Suggested sales intro

[Diverse]

Hi I have a salesperson starting shortly to target the corporate sector. He has no idea about the corporate gift/hamper industry so I have written him a brief guide to introduce himself.

Can you have a look for me please and give suggestions as to if/how you would improve. How would you feel at receiving a 'scripted' call? I personally dont like them, but not sure how else to assist him whilst he is learning...

Thanks for any help with this...

Intro as below:

(Assuming dialog with appropriate contact)

Does your company’s corporate gift policy allow gifts to be given to customers and staff?

(if so)

Do you buy the gifts personally or do you employ a PR company?

(if themselves)

Would you be interested in our range of gourmet corporate gifts. We produce modern hampers which are striking to look at and contain luxury, distinctive products.

If you send hampers at Christmas we can even look into branding our signature ‘hamper tower’ with your own corporate colours.

(Hopefully the potential client has spoken by now and expressed a keen interest)!

Would you like me to send you a sample of one of our gourmet products to give you an idea of the quality and flavours we use in our gifts?

(Yes of course, here are all my details....!!!)

(if PR Company)

Would you mind if we contacted the PR Company to offer our products? Would you please supply me with contact details.

 

[SME Advice]

I wouldn't script the call. I would teach the new person everything you can about the business, get them as excited about what you do as you are. Show them why everyone has to have what you sell. Then put them on the phone. With that enthusiasm and knowledge they will sound more genuine. If you want me to talk you or your new person through it I am a phone call away. I am available at this moment.

Ed

 

[becker]

I'd agree with SME Advice - I'd go even further and say that if you have to script the call, then you may have employed the wrong type of sales person - they sound more like a call centre agent?

We recently recruited a sales person and other than spending a few hours describing the business model, shes been out there making calls and generating leads and business - no script necessary.

 

[Diverse]

Thanks Ed, thanks Becker....so no script...not surprised! I think you are both correct, I would hate it to sound like call centre spiel. He is very enthusiastic, so it will be a case of letting him come up with his own style...

Thanks for the offer Ed, he hasnt started yet...I will see how he goes, I may give you a call when he does

Thank you both!

 

[Sharm]

Hi
All sales calls involve some sort of script! However, the secret is that it shouldnt come across as a scripted call. Good advice from the previous two writers, just to add my few pence worth:

Keep it Simple
Ask open ended questions like ' Do you send gifts to staff/customers at Christmas?
Wait and listen to the answer!! and respond accordingly. Teach your new guy that we have two ears and one mouth so use them in that proportion!
If answer to above Q is yes! Ask for name of person who would deal with this and perhaps speak to them!
Hope this helps.

 

[maxine]

Hiya

I rip up scripts Hate them. They are too rigid, sound awful and don't encourage people to listen. Bullett points of the key things to mention / selling points can be good as a reference but need to flow naturally on the call.

Similarly you can have some objections listed and the best ways to overcome them such as useful phrases etc and the best ways to build on these comments too.

 

[georgelane]

Diverse,

Is this a warm or a cold list you're rep is calling?

I'm guessing by the script it's a cold list, but could be wrong.

Now first off, I'm no expert in the telesales field, so please completely ignore the following :

My old sales coach John Paul Mendocha (Google him, he's awesome), talks about quickly DIS-qualifying prospects on your list, known as the 5 Power Disqualifiers, so that you can very quickly establish who is ready to do business with you now, and who isn't.

This is a really great way of making the best of you or your reps time. The thinking behind it is based on the 80/20 principle where 20% of your list will produce 80% of your results. Using the '5 power disqualifiers' rapidly establishes the magic 20% you should focus on for maximum leverage.

I can't give the power disqualifiers away on a public forum as it would undermine John's intellectual property on them (Although if you PM I'll explain them in a bit more detail). But, as I said, if you Google him and get on a call, you'll be blown away .

Cheers,


George

PS: I'm not affiliated with John Paul Mendocha in any way, I've just had great results with him and heartily recommend John to anyone who'll listen .

 

agree with everything everyone has said, what I will say is that it is good that you wrote the script intially it helps you understand what your strengths are and you caan then take those things into a script free conversation. Consider it a bone that your guy can add meat too.

Michael

 

[Diverse]

Thanks for all of your comments, some good advice in there...

 

[Shaun_Pearce]

For me the way to making the most of a cold call is knowing your potential market just as well as the product you are selling...

Read on...

The most successful salesperson I have come across is a man who knows his market sometimes better than the person he is selling to. Now I can appreciate this takes time, consideration and patients.

If your salesperson has the enthusiasm to cold call then he already has the ability to learn his potential customer.

Give him all the resources you can provide for him so he can really understand his target market.

Read on...

Try a few simple exercises to get his mind prepared to some common objections. Write down 3-4 competitors including your business name, then write down 3 USP's you all have. Be honest as he will come up against them!

With this little bit of ammunition he can now deal with prospects who currently have someone to provide them with the same service you provide. He can now quickly identify what it is the prospect most likely values in a product or service and its supplier.

There are endless amounts or ideas and theories tried and tested I could share with you but this one is a good start.

KNOW YOUR COMPETITORS! BECAUSE CHANCES ARE THEY KNOW A LOT ABOUT YOU!

There is a saying my mentor used with me when I was being taught how to sell. It has stuck with me for a very long time as I think its very constructive!

Lions or Gazelles?

• Every morning in Africa, a gazelle wakes up. It knows it must run faster than the fastest lion or it will be killed.
  

• 
  

• Every morning in Africa, a lion wakes up. It knows it must outrun the slowest gazelle or it will starve to death.
  

• 
  

It doesn't matter whether you are a lion or a gazelle. When the sun comes up, you'd better be running!

To sum up - If you are the one with the edge you will have a much better chance of closing than your competitor. But it's down to you to give him every bit of information you can get on your competitors and the industry you are targeting.

If you would consider it, i would very much like to speak with you or your salesperson to possibly give him some advice or help him gather the right type of information he needs to give him every chance of closing the deal as a knowing salesperson than a speculative one.

PM your number to me if you would like to chat further.

Heed my warning, I don't charge for this advice over the phone!

All the best

Shaun..