SlideShare une entreprise Scribd logo
1  sur  51
Build a Strong Sales Pitch When Selling Insurance
Michael Halper
Founder and CEO
SalesScripter
Assumptions We Can Make About Prospects
• Prospects don’t enjoy being sold to
• Prospects aren’t in buying mode
• Prospects often already have insurance
• Prospects don’t think they need insurance
• Prospects get sold to a lot
Assumptions We Can Make About Salespeople
Assumptions We Can Make About Salespeople
Assumptions We Can Make About Salespeople
I am with [Company
Name].
We provide [product or
service].
What are you doing
regarding [area of product].
Apply Assumptions to Our Sales Pitch
Focus on the May Fit
Make pre-qualifying questions center of your pitch
• Don’t try to sell to everybody
• Will make interactions more conversational
• Plant seeds instead of picking fruit
Early Sales Process Stages
Stage GoalsInitial Contact
(First time to speak)
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
First Conversation
(Appointment/Meeting)
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
First Meeting
(Presentation)
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
Pre-qualify
Gather high-level information
Build interest in having conversation
Schedule a First Conversation
Hard Qualify
Gather detailed Information
Build interest in meeting
Schedule a First Meeting
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)
Early Sales Process Stages
Alternative Path – Instant CallInitial Contact
(First time to speak)
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
First Conversation
(Appointment/Meeting)
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
First Meeting
(Presentation)
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
Pre-qualify
Gather high-level information
Build interest in having conversation
Schedule a First Conversation
Hard Qualify
Gather detailed Information
Build interest in meeting
Schedule a First Meeting
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)
Early Sales Process Stages
Alternate Path – Instant MeetingInitial Contact
(First time to speak)
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
First Conversation
(Appointment/Meeting)
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
First Meeting
(Presentation)
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
Pre-qualify
Gather high-level information
Build interest in having conversation
Schedule a First Conversation
Hard Qualify
Gather detailed Information
Build interest in meeting
Schedule a First Meeting
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)
Disqualifying
Soft Disqualify (Takeaway)
• I am not sure if you are a good fit for what we
do.
• I am not sure if we can help you in the same
ways that we help our other clients.
• I don’t know if you are the right person to
speak with or not.
Building Your Sales Pitch
Interest
Value
Pain
Qualify
Credibility
Objections
Step 1: Identify the value that you offer
What is Value
• Transfer of an intangible attribute from one party to another that has a
positive net worth
• It is not your product, it is what your product helps your clients to do or to
achieve
• Examples:
– Making something work better
– Helping to save time
– Helping to make money
– Providing valuable information
– Making someone’s day easier
– Helping someone to sleep at night
Messaging Workflow
Product
1. Health and Welfare Consulting
Value Offered
1. Help CFO’s to implement cost containment
programs.
2. Help manufacturing companies to make
better business decisions regarding the
health and welfare of their employees.
3. Help small businesses to decrease workers
comp costs, healthcare costs, and risk.
Product Value
Call Script
Email Templates
Voicemail Message
Objection Responses
Interest
Value
Pain
Qualify
Credibility
Objections
Step 2: Identify the common problems that you
help to fix
What is Pain
• Something not working well
– Causing a negative impact
• Something could be working better
– Results are not as good as could be
• Are things great, good, ok, or could be
better ?
– Great or good: probably no pain
– OK or could be better: likely pain
Messaging Workflow
Pain Resolved
1. It can be difficult to design and implement
successful cost containment programs.
2. It is complicated trying to figure out what the
best alternatives and options are.
3. It is difficult to control and decrease costs for
workers comp, healthcare, and risk.
Value Offered
1. Help CFO’s to implement cost containment
programs.
2. Help manufacturing companies to make
better business decisions regarding the
health and welfare of their employees.
3. Help small businesses to decrease workers
comp costs, healthcare costs, and risk.
Product Value Pain
Call Script
Email Templates
Voicemail Message
Objection Responses
Interest
Value
Pain
Qualify
Credibility
Objections
Step 3: Compose questions that uncover pain
2 Step Qualifying Process
Step 1 – Pre-Qualifying
• To make sure it makes sense to meet and keep
talking
• Takes place in first contact
Step 2 – Qualifying
• Identify if you can consider the prospect and lead
are real
• Takes place in first meeting
Messaging Workflow
Questions to Ask
1. How much of a priority is it for you to
implement new cost containment
programs?
2. How confident are you that you have a
complete understanding of what your
options are in the areas of health and
welfare?
3. How important is it for you to find new
ways to control or decrease benefits and
healthcare costs?
Pain Resolved
1. It can be difficult to design and implement
successful cost containment programs.
2. It is complicated trying to figure out what the
best alternatives and options are.
3. It is difficult to control and decrease costs for
workers comp, healthcare, and risk.
Product Value Pain Qualify
Call Script
Email Templates
Objection Responses
Interest
Value
Pain
Qualify
Credibility
Objections
Step 4: Compose building interest points
Messaging Workflow
Product Value Pain Qualify Interest
• Communicate ROI
• Explain differentiation
• Share client story
• Paint a picture of the future state
• Discuss impacts of doing nothing
• Share company facts
Interest
Value
Pain
Qualify
Credibility
Objections
Step 4: Compose name drop examples
Messaging Workflow
Product Value Pain Qualify Interest Credibility
We worked with Direct Industrial and provided them with health and welfare
consulting. This helped them to improve their decisions regarding the benefits
and that lead to a decrease in medical coverage costs by 10%.
Ultimate
Benefit
Realized
Initial
Benefit
Realized
Product /
Service
Provided
Past Client
Call Script
Email Templates
Voicemail Message
Interest
Value
Pain
Qualify
Credibility
Objections
What are Objections
• I am busy right now.
• Who are you with?
• What is this in regards to?
• I am not interested.
• Just send me some information.
• We already use somebody.
• We are not looking to make a change right now.
• We do not have budget/money to spend.
Messaging Workflow
Product Value Pain Qualify Objections
Objection Responses
1. Help manufacturing companies to
make better business decisions
regarding the health and welfare of
their employees.
2. It can be difficult to design and
implement successful cost
containment programs.
3. How important is it for you to find
new ways to control or decrease
benefits and healthcare costs?
Value Offered
Pain Resolved
Questions to Ask
Building Interest Points
Name Drop Statement
Interest Credibility
Objection Responses
If You Want More Help
Sales Coaching and Sales Consulting
• 2 or 5 hour blocks of one-on-one coaching
• Weekly 30 minutes one-on-one coaching sessions
• Weekly 1 hour one-on-one coaching sessions
• Weekly Unlimited one-on-one coaching session
• Weekly 1 hour group coaching sessions
Contact us if interested – info@salesscripter.com
If You Want More Help
• https://www.youtube.com/user/LaunchPadSol
• Or search Sales Scripter
• Over 130 videos
• Sales Prospecting 101 Training Program
• Webinars
• Sales Tips
• SalesScripter demo videos
• Subscribe
Go to Our YouTube Channel
If You Want More Help
• Five ebooks
– Found at https://salesscripter.com/ebooks/
– Do’s and Don’ts of Cold Calling
– How to Get around Cold Call Objections
– How to Build a Value Proposition that Generates
Leads
– How to Build Sales Campaigns that Sell
– How to Build Email Drip Campaigns that Convert
Sales
• The Cold Calling Equation – PROBLEM
SOLVED
– Found at http://www.amazon.com/The-Cold-
Calling-Equation-Problem/dp/1468173545
Check Out Our Books
If You Want More Help
• Week 1
– Understanding the Ideal Sales Process
– How to Make Cold Calls
– Appointment Setting Tactics
– Voicemail Messaging Methodology
• Week 2
– Sales Messaging Workshop
– How to Get Prospect’s on the Phone
– How to Get Around Objections
– How to Incorporate Buyer Personas into Your
Selling
– Overview of a 2-Step Qualifying Process
New Hire Onboarding Training Program / Sales Prospecting 101
• Week 3
– How to Build Your Value Proposition
– How to Focus on Prospect Pain
– How to Get Around Gatekeepers
– How to Perform the Perfect Takeaway
• Week 4
– How to Build Rapport, Interest, and
Credibility
– How to Improve Mental Strength When
Selling
– How to Be a Better Closer
* Available through e-learning videos, live virtual, or live in-person
* Can be tailored to your business
If You Want More Help
• Build your scripts and campaigns
– Call scripts
– Email templates
– Voicemail Scripts
– Objection responses
– Key Questions
– And more
• $49 per month / $29 per month with annual subscription
– 30 Day Money Back Guarantee
Sign up for SalesScripter
If You Want More Help
• Build your scripts and campaigns
– Call scripts
– Email templates
– Voicemail Scripts
– Objection responses
– Key Questions
– And more
• $49 per month / $29 per month with annual subscription
– 30 Day Money Back Guarantee
Sign up for SalesScripter
Questions?
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
www.salesscripter.com

