Regression analysis: Simple Linear Regression Multiple Linear Regression
Master Prospecting Calls
1. 4an’t Help But Answer.
C
QUESTIONS
SALES
ROSPECTS
YOUR P
A ut h o r A a r o n R o s s
B e s t - S e l l i n g S a le s
Pr o Ti p s fr om
PRODUCED BY:
Aaron Ross
Predictable Revenue
2. On average, it takes 8.4 tries
to reach a live prospect on
the phone.
Source: Sales Shift
6. I’ve made thousands of sales calls.
I’ve taught reps how to make
thousands of sales calls.
7. I’ve made thousands of sales calls.
I’ve taught reps how to make
thousands of sales calls.
But there are only a few questions
that I find really work.
8. So here they are: simple
prospecting sales questions
from the pros.
10. 1 “Did I catch you at a bad time?”
With this question:
11. 1 “Did I catch you at a bad time?”
With this question:
• You’re asking for permission to chat.
12. 1 “Did I catch you at a bad time?”
With this question:
• You’re asking for permission to chat.
• You’re diffusing defensiveness.
13. 1 “Did I catch you at a bad time?”
With this question:
• You’re asking for permission to chat.
• You’re diffusing defensiveness.
• You’re showing respect.
15. 2 “ If you were me, how would you approach the organization?”
With this question:
16. 2 “ If you were me, how would you approach the organization?”
With this question:
• You’re being honest.
17. 2 “ If you were me, how would you approach the organization?”
With this question:
• You’re being honest.
• You’re asking for help.
18. 2 “ If you were me, how would you approach the organization?”
With this question:
• You’re being honest.
• You’re asking for help.
• You’re getting the right advice.
20. 3 “May I ask how you're handling ____ today?”
With this question:
21. 3 “May I ask how you're handling ____ today?”
With this question:
• You’re showing interest in their
expertise.
22. 3 “May I ask how you're handling ____ today?”
With this question:
• You’re showing interest in their
expertise.
• You’re making it easy to talk about
their business with a specific, get-tothe-point question.
24. 4 “Do you have your calendar handy?”
With this question:
25. 4 “Do you have your calendar handy?”
With this question:
• You’re taking next steps around their
schedule.
26. 4 “Do you have your calendar handy?”
With this question:
• You’re taking next steps around their
schedule.
• You’re ensuring a second
conversation.
27. Asking a few questions that
make you feel good ...
28. Asking a few questions that
make you feel good ...
... also makes it easy to have a great
conversation.
30. When should you call next?
Send a follow up email with Signals – a
free tool that will alert you when your
prospect has opened and clicked your
content. That’s when you should call next.
31. When should you call next?
Send a follow up email with Signals – a
free tool that will alert you when your
prospect has opened and clicked your
content. That’s when you should call next.
TRY SIGNALS FOR FREE TODAY
32. ’ t H e l p B ut A n s w e r
Y o ur P r o s p e c t s C a n
S h e et : 4 Q u e s t i o n s
C h e at
1 “Did I catch you at a bad time?”
2 “ If you were me, how would you approach the organization?”
3 “May I ask how you're handling ____ today?”
4 “Do you have your calendar handy?”
Aaron Ross
Predictable Revenue