SMART Sales System - Module 11: Gatekeepers
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SMART Sales System - Module 11: Gatekeepers
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SMART Sales System - Module 11: Gatekeepers
- 1. Gatekeepers
- 2. Module 1: Introduction to SMART Module 2: Consultative Selling Module 3: Sales Message Module 4: Sales Scripts Module 5: Sales Process Module 6: Cold Calling Module 7: Cold Emailing Module 8: Voicemail Module 9: Connecting Module 10: Objections Module 11: Gatekeepers Module 12: Qualifying Module 13: Closing Module 14: Networking Module 15: LinkedIn Module 16: Mental Strength
- 3. Prospect Gatekeeper and Voicemail
- 4. Gatekeeper Tips Gatekeeper Objections Types of Gatekeepers Mindset
- 5. Understand the Gatekeeper Assigned the objective to keep salespeople out Trained to identify salespeople Get in trouble when salespeople get passed them Naturally in adversarial role Job is often hectic and not a lot of fun
- 6. Do Not Sound Like a Salesperson Trying to Sell Something
- 7. Try to Enlist Their Help • Maybe you can help me with this. • Maybe you can point me in the right direction. • I am not really sure who I need to speak with. • I might need your help with this one.
- 8. Treat the Gatekeeper Like the Prospect
- 9. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE Treat the Gatekeeper Like the Prospect
- 10. VALUE POINTS • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic TARGET BUYER Small businesses PRODUCT Web design services FEATURES • Design and build websites • Graphic design • Copywriting PAIN POINTS • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic PAIN QUESTIONS • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? CURRENT STATE • Do you currently have a website? • Are you currently working with a web design agency? • What CMS platform is your website built on? • Do you have internal web design resources? • When does your current agreement expire? • How many different websites do you currently have? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • When was the last time you considered redoing your website? DIFFERENTIATION • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results COMPANY FACTS • Won design awards 5 years • In business for 30 years • Woman owned business NAME DROP NAME DROP • We worked with an accounting firm and they needed to generate more leads online. • To solve this we helped them to redesign their website. • This helped to them to convert more traffic into leads. • This ultimately helped them to increase the amount of revenue they were generating through their website.
- 11. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT Building Blocks
- 12. Actually, let me take a step back and let you know why I am calling. The reason for my call is that we help small businesses to: • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic I don’t know if you all want to improve those areas and that is why I am calling. Do you know who the best person for me to talk with is? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE Treat the Gatekeeper Like the Prospect
- 13. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE Actually, let me take a step back and let you know why I am calling. A lot of businesses that we work with are having issues with: • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic I don’t know if you all are concerned about those areas, and that is why I am calling. Do you know who the best person for me to talk with is? Do you know how concerned [Target Prospect] is about these areas? Treat the Gatekeeper Like the Prospect
- 14. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE Actually, let me take a step back and let you know why I am calling. • We worked with an accounting firm and they needed to generate more leads online. • To solve this we helped them to redesign their website. • This helped to them to convert more traffic into leads. • This ultimately helped them to increase the amount of revenue they were generating through their website. I don’t know if we can help you in the same way, and that is why I was calling. Do you know who the best person for me to talk with is? Treat the Gatekeeper Like the Prospect
- 15. OK. Well, maybe you know the answer to this. • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? Treat the Gatekeeper Like the Prospect VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE
- 16. OK. Well, maybe you know the answer to this. • Do you currently have a website? • Are you currently working with a web design agency? • What CMS platform is your website built on? • Do you have internal web design resources? • When does your current agreement expire? • How many different websites do you currently have? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • When was the last time you considered redoing your website? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE Treat the Gatekeeper Like the Prospect
- 17. Display Social Proof I spoke with Tom Jones in accounting, and now I am trying to reach someone in HR. Do you know who the best person for me to connect with is?
- 18. Mention an Initiative I am calling to discuss the initiative to consolidate distribution channels. Can you help me to get connected with the director of operations?