Contenu connexe

Tendances

Sales techniques new
Sales techniques newSales techniques new
Sales techniques newanantharaman
 
Sales skills ppt sesh sukhdeo
Sales skills ppt   sesh sukhdeoSales skills ppt   sesh sukhdeo
Sales skills ppt sesh sukhdeoSESH SUKHDEO
 
Top 10 Sales Skills for Admissions-folk SACAC 2010
Top 10 Sales Skills for Admissions-folk SACAC 2010Top 10 Sales Skills for Admissions-folk SACAC 2010
Top 10 Sales Skills for Admissions-folk SACAC 2010TargetX
 
, 7 steps of selling
, 7 steps of selling, 7 steps of selling
, 7 steps of sellingsarikaojha333
 
8 Sales Closing Techniques
8 Sales Closing Techniques8 Sales Closing Techniques
8 Sales Closing Techniquesxoombi
 
professional selling skills
professional selling skillsprofessional selling skills
professional selling skillsAhmed Nabil
 
7 Tips for Delivering a Winning Sales Presentation
7 Tips for Delivering a Winning Sales Presentation7 Tips for Delivering a Winning Sales Presentation
7 Tips for Delivering a Winning Sales PresentationGnuCreations
 
The Sales Process from A to Z
The Sales Process from A to ZThe Sales Process from A to Z
The Sales Process from A to Zclive price
 
Truly Essential Sales Skills
Truly Essential Sales SkillsTruly Essential Sales Skills
Truly Essential Sales SkillsAbhishek Shah
 
Lic agent sales training
Lic agent sales trainingLic agent sales training
Lic agent sales trainingRajiiv B
 
Handling objections
Handling objectionsHandling objections
Handling objectionsNj Lopez-Tan
 

Tendances (20)

Closing Sales Sample
Closing Sales SampleClosing Sales Sample
Closing Sales Sample
 
Selling skills
Selling skillsSelling skills
Selling skills
 
Sales techniques new
Sales techniques newSales techniques new
Sales techniques new
 
Sales skills ppt sesh sukhdeo
Sales skills ppt   sesh sukhdeoSales skills ppt   sesh sukhdeo
Sales skills ppt sesh sukhdeo
 
Top 10 Sales Skills for Admissions-folk SACAC 2010
Top 10 Sales Skills for Admissions-folk SACAC 2010Top 10 Sales Skills for Admissions-folk SACAC 2010
Top 10 Sales Skills for Admissions-folk SACAC 2010
 
, 7 steps of selling
, 7 steps of selling, 7 steps of selling
, 7 steps of selling
 
TELESALES TECHNIQUES
TELESALES TECHNIQUESTELESALES TECHNIQUES
TELESALES TECHNIQUES
 
Awesome Sales Closing Techniques
Awesome Sales Closing Techniques Awesome Sales Closing Techniques
Awesome Sales Closing Techniques
 
8 Sales Closing Techniques
8 Sales Closing Techniques8 Sales Closing Techniques
8 Sales Closing Techniques
 
The art of selling value
The art of selling valueThe art of selling value
The art of selling value
 
professional selling skills
professional selling skillsprofessional selling skills
professional selling skills
 
Selling skills
Selling skillsSelling skills
Selling skills
 
Prospecting for Clients
Prospecting for ClientsProspecting for Clients
Prospecting for Clients
 
7 Tips for Delivering a Winning Sales Presentation
7 Tips for Delivering a Winning Sales Presentation7 Tips for Delivering a Winning Sales Presentation
7 Tips for Delivering a Winning Sales Presentation
 
The Sales Process from A to Z
The Sales Process from A to ZThe Sales Process from A to Z
The Sales Process from A to Z
 
Top 10 sales presentation (1)
Top 10 sales presentation (1)Top 10 sales presentation (1)
Top 10 sales presentation (1)
 
