Step 6. Make the contact - telephone opening remarks.

This Strategic Sales Plan is your master list of call objectives. As you complete each step, you've advanced the sale toward closure. There will be sub-steps for many of you. Add those to your own version of this plan. Continue to collect steps and tactics until there isn't a stone unturned for your own master Strategic and Tactical Sales Plan.

Often the telephone is the first method of contact. It is critical that you prevent common initial contact objections such as, "not interested," "already have someone," and "just send me your literature." One of the most powerful telephone contact set of opening remarks is given below. But remember you must pace the person. You'll know how to pace by how they say what they say after you say "good morning." For more information about establishing trust and rapport (pacing), see Strategic Sales Plan step # 7 "Establish Trust and Rapport."

1. This is ____ with ____, good morning. (Pause, wait for response.) Continue with:

"The reason I'm calling is that I'd like to get you some written information on how our company has solved some of the costly and critical issues related to..." (Sate the benefits you've identified for this decision maker in step number 2 above.) Don't pause, ask...

Is now a good time to quickly verify some information? Or, should we set a telephone appointment for latter on today.

2. Prepare a 20 second commercial that orients the prospect to:

Both steps one and two are used to structure your voice mail commercial. Remember, at no time will you have the prospect's undivided attention, listening to each and every word you say as when s/he is listening to your voice mail commercial. Keep it short and add a compelling business reason for this person to call you back. Stay your phone number slowly at the beginning of the message and very slowly at the end of the message.

2) Objection of the Month - Prevention and Response

Objection: I can't use anymore ...

When? Initial contact.

Probable Cause [Missing Buyer Belief] Does not believe a need exists.

Objective: Establish a need.

Prevention Strategies

1. Prepare for the future

  1. During your initial research of the company you will be able to determine consumption rate. This will help you with timing and future planning issues.
  2. Preempt this objection by asking directly about their consumption rate, then emphasize and go into a future planning mode, i.e., prepare now for future use.

Response

"Well, I can tell the timing isn't right just yet. What is your consumption rate so that we can set our next conversation at a more appropriate time?

What slowed down the consumption rate from the planned rate? Okay, so I'll make a note to include a restocking paragraph to make sure you don't get stuck with a ton on hand. Thank you and I've got you scheduled on the _____ to follow up to set our meeting. What part of the day is the best time to reach you?"

3. Sales Diagnostic Questionnaire is now on-line

The Sales Diagnostic Questionnaire (SDQ) will help you discover how well you are doing with 204 observable skilled competencies in 31 different areas of selling i.e., prospecting, negotiating, closing, objection handling, etc.

Knowing where to sharpen your selling skills is the first part of the equation. The second part is sharpening them. The SDQ is now free on-line with immediate text and graphical reports with recommendations.

Please contact us with any questions and comments you have. Thanks and have a great sales day!

Sales Process Analyst Team

© 2000 Sales Training International