Question 1

Describe, below how you intend preparing the next steps, before picking up the phone

Research shows that the more prepared you are to speak about the “NEXT STEPS”, the greater the chance of arranging an appointment.

Describe, below how you intend preparing the next steps, before picking up the phone

Question 2

Describe the next steps for your next five GOLD telephone prospecting calls below:

Remember that when making a Gold Telephone call, your primary objective, is to “SELL THE FIRST APPOINTMENT” only.

Always remember to not only rely on the phone alone.

Before making your first GOLD Phone Call, use a multiple of different media, to build rapport first.

Use multiple media: 

• Appointment setting isn’t just about GOLD calling. It can take more than a dozen touches to get a prospect to respond to you.
• For appointment-setting success, you must reach out a number of times, using multiple media.
• Prospects are busier than ever and inundated with marketing and sales messages and meeting requests.
• You can break through the noise, but it’s unlikely you will do so on your first try.Leave voicemails, send emails, drop a package in the mail, write a hand-written note, mark up an article to send.

Keep this in mind when creating your “NEXT STEPS“

Example:

A very effective technique, I use is to describe our sales process to them, with reasons for each step.

• We conduct a discovery meeting to gather all the info we need, so that we can connect our Value Proposition, to your needs, values and expectations.
  • This means that we can then provide you with a detailed and tailored proposal, which will support you to optimise your current circumstances.
• We send out health check questionnaires and conduct a mind storming session, so that we can get a really in-depth understanding about your business.
  • This understanding will ensure that we really get to know your unique needs and expectations, which will ensure that we are able to provide the perfect Sales Enablement Solution, for your unique needs, values and expectations
• We conduct a proposal meeting, where we carefully explain the tailored Sales Enablement Solution
  • Our objective is to show you in detail, how we can improve the sales perfromance of your Sales team

I am sure that you get the idea. To become more successful, with GOLD phone calls, we need to never sell our product or service, but rather only the first appointment and the steps, we follow.

Describe in detail below, how you intend to sell the appointment first, using the steps in your sales process