Truly Essential Sales Skills
Truly Essential Sales SkillsTruly Essential Sales Skills
Truly Essential Sales Skills
 
Lic agent sales training
Lic agent sales trainingLic agent sales training
Lic agent sales training
 
Handling objections
Handling objectionsHandling objections
Handling objections
 
Sales process
Sales processSales process
Sales process
 

En vedette

How to generate leads without making cold calls
How to generate leads without making cold callsHow to generate leads without making cold calls
How to generate leads without making cold callsSalesScripter
 
Selling insurance over the phone
Selling insurance over the phoneSelling insurance over the phone
Selling insurance over the phoneTom Carolan
 
How to consistently get around sales objections
How to consistently get around sales objectionsHow to consistently get around sales objections
How to consistently get around sales objectionsSalesScripter
 
How to Become a Consultative Salesperson
How to Become a Consultative SalespersonHow to Become a Consultative Salesperson
How to Become a Consultative SalespersonSalesScripter
 
How to Build a Cold Call Script that Works
How to Build a Cold Call Script that WorksHow to Build a Cold Call Script that Works
How to Build a Cold Call Script that WorksSalesScripter
 
[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements
[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements
[Webinar] Make Small Talk Track Changes - See Big Sales IimprovementsSalesScripter
 
Concept of 4 cs in life insurance selling
Concept of 4 cs in life insurance sellingConcept of 4 cs in life insurance selling
Concept of 4 cs in life insurance sellingsanjay sawant
 
Corrigiendo la estructura de la url para SEO
Corrigiendo la estructura de la url para SEOCorrigiendo la estructura de la url para SEO
Corrigiendo la estructura de la url para SEOAQPHost
 
SAS Software Sales Pitch to KIA Motors
SAS Software Sales Pitch to KIA MotorsSAS Software Sales Pitch to KIA Motors
SAS Software Sales Pitch to KIA Motorsccharron
 
Customers Pesonas: The first step of all content marketing
Customers Pesonas: The first step of all content marketingCustomers Pesonas: The first step of all content marketing
Customers Pesonas: The first step of all content marketingThomas M Schwab
 
How to operate in a world where prospects dont answer the phone2
How to operate in a world where prospects dont answer the phone2How to operate in a world where prospects dont answer the phone2
How to operate in a world where prospects dont answer the phone2SalesScripter
 
How to Perform the Perfect Takeaway
How to Perform the Perfect TakeawayHow to Perform the Perfect Takeaway
How to Perform the Perfect TakeawaySalesScripter
 
How to Get Prospects on the Phone
How to Get Prospects on the PhoneHow to Get Prospects on the Phone
How to Get Prospects on the PhoneSalesScripter
 
Onboarding New Sales Resources Doesn't Need to be So Difficult
Onboarding New Sales Resources Doesn't Need to be So DifficultOnboarding New Sales Resources Doesn't Need to be So Difficult
Onboarding New Sales Resources Doesn't Need to be So DifficultSalesScripter
 
Text Message Marketing for Clothing stores
Text Message Marketing for Clothing storesText Message Marketing for Clothing stores
Text Message Marketing for Clothing storesKeith Carberry
 
Manipulating Sales Pitch to Various Customer Personality
Manipulating Sales Pitch to Various Customer PersonalityManipulating Sales Pitch to Various Customer Personality
Manipulating Sales Pitch to Various Customer Personalitypearljohnson10
 
sales pitch good bad points
sales pitch good bad pointssales pitch good bad points
sales pitch good bad pointsAnthony Larroque
 

En vedette (18)

How to generate leads without making cold calls
How to generate leads without making cold callsHow to generate leads without making cold calls
How to generate leads without making cold calls
 
Selling insurance over the phone
Selling insurance over the phoneSelling insurance over the phone
Selling insurance over the phone
 
How to consistently get around sales objections
How to consistently get around sales objectionsHow to consistently get around sales objections
How to consistently get around sales objections
 
How to Become a Consultative Salesperson
How to Become a Consultative SalespersonHow to Become a Consultative Salesperson
How to Become a Consultative Salesperson
 
How to Build a Cold Call Script that Works
How to Build a Cold Call Script that WorksHow to Build a Cold Call Script that Works
How to Build a Cold Call Script that Works
 
[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements
[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements
[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements
 
Concept of 4 cs in life insurance selling
Concept of 4 cs in life insurance sellingConcept of 4 cs in life insurance selling
Concept of 4 cs in life insurance selling
 
Corrigiendo la estructura de la url para SEO
Corrigiendo la estructura de la url para SEOCorrigiendo la estructura de la url para SEO
Corrigiendo la estructura de la url para SEO
 
SAS Software Sales Pitch to KIA Motors
SAS Software Sales Pitch to KIA MotorsSAS Software Sales Pitch to KIA Motors
SAS Software Sales Pitch to KIA Motors
 
Customers Pesonas: The first step of all content marketing
Customers Pesonas: The first step of all content marketingCustomers Pesonas: The first step of all content marketing
Customers Pesonas: The first step of all content marketing
 
Why Use An Insurance Broker?
Why Use An Insurance Broker?Why Use An Insurance Broker?
Why Use An Insurance Broker?
 
How to operate in a world where prospects dont answer the phone2
How to operate in a world where prospects dont answer the phone2How to operate in a world where prospects dont answer the phone2
How to operate in a world where prospects dont answer the phone2
 
How to Perform the Perfect Takeaway
How to Perform the Perfect TakeawayHow to Perform the Perfect Takeaway
How to Perform the Perfect Takeaway
 
How to Get Prospects on the Phone
How to Get Prospects on the PhoneHow to Get Prospects on the Phone
How to Get Prospects on the Phone
 
Onboarding New Sales Resources Doesn't Need to be So Difficult
Onboarding New Sales Resources Doesn't Need to be So DifficultOnboarding New Sales Resources Doesn't Need to be So Difficult
Onboarding New Sales Resources Doesn't Need to be So Difficult
 
Text Message Marketing for Clothing stores
Text Message Marketing for Clothing storesText Message Marketing for Clothing stores
Text Message Marketing for Clothing stores
 
Manipulating Sales Pitch to Various Customer Personality
Manipulating Sales Pitch to Various Customer PersonalityManipulating Sales Pitch to Various Customer Personality
Manipulating Sales Pitch to Various Customer Personality
 
sales pitch good bad points
sales pitch good bad pointssales pitch good bad points
sales pitch good bad points
 