- 19. Try to Befriend the Gatekeeper
- 20. I understand the situation you are in. You get calls all day from salespeople, and it is your job to not let a bothersome salesperson through. I can tell you that I am not one of those annoying salespeople. I will be very respectful of [Target Prospect]’s time, and there is a very good chance that we can have a very productive conversation because we help [Target Buyer Type] to: • Value Point 1 • Value Point 2 • Value Point 3 What is the best way for me to connect with [Target Prospect]? Share That You Understand Them
- 21. Avoid the Gatekeeper Altogether • 7:00 am to 8:00 am • 12:00 pm to 1:00 pm • 5:00 pm to 6:00 pm Good Hours to Avoid Gatekeeper
- 22. Gatekeeper Tactics Gatekeeper Objections 2 Types of Gatekeepers Mindset
- 23. • What is this in regards to? • Is this a sales call? • We are not interested. • We are not making any changes. • We already use somebody for that. • We do not need that right now. • Send me your information.
- 24. The reason for my call is that we help small businesses to: • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic What is this in regards to? Is this a sales call? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE
- 25. I understand. If I could ask you real quick: • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? We are not interested. We are not making any changes. We already use someone right now. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE
- 26. I understand. If I could ask you real quick: • Do you currently have a website? • Are you currently working with a web design agency? • What CMS platform is your website built on? • Do you have internal web design resources? • When does your current agreement expire? • How many different websites do you currently have? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • When was the last time you considered redoing your website? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE We are not interested. We are not making any changes. We already use someone right now.
- 27. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE I understand. A lot of businesses that we work with are having issues with: • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic Are you concerned about any of those? We are not interested. We are not making any changes. We already use someone right now.
- 28. Sure, I can do that. So that I know what best to send you, could ask you real quick: • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE Can you send me your information.
- 29. Gatekeeper Tactics Gatekeeper Objections 2 Types of Gatekeepers Mindset
- 30. • Limited organization knowledge • Often less experience and skills • Subjective screening • Chaotic work environment • Deep organizational knowledge • Often very experienced and sophisticated • Objective screening • Less chaos Front-Desk Receptionist Executive Assistant 2 Types of Gatekeepers
- 31. Gatekeeper Tactics Gatekeeper Objections 2 Types of Gatekeepers Mindset
- 32. • It has nothing to do with you • They are rejecting your company and product • They are just dong their job • Their job is very difficult and unpleasant Don’t Take it Personally
- 33. Key Takeaways • Understand the gatekeeper • Don’t sound like a salesperson • Treat the gatekeeper like the prospect • Deflect objections to keep the call going • Don’t let the gatekeeper get to you
- 34. Module 1: Introduction to SMART Module 2: Consultative Selling Module 3: Sales Message Module 4: Sales Scripts Module 5: Sales Process Module 6: Cold Calling Module 7: Cold Emailing Module 8: Voicemail Module 9: Connecting Module 10: Objections Module 11: Gatekeepers Module 12: Qualifying Module 13: Closing Module 14: Networking Module 15: LinkedIn Module 16: Mental Strength
- 36. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
- 38. 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 Pain 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
- 40. 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 Pain 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
- 42. 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 Pain 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
- 44. 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 Pain 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
- 46. 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 Pain 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
- 47. Get your copy here https://www.amazon.com/dp/0578615762
Editor's Notes
- 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.
- This last step that we will discuss is what will be needed to achieve mastery in this area and this is to reflect back on cold calls after they end. Right after a call ends, spend a few seconds to identify what objections the prospect had. Think about how you responded and if your responses were effective at keeping the call going. This is basically a learning and fine tuning step and we are trying to identify if the response that we gave was not effective, would there be one that would have been better. From there, we can work to update the objections map. It could be the case that the objections we faced were not on there and we need to get them on there. Or may we need to tweak our responses to ones that might work a little better. Remember, these objections are going to come up again and again. And by reflecting back, we can improve moving forward.