In this episode, join Joe as he unveils the secrets to effortlessly navigate past gatekeepers and unlock new opportunities. Discover the power of well-crafted scripts, the importance of cultivating the right mindset, and effective tips to make meaningful connections with prospects. Joe will guide you step-by-step through a proven strategy that has consistently booked 3-5 consultations in just 15-20 minutes. Master this system, and you’ll improve your telephone sales skills, bypass gatekeepers, and fill your calendar with non-stop sales opportunities.
Whether you’re part of a sales team or an individual looking to enhance your selling abilities, this episode is packed with valuable insights to improve your contact rate, effectively deliver your message, and engage with customers. Tune in to gain the essential skills for telephone sales training, boost your sales performance, and achieve remarkable success in the competitive world of sales and marketing.
Keys to Consistently Book Consultations
Preparation
- Familiarize yourself with the script provided in the content.
- Practice the script to ensure fluency and confidence.
- Compile a list of potential supply companies and referrals in your target industry.
Call Supply Companies
- Contact supply companies and ask to speak with a representative.
- Introduce yourself and mention that you have a problem and need their help.
- State that you have customers looking for specific services (e.g., HVAC repairs and installs).
- Request three referrals of companies that can handle additional work and take good care of customers.
- Note down the names of the referred companies and any provided contact information.
Engage the Gatekeeper
- When calling the referred companies, mention the name of the supply company that referred you.
- Introduce yourself and explain that you have customers in need of the services they provide.
- Inquire if they can take on more customers or if they have availability for additional work.
- Follow the script, adapting it to the context of the referred company.
- Establish a positive conversation with the gatekeeper.
Request to Talk with the Decision Maker
- Once you have engaged the gatekeeper, ask for permission to speak directly with the business owner or decision-maker.
- Specifically ask who you should talk to in order to set up consultations or appointments.
- Obtain the correct contact’s name and any necessary contact information.
Engage the Business Owner
- Contact the business owner using the provided contact information.
- Start the conversation by reiterating your problem statement and expressing how you can help their customers.
- Assess their capacity and availability for taking on more work.
- Adapt the script to fit the conversation with the decision-maker.
- Aim to build rapport and establish credibility.
Schedule Consultations
- Express your interest in scheduling a consultation to discuss further collaboration.
- Propose a time that works for both parties, emphasizing the importance of booking the appointment quickly.
- Aim to schedule the consultation within 24 hours for better attendance rates.
- Confirm the appointment details and provide any necessary information.
Execute Consultations
- Prepare thoroughly for each consultation, researching the company’s needs and challenges.
- Follow the consultation process outlined in the content or based on your sales approach.
- Deliver a compelling presentation, focusing on how you can address their pain points.
- Engage in active listening and address any concerns or objections they may have.
- Present your offerings and demonstrate the value you can provide.
- Aim to secure a commitment or next steps during the consultation.
Follow Up and Close Sales
- After the consultation, promptly follow up with the potential client.
- Address any remaining questions or concerns they may have.
- Negotiate terms, if necessary, and finalize the sale.
- Provide clear instructions on the next steps and what they can expect from your services.
Collect Feedback and Request Referrals
- As you deliver on your promises and provide value to your clients, request their feedback.
- Ask for testimonials or case studies to strengthen your credibility and attract more clients.
- Request referrals from satisfied clients, encouraging them to recommend your services to others.
Monitor, Analyze, and Improve
- Continuously track and monitor the success rate of your strategy.
- Analyze the number of consultations, sales, and referrals generated.
- Evaluate the quality and conversion rates of appointments and adjust your approach if needed.
- Incorporate feedback
Show Notes
- Testimonials on the method {1:34}
- Getting comfortable with the script {3:07}
- Going past the gatekeeper {3:35}
- Talking with the owner {4:22}
- Adding another layer – referrals {5:48}
- Mindset and confidence {7:50}