Similaire à Build a Strong Insurance Sales Pitch

Building Buyer Persona Based Sales and Marketing Campaigns
Building Buyer Persona Based Sales and Marketing CampaignsBuilding Buyer Persona Based Sales and Marketing Campaigns
Building Buyer Persona Based Sales and Marketing CampaignsSalesScripter
 
How to Make Setting B2B Appointments Easy
How to Make Setting B2B Appointments EasyHow to Make Setting B2B Appointments Easy
How to Make Setting B2B Appointments EasySalesScripter
 
Sell More by Screening the Good Prospects from Bad
Sell More by Screening the Good Prospects from BadSell More by Screening the Good Prospects from Bad
Sell More by Screening the Good Prospects from BadSalesScripter
 
How to improve your sales
How to improve your salesHow to improve your sales
How to improve your salesJames Cracknell
 
How to Effectively Manage the Sales Lead Follow-Up Process
How to Effectively Manage the Sales Lead Follow-Up ProcessHow to Effectively Manage the Sales Lead Follow-Up Process
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
 
Inside Sales - Approach, Attitude, Techniques
Inside Sales - Approach, Attitude, TechniquesInside Sales - Approach, Attitude, Techniques
Inside Sales - Approach, Attitude, TechniquesAdnan Mohiuddin
 
The Value Conversation - Month of Marketing webinar
The Value Conversation - Month of Marketing webinarThe Value Conversation - Month of Marketing webinar
The Value Conversation - Month of Marketing webinarBizink
 
How to Immediately Become a Better Closer
How to Immediately Become a Better CloserHow to Immediately Become a Better Closer
How to Immediately Become a Better CloserSalesScripter
 
SMART Sales System Webinar Series – Week 5
SMART Sales System Webinar Series – Week 5SMART Sales System Webinar Series – Week 5
SMART Sales System Webinar Series – Week 5SalesScripter
 
How to Effectively Manage the Sales Process
How to Effectively Manage the Sales ProcessHow to Effectively Manage the Sales Process
How to Effectively Manage the Sales ProcessSalesScripter
 
How to Cold Call Businesses
How to Cold Call BusinessesHow to Cold Call Businesses
How to Cold Call BusinessesSalesScripter
 
Precision Selling Basics
Precision Selling Basics Precision Selling Basics
Precision Selling Basics Patrick McClure
 
Precision Selling Basics
Precision Selling Basics Precision Selling Basics
Precision Selling Basics Patrick McClure
 
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...Jason Evanish
 
Professional sales traning
Professional sales traningProfessional sales traning
Professional sales traningHatem mahmoud
 
How to Effectively Use LinkedIn as a Sales Prospecting Tool
How to Effectively Use LinkedIn as a Sales Prospecting ToolHow to Effectively Use LinkedIn as a Sales Prospecting Tool
How to Effectively Use LinkedIn as a Sales Prospecting ToolSalesScripter
 
Connecting: The Key to a Successful Buying and Selling Relationship
Connecting: The Key to a Successful Buying and Selling RelationshipConnecting: The Key to a Successful Buying and Selling Relationship
Connecting: The Key to a Successful Buying and Selling RelationshipBob Hafer
 

Similaire à Build a Strong Insurance Sales Pitch (20)

Building Buyer Persona Based Sales and Marketing Campaigns
Building Buyer Persona Based Sales and Marketing CampaignsBuilding Buyer Persona Based Sales and Marketing Campaigns
Building Buyer Persona Based Sales and Marketing Campaigns
 
How to Make Setting B2B Appointments Easy
How to Make Setting B2B Appointments EasyHow to Make Setting B2B Appointments Easy
How to Make Setting B2B Appointments Easy
 
Sell More by Screening the Good Prospects from Bad
Sell More by Screening the Good Prospects from BadSell More by Screening the Good Prospects from Bad
Sell More by Screening the Good Prospects from Bad
 
How to improve your sales
How to improve your salesHow to improve your sales
How to improve your sales
 
The psychology of sales success
The psychology of sales successThe psychology of sales success
The psychology of sales success
 
How to Effectively Manage the Sales Lead Follow-Up Process
How to Effectively Manage the Sales Lead Follow-Up ProcessHow to Effectively Manage the Sales Lead Follow-Up Process
How to Effectively Manage the Sales Lead Follow-Up Process
 
Inside Sales - Approach, Attitude, Techniques
Inside Sales - Approach, Attitude, TechniquesInside Sales - Approach, Attitude, Techniques
Inside Sales - Approach, Attitude, Techniques
 
The Value Conversation - Month of Marketing webinar
The Value Conversation - Month of Marketing webinarThe Value Conversation - Month of Marketing webinar
The Value Conversation - Month of Marketing webinar
 
How to Immediately Become a Better Closer
How to Immediately Become a Better CloserHow to Immediately Become a Better Closer
How to Immediately Become a Better Closer
 
SMART Sales System Webinar Series – Week 5
SMART Sales System Webinar Series – Week 5SMART Sales System Webinar Series – Week 5
SMART Sales System Webinar Series – Week 5
 
How to Effectively Manage the Sales Process
How to Effectively Manage the Sales ProcessHow to Effectively Manage the Sales Process
How to Effectively Manage the Sales Process
 
How to Cold Call Businesses
How to Cold Call BusinessesHow to Cold Call Businesses
How to Cold Call Businesses
 
Prospecting 101
Prospecting 101Prospecting 101
Prospecting 101
 
You Got a Lead, Now What?
You Got a Lead, Now What?You Got a Lead, Now What?
You Got a Lead, Now What?
 
Precision Selling Basics
Precision Selling Basics Precision Selling Basics
Precision Selling Basics
 
Precision Selling Basics
Precision Selling Basics Precision Selling Basics
Precision Selling Basics
 
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...
 
