Sales is truly a beautiful thing. I LOVE sales. If you are one of my business coach clients, you know there is nothing that will get me more pumped up than when you tell me you closed a big deal. My business coaching clients know I love talking sales and they know that if they didn’t get all of their homework done, usually starting off the meeting with a big number is a way to distract me from the fact that they didn’t get any video testimonials this week. Sales is my favorite part of business; thus, I love the cold call.
I love the entire process of cold calling. Don’t get me wrong, I know it is not exactly an ego boost when you’re on the 75th call in a row of solid voicemail and rejection, but the taste of a killer close after a streak of solid rejection tastes so good. But let’s talk technically and practically when it comes to sales and I’ll get off my feelings-centered love affair of sales for a minute. If you’ve read some of my other blogs, you know I’ve written about the sales process before. To quickly reference, you follow the formula of rapport, needs, benefits and a call-to-action.
So how can a business owner or business coaching client apply this practically? I have a few ways to help you write an EPIC call script based on the resources we can help you with and my knowledge I’ve learned over the last year from Clay Clark’s infamous Tuesday sales training meeting. This my friends is how you too can love sales and the cold call of running your business.
Subscribe to the Thrivetime Show Online Business School
This is a cost-effective, online subscription-based program. We have great examples, downloadables, templates, and graphics to help you write a sales script. You can see examples, get printable of “The Deal Wheel” and truly learn from experts how to effectively sell yourself on behalf of your business.
Attend a Thrivetime Show Business Conference
We actually give you an effective sales script at the business conference. In fact, the script we give you is proven to work to build a multi-million dollar business. All you have to do is change a few details, verbiage, company names, and VOILA, you have the ultimate sales machine right in your hands.
Read Soft Selling in a Hard World by Jerry Vass
You have to read this. It’s a must. If you are one of my business coaching clients, I have either made you read the book or at least listen to the Thrivetime Show Podcast with Jerry Vass.
Write the Script
To give you a condensed version of all three of the above business coaching action items, write your script! Format the script based on rapport, needs, benefits and close. During the rapport face, make sure you are taking the time to get to know your buyer. This is where they have to like and trust you. Next, ask probing questions (not close-ended questions) to find buyers’ needs and how you can help. Third, provide benefits. Name at least three benefits of your product or service and make sure every statement can be proven. Finally, close the deal, or in other words, as for the sale. Never ask, “Do you want to move forward.” Assume the sale and provide options. A great example is, “Would you like to meet to discuss further on Tuesday at 8:00 am or Wednesday at 3:00 pm”.
Writing a script can truly be fun when you know what you are doing. Practice these four steps over and over and that is how you learn to love the cold call. Once you realize how lucrative the cold call can be, you’ll fall in love with the entire process. Take these action steps one by one and reach out to our support team at the Thrivetime Show when you have questions or need additional resources on sales scripting and other sales processes