Sales Call Framework
Wouldn’t it be great if there were a one-size-fits-all “script” or “sales call framework” as part of our cold calling strategies?
Or the perfect Sales Coaches in which to send your Sales Representatives and have them come out as Top Performing SDRs?
Hang with me, we’ll get to that.
Leading Sales Managers ensure Sales Teams have the resources and tools SDRs need to help them succeed.
Companies are analyzing the success of Sales Development Representative KPIs which include items like:
- Activities
- Cold Calling
- Warm Calls
- Meetings/Demos
- Emails
- LinkedIn Outreach
- Networking Events
- # Conversations with Decision Makers
- Amount of Sales Intelligence Gathered
- Followups Scheduled
All of these activities are necessary for the success of quota attainment but often are predicated on the first item, cold calls.
In order for warm calls to be made, emails to be sent and meetings and demos to be scheduled, first cold calls have to actually be made.
Cold Calling is Difficult
No matter how you look at it, an unscheduled call is an interruption; it is not a welcomed call right off the bat. SDR’s and prospects both start out defensive by nature! The prospect is guarding their valuable time, and the Sales Rep is simply trying to earn a living. Let’s talk a look at what all successful cold calls had in common:
Smiling & Dialing
“Just smile and dial” is a phrase we’ve all heard which implies keeping a good attitude, smiling through the conversation so that you are conveying warmth to the prospective customer. As the sales representative, it’s your knowledge and helpfulness in the conversation help gain momentum and move the potential relationship forward.
Who Cares? Also known as “Show Up & Throw Up”
Recapping:
- Your call interrupted the buyer’s day
- People want to buy (on their terms, and in their timing)
- People don’t want to “be sold”.
The last thing you should do is to give your name, your title, your company name, your value proposition, and your sales pitch. The prospect has NOT asked for your call.
Ultimately you want to sell your widgets and services, with and without contracts. Change your verbiage accordingly. Start by developing a rapport with the individual by making the call about them.
Ask questions:
- Start with asking “Is now a good time?” If they say no, respect their time and ask for an email address to send them a calendar invitation for a follow-up call. They are likely to ask “what is this call about”. Continue asking questions that will help guide you to be able to position the conversation to be able to help them with whatever “pain” they are currently experiencing, or plan they have on the horizon.
- “You’re likely under contract currently. Can you tell me when your contract for XX ends? Then I can make plans to follow up at the appropriate time.”
- “When was the last time you XX? Then I can make plans to follow up at the appropriate time.”
- I’m not likely calling you on the exact day you need my services. I would like the opportunity to earn your XX business. What is the right timeframe for this discussion?
In approximately 50% of the cases, the prospect will engage with either not having time at the moment or not having interest. More on that below…
The Buyer’s Journey or Lucky Timing
Since you have engaged the decision-maker on the phone, they are now open to a discussion. Sound self-confident so that the prospect feels understood and taken care of. The buyer knows when they need what you have, and more likely than not, that will not be the same day as your well-intentioned call.
This blog has likely surprised you so far. Lots of others say “Spend this time explaining why you have specifically called the prospect and what you are offering that will genuinely help him/her.”
Obstacles & Objection Handling
Instead of convincing the prospect to buy, the goal is to determine which of your solutions are a good fit, at the perfect time. Clearly demonstrate your organization’s ability to be a superior fit over the incumbent and the competition.
Top-performing SDRs learn more about their prospects when they receive objections. They are able to pivot the conversation to reiterate the benefits of how their solutions address the prospect’s uncertainties.
Practice. Practice. Practice Some More
Who are your organization’s top performers? Don’t reinvent the wheel! They’ve done the research and know what works to position your company’s products and services. Use proven sales call frameworks!
For Sales Leaders to ensure Sales Development Representative KPIs are met there has to be accountability. You cannot measure what you do not know! How many meetings/demos were set? How many proposals or quotes were generated as a result?
How to Overcome Common Cold Calling Obstacles
Expect to receive multiple obstacles in just an hour of your cold calling strategies, such as:
- “I’m not the right person.”
- “I’m not interested.”
- “I’m too busy.”
- “We have no needs at this time.”
- “We are working with your competitor.”
- “Send me an email.”
- “We don’t have the budget.”
Use our cold calling strategies and be a top performer in no time!