Professional sales traning
Professional sales traningProfessional sales traning
Professional sales traning
 
How to Effectively Use LinkedIn as a Sales Prospecting Tool
How to Effectively Use LinkedIn as a Sales Prospecting ToolHow to Effectively Use LinkedIn as a Sales Prospecting Tool
How to Effectively Use LinkedIn as a Sales Prospecting Tool
 
Connecting: The Key to a Successful Buying and Selling Relationship
Connecting: The Key to a Successful Buying and Selling RelationshipConnecting: The Key to a Successful Buying and Selling Relationship
Connecting: The Key to a Successful Buying and Selling Relationship
 

Plus de SalesScripter

How to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales SystemsHow to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales SystemsSalesScripter
 
Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond SalesScripter
 
How to Create a Sales Message
How to Create a Sales MessageHow to Create a Sales Message
How to Create a Sales MessageSalesScripter
 
How to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold CallHow to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold CallSalesScripter
 
Cold Call for Wireless Services
Cold Call for Wireless ServicesCold Call for Wireless Services
Cold Call for Wireless ServicesSalesScripter
 
Worst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever SeenWorst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever SeenSalesScripter
 
What to Do In the First 30 Seconds of Cold Call
What to Do In the First 30 Seconds of Cold Call What to Do In the First 30 Seconds of Cold Call
What to Do In the First 30 Seconds of Cold Call SalesScripter
 
How to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales ObjectionHow to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales ObjectionSalesScripter
 
Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling SalesScripter
 
Sales Script for Business Process Outsourcing
Sales Script for Business Process OutsourcingSales Script for Business Process Outsourcing
Sales Script for Business Process OutsourcingSalesScripter
 
Example of Cold Calling Small Business Owners
Example of Cold Calling Small Business OwnersExample of Cold Calling Small Business Owners
Example of Cold Calling Small Business OwnersSalesScripter
 
How to Sell Software to Businesses - Part VII: Closing
How to Sell Software to Businesses - Part VII: ClosingHow to Sell Software to Businesses - Part VII: Closing
How to Sell Software to Businesses - Part VII: ClosingSalesScripter
 
How to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: DemonstrationsHow to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: DemonstrationsSalesScripter
 
How to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating LeadsHow to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating LeadsSalesScripter
 
How to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales ProcessHow to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales ProcessSalesScripter
 
How to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering InformationHow to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering InformationSalesScripter
 
How to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching OutHow to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching OutSalesScripter
 
How to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - StrategyHow to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - StrategySalesScripter
 
A Good LinkedIn Outreach Example
A Good LinkedIn Outreach ExampleA Good LinkedIn Outreach Example
A Good LinkedIn Outreach ExampleSalesScripter
 
How to Respond to What Is This In Regards To
How to Respond to What Is This In Regards ToHow to Respond to What Is This In Regards To
How to Respond to What Is This In Regards ToSalesScripter
 

Plus de SalesScripter (20)

How to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales SystemsHow to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales Systems
 
Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond
 
How to Create a Sales Message
How to Create a Sales MessageHow to Create a Sales Message
How to Create a Sales Message
 
How to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold CallHow to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold Call
 
Cold Call for Wireless Services
Cold Call for Wireless ServicesCold Call for Wireless Services
Cold Call for Wireless Services
 
Worst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever SeenWorst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever Seen
 
What to Do In the First 30 Seconds of Cold Call
What to Do In the First 30 Seconds of Cold Call What to Do In the First 30 Seconds of Cold Call
What to Do In the First 30 Seconds of Cold Call
 
How to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales ObjectionHow to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales Objection
 
Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling
 
Sales Script for Business Process Outsourcing
Sales Script for Business Process OutsourcingSales Script for Business Process Outsourcing
Sales Script for Business Process Outsourcing
 
Example of Cold Calling Small Business Owners
Example of Cold Calling Small Business OwnersExample of Cold Calling Small Business Owners
Example of Cold Calling Small Business Owners
 
How to Sell Software to Businesses - Part VII: Closing
How to Sell Software to Businesses - Part VII: ClosingHow to Sell Software to Businesses - Part VII: Closing
How to Sell Software to Businesses - Part VII: Closing
 
How to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: DemonstrationsHow to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: Demonstrations
 
How to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating LeadsHow to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating Leads
 
How to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales ProcessHow to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales Process
 
How to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering InformationHow to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering Information
 
How to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching OutHow to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching Out
 
How to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - StrategyHow to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - Strategy
 
A Good LinkedIn Outreach Example
A Good LinkedIn Outreach ExampleA Good LinkedIn Outreach Example
A Good LinkedIn Outreach Example
 
How to Respond to What Is This In Regards To
How to Respond to What Is This In Regards ToHow to Respond to What Is This In Regards To
How to Respond to What Is This In Regards To
 

Dernier

Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deckPitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deckHajeJanKamps
 
Organizational Structure Running A Successful Business
Organizational Structure Running A Successful BusinessOrganizational Structure Running A Successful Business
Organizational Structure Running A Successful BusinessSeta Wicaksana
 
Annual General Meeting Presentation Slides
Annual General Meeting Presentation SlidesAnnual General Meeting Presentation Slides
Annual General Meeting Presentation SlidesKeppelCorporation
 
Intro to BCG's Carbon Emissions Benchmark_vF.pdf
Intro to BCG's Carbon Emissions Benchmark_vF.pdfIntro to BCG's Carbon Emissions Benchmark_vF.pdf
Intro to BCG's Carbon Emissions Benchmark_vF.pdfpollardmorgan
 
FULL ENJOY Call girls in Paharganj Delhi | 8377087607
FULL ENJOY Call girls in Paharganj Delhi | 8377087607FULL ENJOY Call girls in Paharganj Delhi | 8377087607
FULL ENJOY Call girls in Paharganj Delhi | 8377087607dollysharma2066
 
Independent Call Girls Andheri Nightlaila 9967584737
Independent Call Girls Andheri Nightlaila 9967584737Independent Call Girls Andheri Nightlaila 9967584737
Independent Call Girls Andheri Nightlaila 9967584737Riya Pathan
 
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdf
NewBase  19 April  2024  Energy News issue - 1717 by Khaled Al Awadi.pdfNewBase  19 April  2024  Energy News issue - 1717 by Khaled Al Awadi.pdf
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdfKhaled Al Awadi
 
India Consumer 2024 Redacted Sample Report
India Consumer 2024 Redacted Sample ReportIndia Consumer 2024 Redacted Sample Report
India Consumer 2024 Redacted Sample ReportMintel Group
 
