself room by improvising

Is She Expecting Your Call? Use the DM’s first name only Ask ‘Can I speak to Jenny please?’ (sounds personal) Goal is not to inform the Gatekeeper Goal is to bypass them to get to the DM They might ask ‘Is she expecting your call?’. Reply ‘Yes, I sent him some information we need to discuss it before close of business today’

Last Resort Leave a message Tell them you are following up to XXX That talking to them is important and time sensitive Ask them to call you Tell them you will be calling back

Pre-Qualification - When Cold calling Follow up calls Reminder call Incoming call

Prequalification

Pre-Qualification The process of making sure your prospects meet the criteria for sales

Pre-Qualification – Why? Don’t waste your time or prospects time Time is too valuable to be wasting Filter out; Those that cannot afford you Those that can’t make a decision Set’s the stage for success

Important Info to Collect Decision makers Average closing rate Average ticket Attendance agreement

Call Flow Greeting Confirm contact information Confirm source Confirm interest Drill on Interest Introduce strategy session A/B scheduling Prequalify Confirm date and time

Building Rapport Build trust Establish a common denominator Engage them in conversation We all buy from people we know, like, and trust. So be likable ;) Always smile

Building Rapport - Tips Eye contact Be energetic A good nights sleep Firm handshake Let them speak

Homework Local Sales Automation Buddy up and practice pre-qual call Complete Modules 3 & 4 Post homework in Facebook group Buddy up and practice pre-qual call

Questions