Session 9 The High Art of Getting Appointments with Anyone Part 1 Videos in Session 9: 9.1 Getting the Impossible Appointment 9.2 Attitude is Crucial 9.3 Create a Vehicle to Build Rapport 9.4 Elements of a Phone Pitch 9.5 Getting Past the Gatekeeper 9.6 Great Tips to Get Executives on the Phone 9.7 Back to the Gatekeeper with Even More Strategies This Workbook is provided to support each of the areas described above. It is important that you take notes as you watch each video and to follow and conduct the workshops provided for you and your team, so you can begin implementing what you learn. The areas noted below are primarily covered in the video. This Workbook is provided for you to take notes as you watch the video and to follow and conduct the workshops provided for you and your staff so you can begin implementing what you learn. 1
9.1: Getting the Impossible Appointment With Anyone Part 1 Areas covered in Session 9: Discover how to identify and get around the gatekeeper Perfect your phone pitch for massive results. Learn how speaking with confidence will make your prospecting 200% more effective. Discover powerful techniques to always the lead the conversation vs. them leading you. Tonality has 5 times more impact than the words you use. The prospect s subconscious picks up every subtle nuance in your tonality. 2
9.2: Attitude Is crucial Attitude Can they trust you? Are you making an impact on them? They will hear your confidence, or lack of it. You re going to get, what you want to get when on the phone. One-Minute Visualization Close your eyes and count backwards from five, relaxing more with each exhale. Visualize the prospect being happy to take your call, receptive to whatever you want to say. Visualize the prospect being happy after you call, feeling like he or she has benefited and got something they wanted. Then you visualize yourself feeling great. 3
9.3: Create a Vehicle to Build Rapport Essential to Success Leverage tools to create instant interest and value Create a magazine, survey, program to connect with target prospect. Workshop #1: Superior access vehicles What can you create that will provide superior access to your buyers? What are some ideas offered by Chet that may be applicable for you, just as a method of helping you gain faster, easier, smarter or more potent access to your buyers? 1. 2. 3. 4. 5. 4
9.4: Elements of a Phone Pitch It is all in the script Get Prospects to Create Visuals This gets them using all their senses and keeping them focused on the objective of the call. Elements of a Phone Pitch Must get their attention quickly. Voice of authority is always good. Use their name. Something intriguing ( A story or reason why you re calling but something that engages them) Unfold the information in an interesting way (maintain authority). Have a hard close. Workshop #2: Elements of telephone pitch Cold Calling Best Buyers Make a quick stab at your opening telephone pitch. For current clients, write three reasons to invite them back. We ll go deeper on this in a moment, but have a crack at it right now to warm-up. 1. 2. 3. 5
9.5: Getting Past the Gatekeeper It s all about the person in the most control Rules for Dealing with Gatekeepers You must always lead the conversation. WORKSHOP #3: Gatekeepers How many times can you send the gatekeeper back and what will you say each time? 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 6
9.6: Great Tips to Get Executives on the Phone Killer strategies Maintain Control and Authority Look to identify who has authority to buy without checking with someone else. Workshop #4: Who should you be selling? Who has the authority to say yes without checking with someone else in order to buy what you sell? What s easier to sell for you initially, that gives you easier access? 7
9.7: Back to the Gatekeeper With even more strategies Maintain Control and Authority Use Market Influencer Sell. Last resort Send Information. The negative / take-away pitch. The combo pitch, super complicated. The Seven Steps to Every Sale apply to phone sales. Workshop #5: Dream 100 Strategy Write down ideas for orientations that you could give to your Dream 100 Remember, this should grab their attention and be about problems facing them. Example: The nine ways you re wasting money on your voice and data spending. Workshop #6: Who should you be selling? Time to develop your telephone appointment-setting script The executive comes to the telephone: What s your opening to hook them quickly? 8
What s the story you have to tell, something that continues to be curiosity driven. Who else can you name-drop that will raise credibility? Build value? What are pain points that might motivate them to want to meet with you? What s your close? What if they say no? (On average it takes 8.4 no s to get a yes) What do you say? 9
Then next? Then next? Then next? Then next? Then next? Then next? Then next? 10
Session 9 Quiz: The High Art of Getting an Appointment with Anyone: Part 1 Mastering the Telephone Please Note: This test can be copied only for repeated usage, by the original program purchaser, and not to be resold or used for any profit. Uses for the test: a) Used as a primer before viewing the video, this test will prompt you to note the important points as they arise. b) The test should be given after viewing the video to show how well you retained the information. c) The test can be used as a vehicle to measure the comprehension of employees who view the video (for current employee new-hires, or any employee who uses the video for self-study or in a training situation). d) The test can be given every eleven weeks as a means for promoting memorization (the minimum acceptable level of learning) of the material. Name: Score (8 points for each correct answer, 96 points = 100%): 1. Circle the items below that you think are important when speaking on the telephone Speak clearly Speak loud to emphasize your points Use a deeper tone of voice Sound relaxed Establish rapport by using charm Use a tone that shows authority and intelligence Give your sales pitch to the gatekeeper 2. What should your main attitude be when you pick up the telephone? 3. Concerning the impact of your conversation, what percentage comes from the words you choose? a) 10% b) 90% c) 7% d) 40% 11
4. When trying to get past a gatekeeper, always let them lead the conversation True False 5. Salespeople should be exceptionally friendly, especially in an initial conversation with a gatekeeper. True False 6. If a prospect tries to rush you, it means they are very busy. You should respect their time and shorten your pitch. True False 7. Why should you never pitch the gatekeeper? 8. How can you avoid pitching the gatekeeper? a) Always lead the conversation. b) Sound important, and show authority. c) Answer all questions with enthusiasm. d) Keep asking for what you want. e) Make the gatekeeper go back to their boss as many times as possible. 9. You should tell your life s story to the gatekeeper who wants it. True False 10. When a gatekeeper asks you a question, answer it promptly. True False 11. What can you design or create that will help make you irresistible to your prospects? 1. 2. 3. 4. 5. 12. You should lie, if need be, to get past the gatekeeper to your potential client. True False 12