Marketplace and Quality Assurance Presentation - Vincent Chirchir
Marketplace and Quality Assurance Presentation - Vincent ChirchirMarketplace and Quality Assurance Presentation - Vincent Chirchir
Marketplace and Quality Assurance Presentation - Vincent Chirchirictsugar
 
Investment in The Coconut Industry by Nancy Cheruiyot
Investment in The Coconut Industry by Nancy CheruiyotInvestment in The Coconut Industry by Nancy Cheruiyot
Investment in The Coconut Industry by Nancy Cheruiyotictsugar
 
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCRashishs7044
 
Buy gmail accounts.pdf Buy Old Gmail Accounts
Buy gmail accounts.pdf Buy Old Gmail AccountsBuy gmail accounts.pdf Buy Old Gmail Accounts
Buy gmail accounts.pdf Buy Old Gmail AccountsBuy Verified Accounts
 
Call Girls in DELHI Cantt, ( Call Me )-8377877756-Female Escort- In Delhi / Ncr
Call Girls in DELHI Cantt, ( Call Me )-8377877756-Female Escort- In Delhi / NcrCall Girls in DELHI Cantt, ( Call Me )-8377877756-Female Escort- In Delhi / Ncr
Call Girls in DELHI Cantt, ( Call Me )-8377877756-Female Escort- In Delhi / Ncrdollysharma2066
 
8447779800, Low rate Call girls in Saket Delhi NCR
8447779800, Low rate Call girls in Saket Delhi NCR8447779800, Low rate Call girls in Saket Delhi NCR
8447779800, Low rate Call girls in Saket Delhi NCRashishs7044
 
Ms Motilal Padampat Sugar Mills vs. State of Uttar Pradesh & Ors. - A Milesto...
Ms Motilal Padampat Sugar Mills vs. State of Uttar Pradesh & Ors. - A Milesto...Ms Motilal Padampat Sugar Mills vs. State of Uttar Pradesh & Ors. - A Milesto...
Ms Motilal Padampat Sugar Mills vs. State of Uttar Pradesh & Ors. - A Milesto...ShrutiBose4
 
IoT Insurance Observatory: summary 2024
IoT Insurance Observatory:  summary 2024IoT Insurance Observatory:  summary 2024
IoT Insurance Observatory: summary 2024Matteo Carbone
 
MAHA Global and IPR: Do Actions Speak Louder Than Words?
MAHA Global and IPR: Do Actions Speak Louder Than Words?MAHA Global and IPR: Do Actions Speak Louder Than Words?
MAHA Global and IPR: Do Actions Speak Louder Than Words?Olivia Kresic
 
8447779800, Low rate Call girls in Uttam Nagar Delhi NCR
8447779800, Low rate Call girls in Uttam Nagar Delhi NCR8447779800, Low rate Call girls in Uttam Nagar Delhi NCR
8447779800, Low rate Call girls in Uttam Nagar Delhi NCRashishs7044
 

Dernier (20)

Call Us ➥9319373153▻Call Girls In North Goa
Call Us ➥9319373153▻Call Girls In North GoaCall Us ➥9319373153▻Call Girls In North Goa
Call Us ➥9319373153▻Call Girls In North Goa
 
Enjoy ➥8448380779▻ Call Girls In Sector 18 Noida Escorts Delhi NCR
Enjoy ➥8448380779▻ Call Girls In Sector 18 Noida Escorts Delhi NCREnjoy ➥8448380779▻ Call Girls In Sector 18 Noida Escorts Delhi NCR
Enjoy ➥8448380779▻ Call Girls In Sector 18 Noida Escorts Delhi NCR
 
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deckPitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
 
Organizational Structure Running A Successful Business
Organizational Structure Running A Successful BusinessOrganizational Structure Running A Successful Business
Organizational Structure Running A Successful Business
 
Annual General Meeting Presentation Slides
Annual General Meeting Presentation SlidesAnnual General Meeting Presentation Slides
Annual General Meeting Presentation Slides
 
Intro to BCG's Carbon Emissions Benchmark_vF.pdf
Intro to BCG's Carbon Emissions Benchmark_vF.pdfIntro to BCG's Carbon Emissions Benchmark_vF.pdf
Intro to BCG's Carbon Emissions Benchmark_vF.pdf
 
FULL ENJOY Call girls in Paharganj Delhi | 8377087607
FULL ENJOY Call girls in Paharganj Delhi | 8377087607FULL ENJOY Call girls in Paharganj Delhi | 8377087607
FULL ENJOY Call girls in Paharganj Delhi | 8377087607
 
Independent Call Girls Andheri Nightlaila 9967584737
Independent Call Girls Andheri Nightlaila 9967584737Independent Call Girls Andheri Nightlaila 9967584737
Independent Call Girls Andheri Nightlaila 9967584737
 
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdf
NewBase  19 April  2024  Energy News issue - 1717 by Khaled Al Awadi.pdfNewBase  19 April  2024  Energy News issue - 1717 by Khaled Al Awadi.pdf
NewBase 19 April 2024 Energy News issue - 1717 by Khaled Al Awadi.pdf
 
India Consumer 2024 Redacted Sample Report
India Consumer 2024 Redacted Sample ReportIndia Consumer 2024 Redacted Sample Report
India Consumer 2024 Redacted Sample Report
 
Marketplace and Quality Assurance Presentation - Vincent Chirchir
Marketplace and Quality Assurance Presentation - Vincent ChirchirMarketplace and Quality Assurance Presentation - Vincent Chirchir
Marketplace and Quality Assurance Presentation - Vincent Chirchir
 
Investment in The Coconut Industry by Nancy Cheruiyot
Investment in The Coconut Industry by Nancy CheruiyotInvestment in The Coconut Industry by Nancy Cheruiyot
Investment in The Coconut Industry by Nancy Cheruiyot
 
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
 
Buy gmail accounts.pdf Buy Old Gmail Accounts
Buy gmail accounts.pdf Buy Old Gmail AccountsBuy gmail accounts.pdf Buy Old Gmail Accounts
Buy gmail accounts.pdf Buy Old Gmail Accounts
 
Call Girls in DELHI Cantt, ( Call Me )-8377877756-Female Escort- In Delhi / Ncr
Call Girls in DELHI Cantt, ( Call Me )-8377877756-Female Escort- In Delhi / NcrCall Girls in DELHI Cantt, ( Call Me )-8377877756-Female Escort- In Delhi / Ncr
Call Girls in DELHI Cantt, ( Call Me )-8377877756-Female Escort- In Delhi / Ncr
 
8447779800, Low rate Call girls in Saket Delhi NCR
8447779800, Low rate Call girls in Saket Delhi NCR8447779800, Low rate Call girls in Saket Delhi NCR
8447779800, Low rate Call girls in Saket Delhi NCR
 
Ms Motilal Padampat Sugar Mills vs. State of Uttar Pradesh & Ors. - A Milesto...
Ms Motilal Padampat Sugar Mills vs. State of Uttar Pradesh & Ors. - A Milesto...Ms Motilal Padampat Sugar Mills vs. State of Uttar Pradesh & Ors. - A Milesto...
Ms Motilal Padampat Sugar Mills vs. State of Uttar Pradesh & Ors. - A Milesto...
 
