4 Word For Word Inside Sales Calling Scripts from Some of the World s Best Salespeople

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1 4 Word For Word Inside Sales Calling Scripts from Some of the World s Best Salespeople SCRIPT ONE: THE MINI DISCOVERY Hi John, Chris Orlob with Conversature here, did I catch you at a bad time? The reason I m calling is that our conversation analytics platform increases sales call conversion rates by 56%. Frankly, I m not even sure if this would fit in with what you re doing, but to see if this does apply to what you re trying to accomplish, I wanted to ask you a few questions [SILENCE] Let s break this one down The first thing to notice is that the rep proactively gives his full name, and company name, right off the bat, without being asked. This is important for two reasons: 1. Important people proactively state who they are. This subconsciously influences the prospect to take you seriously, and give you respect. 2. If you did not give that information, now the prospect is in a position to ask for it. Once they start asking you a few questions, they are now in control of the conversion. As a sales rep, you don t always have to be in control. But at the beginning of a prospecting call, it s crucial. Next Did I catch you at a bad time?... This one is controversial A lot of salespeople swear by it, and a lot of salespeople hate it. The psychology behind it is that people naturally want to disagree, or say no to minor things It makes them feel important. If you re always agreeing, you re not adding value to the conversation. That, and very few prospects you call will say yes, to did I catch you at a GOOD time? Next, we state a reason for the call. This immediately neutralizes the buyer s mind.

2 Finally, we end with a takeaway. Admitting that you may not even be able to do business with them melts their sales resistance, as they are expecting a pushy salesperson to plow ahead and press for sales no matter what.

3 SCRIPT 2: THE SHOCKING BENEFIT Hi John, Chris Orlob with Conversature. I know I m likely interrupting your day, but do you have 27 seconds for me to tell you why I m calling? The reason I m calling is that we ve developed a software program that intelligently analyzes sales calls as they re happening in ways that increase sales performance and conversion. One of our clients doubled their conversion rate within 180 days. Based on the research I ve done on your company, there s a pretty good chance we can get you similar results. But of course you can judge that for yourself. All I m asking for is to schedule a 20 minute time slot with you so you and I can figure out if it s worth talking further. Are you open to that/do you have your calendar handy? Much of the thinking and credit to this script comes from Chris Beall, CEO of ConnectAndSell. When we ask if the prospect has 27 seconds, it throws them off in two good ways: 1) it s so specific that it makes them curious, and 2) it s such a short amount of time, that their commitment barriers go down. From here, the rest of the script is similar (in structure) to script one. We state a reason for the call to neutralize the mind of the buyer, make a bold value proposition, and use another takeaway to melt any remaining sales resistance. The only difference is that we go straight for the close on the next meeting, rather than doing a discovery/qualification on this particular call.

4 SCRIPT 3: THE REFERENCE STORY Hi John, Chris Orlob with Conversature. Did I catch you at a reasonable time? The reason I m calling is we have several clients similar to you. A few examples are X company, and Y company. One of the challenges I consistently hear from inside sales leaders in your industry is that its near impossible to make increasing performance predictable because the lack of transparency you have into your sales team s calls. We ve been able to solve this issue for dozens of inside sales leaders like you with our conversation analytics software that intelligently analyzes sales calls in ways that increase performance systematically. So I m calling to see if you d be interested in hearing a 2 minute story of one of our clients and the situation they faced, so that you can judge for yourself if talking further is necessary. [SILENCE] Credit to much of the thinking of this script goes to Mike Bosworth, author of Solution Selling. Did I catch you at a reasonable time?... I expect this phrase to rise in popularity in the sales world. People are very sensitive to the world reasonable, no one wants to be seen as unreasonable. On the second line, if you can name a few of your clients that are, indeed, similar to them, you ve just SKYROCKETED your credibility. They are leaning in now. The third line is critical, and requires you to know your buyers DEEPLY. It looks like you re just describing the problem your product solves. But here s the KEY to making this work: you have to be able to describe the problem that buyer is experiencing as good or better than he or she can. If you can put words to the thoughts swirling in their head, they will automatically assume you know the solution.

5 The rest of this script s approach is in gaining a minor commitment from the buyer: getting them to extend the current conversation a little further by hearing a reference story (that you are prepared to tell) of a client who faced a similar problem. After you finish the story ideally describing your client s painful situation, and how you resolved it (and the results they achieved), the then pass the torch over to the prospect you re talking with Anyway, enough about Conversature and our clients. Tell me about your situation Since you just told a story describing a relevant pain point, it s pretty likely they will spill their guts on their own pain point.

6 SCRIPT 4: THE STADIUM PITCH Hi John, it s Chris Orlob with Conversature. I can t talk long, but did I catch you at a reasonable time to have a 2 minute conversation? The reason I m calling is because we ve done some extensive research, and we found that the average tenure of the VP of Sales is rapidly declining. 10 years ago, in 2006, VPs of Sales lasted on average 26 months. But today, they only last 18 months. So we ve managed to destroy 8 months of average tenure in under a decade. Are you curious as to why that is? Well, to help you answer that, let me ask you a couple questions. Do you feel like your quota as a sales leader has been rising, falling, or staying the same over the last few years? ( rising ) Now let me ask you this do you feel that your sales team has been getting on average younger in population, older, or staying about the same? ( younger ) So there s the first answer to why this dwindling tenure is happening. We have this dilemma where quotas are rising, but since we re shifting to an inside sales model (versus field), our salespeople are on average getting younger, and a bit less equipped to hit that rising quota even though an inside sales model is more efficient and cost effective. We ve put together a 22 minute education briefing going more in depth into this problem, and some specific actions VPs of Sales can take to reverse the trend for themselves, and their organization. So the reason I m calling today to invite you to participate in one of those over join.me where we walk you through the details. Do you have your calendar handy? Major credit here: the late (and amazingly great) Chet Holmes, and his company, Chet Holmes International. This script is all about manufacturing need by presenting compelling market (as opposed to product) data.

7 The other core concept of the effectiveness of this script is that you are selling an education rather than a product, which is a much easier sell (of course, that educational briefing will be teaching the prospect in depth about the problem you solve more on that in another e guide :) This one will take some hard thinking and legwork for you to get right, since it s so specific to your own company. The idea is to present market data in a way that builds a pain point. In the above example, I could have just said The average VP of Sales only lasts 18 months! Can you believe it?! But that doesn t build any concern or context. However, when I first say 10 years ago, the average VP Sales lasted 26 months. But today, it s only 18 that paints a more interesting story in the buyer s mind. This script is arguably the most powerful, but the most difficult to nail down for your specific situation. To help you come up with your own, I have three recommendations: 1. Read The Ultimate Sales Machine by Chet Holmes 2. Watch every video on Youtube with Chet Holmes you can find 3. Listen to the Interviews with Inside Sales Gurus podcast episode with Chet Holmes daughter, Amanda Holmes (who is now CEO of CHI). She gives 2 specific examples of using compelling market data in a sales call. Here s the link to Amanda Holmes podcast interview: amanda holmes ceo of chet holmes international h ow to increase inside sales appointment setting 300/ Hopefully these scripts help you dominate! Remember to share this on LinkedIn and Twitter with your friends! Chris Orlob

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