webinar - death of an 'elevator pitch by @thegoldcaller for @data.com
DESCRIPTION
With the attention span of your average prospect at an all time low you simply don't have 30-seconds in an elevator to tell your story anymore. In 2012, time has simply run out for the elevator. Today you've got to cut to the chase and get to the point quickly if you're going to prosper in the new "Attention Economy" Salespeople by nature are "talkaholics", and many do not realize that their non-stop babbling is driving away new business-- instead of bringing it in. If you struggle with cold calling, and are looking for something completely different to help you make those dreadful calls, then join us for an enlightening webinar designed to help you create the catalyst sales call dialogue that prospects want to hear. Webinar highlights include: -Conversation tactics that create instant rapport with any prospect -Getting ahead in the new "Attention Economy" -How to listen and sell at the same time -Conversation tactics that eliminate prospect stalls and objections -Three questions to a new sales appointment Presented by Peter Ekstrom who started his own business as a cold caller for hire in 2002, and for the past 10 years has scheduled several thousand sales appointments over the phone for his clients. His Gold Call Script has quickly become the standard sales call strategy for companies like Oracle, Xerox, Dale Carnegie, Mass Mutual, and AXA Financial. Peter' Gold Call Training programs are designed to help salespeople find the right words to say the right way so that they can get their foot in the door to meet with more sales prospects' and on to closing more sales.TRANSCRIPT
Death of an ‘Elevator Pitch’
© 2006 DealBuilders, Inc. All rights reserved.
Pete Ekstrom – The ‘Gold Caller’
www.thegoldcallscript.com
Ask your questions via Twitter
Tweet: @datadotcom #jigsawcontacts
Or in the Question’s box on your screen
• Shot in the Lobby – (What Killed Your Pitch?)
• Cause of Death?
• Questioning Suspects…
• ’Convicting’ Suspects…
• Anatomy of a Gold Call Script
OUR AGENDA
Shot in the Lobby…
© 2006 DealBuilders, Inc. All rights reserved.
What Killed The ‘Elevator Pitch’?
© 2006 DealBuilders, Inc. All rights reserved.
Attention -The new
currency of business.
Objections
+ Brush Offs
= ‘Attention Filtering’
* Sales Calls ‘Die’
Within 10 seconds…
C.O.D. – Lack of Attention
© 2006 DealBuilders, Inc. All rights reserved.
R.I.P. ‘Elevator Pitch’…
© 2006 DealBuilders, Inc. All rights reserved.
Questioning Suspects…
• Sound Byte Dialogue & Questioning
© 2006 DealBuilders, Inc. All rights reserved.
‘Convicting’ Suspects…
• ‘Box’ Your Dialogue
© 2006 DealBuilders, Inc. All rights reserved.
Anatomy of a Gold Call Script
The Ice-Breaker
The Lemonade Statement
Focus Question
Attention Question
Closing
Question
© 2006 DealBuilders, Inc. All rights reserved.
The Gold Call Ice-Breaker
Ask for ’10-Seconds’…
Example:
“Hello Joe, this is Pete Ekstrom with ABC Company - and I’m hoping I might have 10-seconds to explain why I’m calling”…
© 2006 DealBuilders, Inc. All rights reserved.
The ’Lemonade Statement’
Describe your business in simple terms like ‘Lemonade’
10 words or less works best!
“A Cold Drink for Thirsty People”
The FOCUS Question
** Are you speaking to the right person?
** Is your prospect thirsty?
** Does your prospect have a need (problem)
Example:
Q: ”How much personal focus do you have upon solving problems with ___________?
© 2006 DealBuilders, Inc. All rights reserved.
The Attention Question
Close for Attention!
Example:
“Suppose I could (insert value here), would I get any of your attention”?
• “When can we meet”?
• “Are you looking at your calendar”?
• “What day looks good for you”?
• “When can I stop by”?
• Can you spend a few
minutes with me now?
The Closing Question (Scheduling)
Q: “When will you get more attention”?
© 2006 DealBuilders, Inc. All rights reserved.
Summary…
•Don’t Take the Elevator
•Keep it Simple -‘Lemonade’
•‘Box’ your prospect w/questions…
•Close for Attention
© 2006 DealBuilders, Inc. All rights reserved.
Gold Call Benefits…
• Prospects Like the Gold Call
• No Objections
• Closes for a Decision – Yes or No
• You Close More Sales Appointments
Gold Call CSI:
www.goldcallcsi.com- $39.95
Call Recording ‘Autopsies’ w/ Real Sales Prospects
• Prospect Likes The Gold Call
• Closing the Appointment I
• Anatomy of a Gold Call I
• Leaving Messages
• The 2-Minute Gold Call
• A Call to the President
• Getting to the Right Person
• The Inquiry Call Script