IoT Insurance Observatory: summary 2024
IoT Insurance Observatory:  summary 2024IoT Insurance Observatory:  summary 2024
IoT Insurance Observatory: summary 2024
 
MAHA Global and IPR: Do Actions Speak Louder Than Words?
MAHA Global and IPR: Do Actions Speak Louder Than Words?MAHA Global and IPR: Do Actions Speak Louder Than Words?
MAHA Global and IPR: Do Actions Speak Louder Than Words?
 
8447779800, Low rate Call girls in Uttam Nagar Delhi NCR
8447779800, Low rate Call girls in Uttam Nagar Delhi NCR8447779800, Low rate Call girls in Uttam Nagar Delhi NCR
8447779800, Low rate Call girls in Uttam Nagar Delhi NCR
 

Build a Strong Insurance Sales Pitch

  • 1. Build a Strong Sales Pitch When Selling Insurance Michael Halper Founder and CEO SalesScripter
  • 2. Assumptions We Can Make About Prospects • Prospects don’t enjoy being sold to • Prospects aren’t in buying mode • Prospects often already have insurance • Prospects don’t think they need insurance • Prospects get sold to a lot
  • 3. Assumptions We Can Make About Salespeople
  • 4. Assumptions We Can Make About Salespeople
  • 5. Assumptions We Can Make About Salespeople
  • 6. I am with [Company Name]. We provide [product or service]. What are you doing regarding [area of product].
  • 7. Apply Assumptions to Our Sales Pitch
  • 8. Focus on the May Fit Make pre-qualifying questions center of your pitch • Don’t try to sell to everybody • Will make interactions more conversational • Plant seeds instead of picking fruit
  • 9. Early Sales Process Stages Stage GoalsInitial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Conversation (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-qualify Gather high-level information Build interest in having conversation Schedule a First Conversation Hard Qualify Gather detailed Information Build interest in meeting Schedule a First Meeting Sell Product Map out Next Steps Close (Sale or agreement to move forward)
  • 10. Early Sales Process Stages Alternative Path – Instant CallInitial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Conversation (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-qualify Gather high-level information Build interest in having conversation Schedule a First Conversation Hard Qualify Gather detailed Information Build interest in meeting Schedule a First Meeting Sell Product Map out Next Steps Close (Sale or agreement to move forward)
  • 11. Early Sales Process Stages Alternate Path – Instant MeetingInitial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Conversation (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-qualify Gather high-level information Build interest in having conversation Schedule a First Conversation Hard Qualify Gather detailed Information Build interest in meeting Schedule a First Meeting Sell Product Map out Next Steps Close (Sale or agreement to move forward)
  • 12. Disqualifying Soft Disqualify (Takeaway) • I am not sure if you are a good fit for what we do. • I am not sure if we can help you in the same ways that we help our other clients. • I don’t know if you are the right person to speak with or not.
  • 15. What is Value • Transfer of an intangible attribute from one party to another that has a positive net worth • It is not your product, it is what your product helps your clients to do or to achieve • Examples: – Making something work better – Helping to save time – Helping to make money – Providing valuable information – Making someone’s day easier – Helping someone to sleep at night
  • 16. Messaging Workflow Product 1. Health and Welfare Consulting Value Offered 1. Help CFO’s to implement cost containment programs. 2. Help manufacturing companies to make better business decisions regarding the health and welfare of their employees. 3. Help small businesses to decrease workers comp costs, healthcare costs, and risk. Product Value
  • 22. What is Pain • Something not working well – Causing a negative impact • Something could be working better – Results are not as good as could be • Are things great, good, ok, or could be better ? – Great or good: probably no pain – OK or could be better: likely pain
  • 23. Messaging Workflow Pain Resolved 1. It can be difficult to design and implement successful cost containment programs. 2. It is complicated trying to figure out what the best alternatives and options are. 3. It is difficult to control and decrease costs for workers comp, healthcare, and risk. Value Offered 1. Help CFO’s to implement cost containment programs. 2. Help manufacturing companies to make better business decisions regarding the health and welfare of their employees. 3. Help small businesses to decrease workers comp costs, healthcare costs, and risk. Product Value Pain
  • 29. 2 Step Qualifying Process Step 1 – Pre-Qualifying • To make sure it makes sense to meet and keep talking • Takes place in first contact Step 2 – Qualifying • Identify if you can consider the prospect and lead are real • Takes place in first meeting
  • 30. Messaging Workflow Questions to Ask 1. How much of a priority is it for you to implement new cost containment programs? 2. How confident are you that you have a complete understanding of what your options are in the areas of health and welfare? 3. How important is it for you to find new ways to control or decrease benefits and healthcare costs? Pain Resolved 1. It can be difficult to design and implement successful cost containment programs. 2. It is complicated trying to figure out what the best alternatives and options are. 3. It is difficult to control and decrease costs for workers comp, healthcare, and risk. Product Value Pain Qualify
  • 35. Messaging Workflow Product Value Pain Qualify Interest • Communicate ROI • Explain differentiation • Share client story • Paint a picture of the future state • Discuss impacts of doing nothing • Share company facts
  • 37. Messaging Workflow Product Value Pain Qualify Interest Credibility We worked with Direct Industrial and provided them with health and welfare consulting. This helped them to improve their decisions regarding the benefits and that lead to a decrease in medical coverage costs by 10%. Ultimate Benefit Realized Initial Benefit Realized Product / Service Provided Past Client
  • 42. What are Objections • I am busy right now. • Who are you with? • What is this in regards to? • I am not interested. • Just send me some information. • We already use somebody. • We are not looking to make a change right now. • We do not have budget/money to spend.
  • 43. Messaging Workflow Product Value Pain Qualify Objections Objection Responses 1. Help manufacturing companies to make better business decisions regarding the health and welfare of their employees. 2. It can be difficult to design and implement successful cost containment programs. 3. How important is it for you to find new ways to control or decrease benefits and healthcare costs? Value Offered Pain Resolved Questions to Ask Building Interest Points Name Drop Statement Interest Credibility
  • 45. If You Want More Help Sales Coaching and Sales Consulting • 2 or 5 hour blocks of one-on-one coaching • Weekly 30 minutes one-on-one coaching sessions • Weekly 1 hour one-on-one coaching sessions • Weekly Unlimited one-on-one coaching session • Weekly 1 hour group coaching sessions Contact us if interested – info@salesscripter.com
  • 46. If You Want More Help • https://www.youtube.com/user/LaunchPadSol • Or search Sales Scripter • Over 130 videos • Sales Prospecting 101 Training Program • Webinars • Sales Tips • SalesScripter demo videos • Subscribe Go to Our YouTube Channel
  • 47. If You Want More Help • Five ebooks – Found at https://salesscripter.com/ebooks/ – Do’s and Don’ts of Cold Calling – How to Get around Cold Call Objections – How to Build a Value Proposition that Generates Leads – How to Build Sales Campaigns that Sell – How to Build Email Drip Campaigns that Convert Sales • The Cold Calling Equation – PROBLEM SOLVED – Found at http://www.amazon.com/The-Cold- Calling-Equation-Problem/dp/1468173545 Check Out Our Books
  • 48. If You Want More Help • Week 1 – Understanding the Ideal Sales Process – How to Make Cold Calls – Appointment Setting Tactics – Voicemail Messaging Methodology • Week 2 – Sales Messaging Workshop – How to Get Prospect’s on the Phone – How to Get Around Objections – How to Incorporate Buyer Personas into Your Selling – Overview of a 2-Step Qualifying Process New Hire Onboarding Training Program / Sales Prospecting 101 • Week 3 – How to Build Your Value Proposition – How to Focus on Prospect Pain – How to Get Around Gatekeepers – How to Perform the Perfect Takeaway • Week 4 – How to Build Rapport, Interest, and Credibility – How to Improve Mental Strength When Selling – How to Be a Better Closer * Available through e-learning videos, live virtual, or live in-person * Can be tailored to your business
  • 49. If You Want More Help • Build your scripts and campaigns – Call scripts – Email templates – Voicemail Scripts – Objection responses – Key Questions – And more • $49 per month / $29 per month with annual subscription – 30 Day Money Back Guarantee Sign up for SalesScripter
  • 50. If You Want More Help • Build your scripts and campaigns – Call scripts – Email templates – Voicemail Scripts – Objection responses – Key Questions – And more • $49 per month / $29 per month with annual subscription – 30 Day Money Back Guarantee Sign up for SalesScripter
  • 51. Questions? Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com www.salesscripter.com

