Point Search Solutions

Introduction It's common to hear from sales cultures today “ just get us in front of the right person, and we can do the rest".. PointSearchSolutions

THE NEW NORMAL Many 1 st Touch Selling Techniques that worked several years ago are not as effective today. PointSearchSolutions

There is a Gap between Sales and New Prospects Sales says “just get us in front of the right person” we can do the rest – The Selling Zone. Prospects say “Don’t waste my time” and “I won’t let you sell to me unless I trust you”

Bridging the Gap Finding a Unique 1 st Touch Message that: PointSearchSolutions

PURPOSE OF 1 st TOUCH Message To Sell? OR Get into Discovery/Scoping as fast as possible PointSearchSolutions

Use the 1 st Touch Message to get into Discovery/Scoping PointSearchSolutions

Which can also mean: This early in the selling process, a 1 st Touch Message is really not about selling As much as it’s a tool used to get to discovery/scoping as fast as possible…. Because that’s where the selling starts.

Then the real Issue is How to discover selling opportunities; Then set discovery/scoping sessions as fast and frequently as possible….. In order to have the opportunity to sell. PointSearchSolutions

Say something first 15 seconds triggers quick interest. Establish early credibility and trust that allows for selling opportunity discovery. Set up next steps nurturing agenda. PointSearchSolutions

THE MESSAGE IS EVERYTHING Getting quick interest from a decision maker requires the right message. PointSearchSolutions

MESSAGING “ That thing you say the first 15 Seconds ” …or 1st Touch Interest Trigger… Depends upon where you are on a 1 to 5 scale. (Notice we’re not using term 1 st Touch Selling Message) Why is this? PointSearchSolutions

Before you can craft the right message you must know who you are on the “ 1 to 5 Scale ” PointSearchSolutions

The "1 to 5" Scale The "1 to 5" scale is organized into two categories. "1 or 2" “4 or 5" PointSearchSolutions

CHARACTERISTICS OF A “1 OR 2” Feel like we are selling in a crowded space. Our first touch selling message no longer creates quick interest on the phone. Many competitors out there selling the same thing using the same message. PointSearchSolutions

CHARACTERISTICS OF A “1 OR 2” Difficult to offer quick answer to question, “ What’s the one thing that makes you unique over all of your competitors? ” Our marketing efforts are not giving the same results as several years ago. But…once we get in front of the right person we have a high success rate of converting into closing or nurturing funnel. PointSearchSolutions

CHARACTERISTICS OF A “4 OR 5” We don’t have many competitors Our first touch selling message usually captures quick attention because we offer valuable service or products our competitors are not yet offering. PointSearchSolutions

CHARACTERISTICS OF A “4 OR 5” We still get good responses from our passive marketing efforts.

If you are a “1 or 2” but your 1st touch selling message is more suitable for a “4 or 5” …..you will probably have a high rejection rate during 1st touch phone selling!

1st TOUCH MESSAGE DEVELOPMENT IF YOU ARE A “1 OR 2” PointSearchSolutions

Uniqueness is NOT unique if it’s the same thing everyone else is saying or doing. YOU DON’T GET AN OPPORTUNITY TO MAKE A “1 ST IMPRESSION OF UNIQUENESS” If your current selling message, features and benefits of your product or service is similar to what everyone is saying and doing. PointSearchSolutions

Symptoms that message, features, and benefits are similar to everyone else Continually blocked by gatekeeper. General Rule that decision makers give you the feeling of: “ I get calls from people like you 10 times a day ” PointSearchSolutions Obstacle 2

4 OBSTACLES You must navigate through 4 Obstacles using the phone before you can get into the “selling zone”. PointSearchSolutions

THE FOUR OBSTACLES Obstacle 1 : Gatekeeper Obstacle 2 : 1st 15 seconds of the 1st touch phone conversation with decision maker. PointSearchSolutions

THE FOUR OBSTACLES Obstacle 3 : Keeping Conversation going after 1 st 15 seconds Obstacle 4 : Get agreement it’s good idea for 2d touch follow up PointSearchSolutions

Selling too Soon The Unsafe No

The Danger of Getting Too Many Unsafe No’s too early in the selling process You can silently “scorch and burn” a territory if your new business selling approach is generating too many unsafe No’s What is an “Unsafe No”? An Unsafe No is a No that’s usually very difficult to later on convert to a yes once the prospect has said no to your product or service. Anytime a prospect says “no I’m not interested” to a telemarketing or phone script before they’ve had the opportunity to know who you are and fully understand what your solutions can do for them - is an “Unsafe No” PointSearchSolutions

The Best Way to Protect from Getting Unsafe No’s The Best Way to Protect from Getting Unsafe No’s is to produce quick interest and early trust before the prospect has the opportunity to engage in “yes or no speak” An emerging new approach “retools” No Rejection Phone Based Market Intel into a new business selling technique which quickly gets you into a discovery/scoping conversation with the prospect on the first phone call. PointSearchSolutions

3 QUESTIONS OF THE GATEKEEPER Who are you? What company are you with? What is this call about? * Avoid the last question and you will have high success rate PointSearchSolutions Obstacle 1

ORG CHARTING DECISION MAKERS THROUGH THE GATEKEEPER Getting to the decision maker when you know who decision maker is Recovering from a mistake When you don’t know who decision maker is When you get “he/she” is no longer here. PointSearchSolutions

ORG CHARTING THROUGH THE GATEKEEPER Using the “is there someone besides” strategy. Discover “who is the real decision maker in the organization?” Discover/Confirm Selling Opportunity/Org Charting thru gatekeeper PointSearchSolutions

The 2nd obstacle - 1st 15 seconds Getting past obstacle 2 - The 1st 15 sec. with decision maker. “ That thing you say the 1st 15 seconds " must trigger quick interest to prevent decision maker rejection too early in the selling process. Is " features/benefits speak " enough on its own to trigger quick interest with little or no rejection on the phone? PointSearchSolutions Obstacle 2

1st 15 seconds- direct dial decision maker Anderw Zalosky convo -Qualify if there is a selling opportunity -get the address -get agreement its a good idea for second touch follow up Rob Cohen VP Strategy/Business -Qualify if there is a selling opportunity -Org chart to who the best decision maker is -Get address -Get agreement it's good for second touch follow up PointSearchSolutions Obstacle 2

The 3rd obstacle-After 1st 15 seconds Quick interest gets you the 1st 15 seconds, but remember, you've got to establish small seed of trust before you can navigate through the next step which is to pre-qualify the prospect to discover if there is a selling opportunity, quantify it, then get agreement that it is a good idea for second touch follow up " I don’t have much time. “ "I called Steve but his phone message said that today was his last day, and that i should dial extension 106 PointSearchSolutions Obstacle 3