Jul 30, 2015
Shweiki Media teams up with entrepreneur Karl Scheible from Sandler Training to present a must-watch webinar on qualifying the sale with prospective buyers.
seen from Chile
seen from Netherlands
seen from Germany
seen from Saudi Arabia
seen from United States
seen from Netherlands
seen from Israel
seen from Jamaica
seen from China
seen from Russia
seen from Germany
seen from China
seen from Malaysia
seen from China
seen from China
seen from Costa Rica
seen from Germany
seen from Türkiye
seen from Panama
seen from Germany
Shweiki Media teams up with entrepreneur Karl Scheible from Sandler Training to present a must-watch webinar on qualifying the sale with prospective buyers.
Cold Calling - 9/24
Today, we had Karl Scheible come in to talk to us about cold calling. Here are my lessons learned:
Nobody can sell like an owner, it's difficult to transfer the passion of the product
BAT Triangle (Behavior, Attitude, Technical)
Pattern Interrupt - "Hi! This is Matt Pearson. This is a cold call, do you want to hang up now?"
Pendulum Theory - If the prospect is negative, be a little bit more negative. "Well, I'm not sure if we even need to talk."
If the prospect makes a declarative statement, make them argue with themselves. "Just lost a big client worth $30,000 / month." Response: "That's not that big". Prospect, "Yes it is a lot of money!"
5% of sales people pursue prospects for over 30-days. 70% of the market wants to know about a company for 9-months before buying. Good odds.
Having more prospects leads to more sales. NUMBERS GAME!!!
"Sales is about doing a little bit all the time, as opposed to a lot all of the time."
Belief -> Judgments -> Actions -> Results -> Reinforce my beliefs
You must insert a new belief to change the cycle.
Karl's belief: "Your opinion of me is none of my business."
Book Recommendation: "Your Erroneous Zones"
Areas of Belief that can affect your sales: (1) Non-Supportive Buy Cycle - High correlation with how you buy and how you sell. You will apply your beliefs holistically to the world. (2) Need for Approval - You will not get your needs for approval met on a sales call. #1 killer of sales people. We believe our accomplishments determine our net worth. (3) Emotional Control - You won't listen if you don't have control of your emotions. (4) Money Tolerance - You have to believe in the value of your product... not apply the belief in the amount of the dollars to you. (5) Record Collection - Can't call up top. The lower your call, the more pressure is put on you because that's where everybody else is calling.
Gatekeepers: negotiate an upfront contract, tell them they probably know the company best anyway and ask whether he's the right person to speak with.
Emails: "How long will it take to review and let's set up a time to discuss it."
Voicemail: Less is more.