Notes de l'éditeur

  1. Before we go any further, let’s clearly discuss what value is specifically in the context that we are using it as it can mean different things to different people. When we talk about value, we are referring to the transfer of something from one party to another that has a positive net worth. Now, the important thing to get your hands around with this is that value is an intangible attribute. It is not something you can see or pick up, yet it is definitely there, has a positive net worth. And actually the transfer between parties can be visible when you are aware of the value that exists and you know what to look for, and that is what we will teach you hear today. Let me provide a little more color around that by sharing a few examples. First, it is important to note that value is something that is transferred everyday at a personal level between family and friends. For example, when you bring humor to a group or conversation and make someone laugh, you are providing value as you are improving the conversation from what it would be without that. Or by teaching someone something, being a good listener, providing security, or making someone’s life easier are all examples of providing value at a personal level. You are essentially giving something or contributing something to another person. Once we understand how we offer value at a personal level, we can better understand how we deliver value at a business level. Just as we can improve the lives and interactions with friends, we can do this for our clients as well by helping them to save money, helping them to make more money, by providing valuable information, or again making someone’s day easier. These are all examples of the value that we can transfer from us to our prospects and clients. One important thing to start to get your hands around is that value is not the same thing as the product that you provide. It is what your product helps your clients to do or helps them to achieve.
  2. Let’s discuss just what pain is in the context that we use it in. Pain is something that is not working well or could be working better for a prospect and this is causing a negative impact. We will get into much more detail and go into examples and we just want to introduce the concept at this point. But at the highest level, one question that can be asked to determine if there is pain is “are things great, good, OK, or could be better?” If things are either great or good, there might not be any pain, or at least not very much. And if things are OK or could be better, there likely is some sort of pain that the prospect is experiencing.
  3. Hopefully by now you can see how important it is to screen and qualify prospects. Now let’s get into how to effectively do that. We provide you with a 2 step qualifying process. Step 1 is called soft qualifying and it is focused on primarily determining whether it makes sense to meet and keep talking. The main thing that we look at here is, at the most basic level, are there any level of open needs in the area where we have something to offer. We are trying to eliminate those No Need to Purchase prospects as if there is not even a need, let’s not waste each other time. This soft qualifying takes place in the first conversations with the prospect. For example, this level of qualifying takes place on the cold call, or could also be on an inbound call from a prospect, and we softly qualify to identify if it makes sense to continue talking or put a meeting on the calendar. Step 2 is hard qualifying and this is where you dig deeper to identify how the prospect measures up in of the four key areas. The ideal time and place for this is when you are in the first meeting with the prospect.
  4. Before we go any further, let’s clearly discuss what objections are. Objections are a prospect’s best weapon when they answer your cold call. They are statements or questions that the prospect will throw at you and they are like mini stops signs that the prospect will hold up. They use to try to take a control of the call and take it in a direction of their choosing. And if they begin to feel like you are selling something when they are not looking to buy, they will want try to end the call and will use objections to get there as soon as possible. Now let’s take a look at common objections and ones that you are just about guaranteed to run up against. I am busy right now. Who are you with? What is this in regards to? I am not interested. Just send me some information. We already use somebody. We are not looking to make a change right now. We do not have any budge to spend. Those are eight objections that consistently come up. You could maybe tweak those for your situation, and add a couple that are specific to your products, you would have a complete list of objections to be prepared for. As part of this training, we will explain these one at a time and show you how to get around them.