Doug Robinson – Robinson Training Solutions, LLC
If you sell B2B you know how tough it can be to schedule plenty of good appointments. Although I’m sure you dislike cold calling, sometimes you just need to get on the phone and dial for dollars in order to introduce yourself to some business buyers from your target list.
Today I want to share some quick talking points that you will like better than most scripts you’ve been given in the past.
Hi, this is Doug with Robinson Training Solutions. I have been working with several HVAC companies lately and I’m noticing most of them are having difficulty getting sales folks to generate their own leads. I’m curious if you’re experiencing anything similar, and if so would you like to know how others in your field are overcoming this challenge? (Personalize the areas in blue with your specifics)
Don’t try to get slick and add to or take away from what you just read, just use it like it’s written. Basically, there are only four answers you will hear. Here they are, along with potential responses you might consider using.
Anything Positive – Schedule a 10 minute meeting (not appointment). (It’s very important to ask for only 10 minutes.) Inform them that after 10 minutes if they have something in common, you will schedule another meeting. If not you won’t try to bother them again.- “Don’t have that problem” – If you hear this, don’t miss a beat, simply respond with “another challenge” you’ve noticed. Not having that problem doesn’t mean they have no problems. When you hit one drop back to #1 and schedule a 10 minute meeting.
- “Send me something” – Obviously this is spoken as a blow off, but don’t fold, simply respond by saying, “Sure, but let me ask you a couple of questions so I will better know what to send you.” Follow up with, “What happens when…? Is that because…? Who else is impacted? After you hear those responses, double back to #1 and schedule the 10 minute meeting.
- “I’m not interested” – This is also designed as a blow off, so simply ask who specifically in the organization is responsible for addressing this difficulty? Then ask if they would transfer you to him/her? When the call is transferred drop back to #1 and attempt to schedule a 10 minute meeting.
I’ll bet I can help your sales team improve in lots of areas. If you click here you can learn more about who we are and what we do.
Doug
©2013 Robinson Training Solutions, LLC
