How to Use Pain Points When Cold Calling
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The document provides guidance on using pain points when cold calling. It explains that pain points are problems, issues, or concerns that are not working well. Discussing a prospect's pain points can help get their attention and explain what products or services can help address those pain points. However, it can be difficult for sales reps to know what pain points to discuss or how to work them into a conversation. The document provides examples of common pain points around training sales reps and gives suggestions for how to structure a cold call discussion around identifying and addressing a prospect's pain points.
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How to Use Pain Points When Cold Calling
- 1. How to Use Pain Points When Cold Calling
- 2. Pain Points? Something that is not working well Something that could be working better Something to be concerned about
- 3. Why this is helpful: 1. People are more motivated to fix problems 2. Can help with getting the prospect’s attention 3. Can help explain what you sell 4. Can help to generate leads 5. Can help to qualify prospects (pre-qualify)
- 4. Why this is difficult: 1. Difficult to know what pain points to talk about 2. Difficult to get pain points into the conversation
- 5. • Make it easier to teach new reps what to say VALUE POINTS • Decrease new hire ramp up time • Get reps selling more VALUE • Difficult to teach sales reps what to say and ask • Take a long time to get reps ramped up and producing sales results • Costly to have to let reps go due to sales performance PAIN POINTS PAIN
- 6. PRODUCT TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE
- 7. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT Building Blocks
- 9. 1. Difficult to know what pain points to talk about 2. Difficult to get pain points into the conversation
- 10. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
- 12. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
- 13. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Pain Points Great. The reason for my call is that we work with sales trainers and they are often concerned about: • It can be difficult to teach sales reps what to say and ask when talking with prospects • It can often take a long time to get reps ramped up and producing sales results • It can be costly to have to let reps go due to sales performance
- 14. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Pain Questions • How difficult is it teach new sales hires what to say when talking with prospects? • How do you feel about the amount of time it takes to get sales reps ramped up and producing? • How important find training improvements that can increase sales?
- 15. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Current State • Do you use any kind of script or sales playbook? • Do you have a formal sales training process? • Do you use any type of sales methodology? • How many sales reps do you have? • Do you have inside sales? Field sales? • Are your reps performing any type of outbound sales activities?
- 16. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Pain Points A lot of sales trainers that we work with are concerned about: • It can be difficult to teach sales reps what to say and ask when talking with prospects • It can often take a long time to get reps ramped up and producing sales results • It can be costly to have to let reps go due to sales performance Are you concerned about any of those areas?
- 17. Based on what you have shared, it might make sense to talk more because as I mentioned, I am with [Company] and we provide a web-based app called SalesScripter: • Sales message builder • Sales playbook • CRM and email automation Some ways we differ are: • We are the only platform that helps salespeople know what to say and ask • We are the only software platform that generates call scripts and email templates Some impacts from not doing anything in this area are: • It can be difficult to teach sales reps what to say and ask when talking with prospects • It can often take a long time to get reps ramped up and producing sales results • It can be costly to have to let reps go due to sales performance INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
- 18. INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Customer Example • We actually worked with a sales trainer and they were having difficult getting their reps to learn the pitch. • We helped to solve that with our SalesScripter software application and sales system. • This not only helped get the reps to know what to say, but ultimately helped them to decrease sales staff turnover by 40%. Key: Customer | Pain Point | Product sold | Value Point
- 20. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
- 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
- 30. 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
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