Example of a First Sales Appointment
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Example of a First Sales Appointment
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Example of a First Sales Appointment
- 1. Example of a First Sales Appointment
- 2. Background
- 3. OPEN ABOUT US CLOSE ABOUT YOU 10 minutes
- 4. COLD APPOINTMENT WARM APPOINTMENT VS More likely with outbound appointment setting More likely with inbound leads
- 5. OPEN ABOUT US CLOSE ABOUT YOU MEETING STRUCTURE OPEN ABOUT YOU CLOSE ABOUT US RECOMMENDED STRUCTURE
- 6. OPEN ABOUT US CLOSE ABOUT YOU This is more of a networking meeting. OPEN • I am not sure if you need the help we provide. • So our goal is just to to learn a little more about you and for share a little information about us. • That way we can keep each other in mind and if it ever makes sense for us to talk in more detail, we can reconnect at that point.
- 7. OPEN ABOUT US CLOSE ABOUT YOU • How is your day going so far? • Where are you based? (if virtual appointment) • [Ask a question regarding the weather, sports, recent current event, etc.] • What is your role? • How long have you been working here? • What did you do before this? • Where are you from? • What do you like most about what you do? • I know why I wanted to meet with you. Is there anything that motivated you to want to meet with me? • [Share agenda for meeting] Does that match up with your expectations for this meeting? • Is there anything in particular that you are hoping to get out of this meeting? • Do you have a hard stop for this meeting?
- 8. OPEN ABOUT US CLOSE ABOUT YOU Slide 1 – Our products and services Slide 2 – Our clients ABOUT US • Our products and services • Improvements we can make (Benefits) • How we differ (Differentiation) • Some details about us (Interesting company facts) • Impacts of doing nothing (Pain Points) • Customer examples (Name Drop)
- 9. OPEN ABOUT US CLOSE ABOUT YOU And I would like to learn more about you. What is your long-term goal? Are you looking to add a CFO? ABOUT YOU • Pain questions • Current state questions • Desired state questions • Organization questions • Need to purchase questions • Ability to purchase questions • Authority to purchase questions • Intent to purchase questions
- 10. OPEN ABOUT YOU CLOSE ABOUT US RECOMMENDED STRUCTURE DISCOVERY CLOSE Current State Questions Pain Questions Desired State Questions Current State Questions Pain Questions Desired State Questions Need to Purchase Ability to Purchase Authority to Purchase Intent to Purchase Organization Questions Mini Close
- 11. OPEN ABOUT US CLOSE ABOUT YOU Would it be OK if I check back in with you down the road? CLOSE • What are your thoughts on what we have discussed so far? • What would you like to do next? • What direction would you like to go form here? • Do you want to continue talking about this? • When would it make sense to talk again? • What does the path forward look like?
- 12. PRODUCT TARGET VALUE PAIN QUESTIONS
- 13. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT Building Blocks
- 14. Cold Call Script VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT OPEN CLOSE
- 15. VALUE POINTS PAIN POINTS CURRENT STATE PRODUCT PAIN QUESTIONS DISCOVERY INTRO CLOSE CURRENT STATE PAIN POINTS PRODUCT NAME DROP First Appointment Script
- 18. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
- 20. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 22. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 24. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 26. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 28. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 29. Get your copy here https://www.amazon.com/dp/0578615762