6 Ways To Kill Your Sales Call

Our Factor 8 trainers hear a lot of sales call intros. Thousands of them. And, the bad news is that there are a lot of bad intros out there. Really, I mean a lot of horrendous intros. The good news? They’re easily fixed and your reps can begin to see an immediate impact by implementing a few tips.

I shared with Sales Hacker how reps can fix their intros. Read about it here. Got a comment or call intro successes to share? I want to hear them! Share them with me on LinkedIn and mention me, @insidesalesadvisor, or on twitter, @factor8sales.

6 Horrendous Ways To Begin Your Sales Call (And What To Do Instead)

sales call intros examples

Let’s Have A Bad-Ass Contest

I have a fun, EASY bad-assery tip for you this week. Why not run a contest! Watch the video to see how to run the contest, launch it this week and then watch to see the results that you’ll get! Don’t forget to share your success stories with me here at, lb@factor8.com, or better yet put them on LinkedIn and @mention us (@insidesalesadvisor) to share it with everyone!

 

 

Now, go promote bad-assery!

P.S. Have you downloaded our free SWIIFT Training In A Box yet?! Let’s fix those intros guys! More at-bats = more home runs!  This full guide gives you step-by-step instructions to implement training for your team. It includes recorded webinars, articles, videos, cheat sheets, grading forms, and even the “Touch-base Montage” for a little fun. Everything you need to see a revenue lift right away! Get yours here.

You got hung up on? Congratulations!

Let me just bottom line this bad-ass blog post for you guys. When reps are “scared” on the phone, this is what they’re scared of. Seriously. It is literally the very worst that can happen to them when selling on the phone. (Actually it would be a funny post to see what WAS the worst thing that ever happened to you when selling on the phone…let’s do that next!).

So my advice is, help this happen to them as soon as possible. In fact, put a contest around it and reward it.

It’s not EXACTLY like falling off a horse or throwing someone fully clothed into the deep end of the pool. . .but it’s the Factor 8 phone sales training equivalent. The rep who emerges on the other side? Total. Bad. Ass.

Watch the video for more details. Thanks for promoting bad-assery!

LB

PS – Last week I talked at the SalesHacker / SalesForce conference in New York City (holy humid you guys. I didn’t even sight see!). I talked a lot about the benefits of focusing on your reps’ introductions and helping them get on first base.

We’ve built our first Factor 8 “Training in a box” and I’d love you to check it out. It’s free, and it has step by step instructions on how to use all our free training tools to roll out training on better intros to your whole team. Give it to your trainer or a sales manager and send us your results! Here’s the link to get it: www.factor8.com/fixyourintros.

Only Bad-Ass Inside Sales Managers Will Coach

Did you know that one of the reasons your Inside Sales Managers aren’t coaching their Reps is that they, too lack confidence? Let’s peer inside the under-confident Manager’s brain for a minute:

“What can I teach him? He’s a top rep!” or,
“I’ve been at the company half as long as she has.” How about,
“Last time we tried to coach he pushed back so much. I’m not up for this today…”

Yes, even great Managers find it easier to answer the email, fix the report, and respond to the customer issue. So let’s promote some bad-assery with our front line Manager coaches. How? Just a few simple words:

“Your team is so lucky that they get your input on their calls.” Or
“Your reps really benefit from your insights. I love seeing you coach.”

Done. Bad-assery managed. Well done boss.

Coffee is SOOO not for closers anymore

…nor are the cookies for the “Boss Baby” fans out there. But I digress (already!)

Listen, in today’s modern sales era, we don’t typically get face to face meetings.  This is when closing was king. We can assume our contacts are busy and they are hiding from us behind their phones. I mean, how often do you pick up calls from unknown numbers or known vendors?

Coffee Is For Closers

That means the BIG SKILL for inside sales (and smart field / channel sales) isn’t the close, it’s the opening! It’s moneyball folks, you can’t close what you can’t open. OK, I mixed metaphors there. It’s about getting on base with our intro.

My team and I listen to about 1000 phone calls a year, and we’ve categorized the majority of sales intros out there into six horrifying and all-too- common bad-intro buckets.

  1. “Show up and Throw up.” Seriously, I played an actual example of one of these at a conference and we had to fast forward it for time. The customer didn’t talk for 2:24. Guess what he said when he did?
  2.  “Good for You.” Congratulations on being my Account Rep. Did that seriously warrant a call to waste my time?
  3. “Yeah, that’s my Value Prop.” There’s a time and place for your two-second pitch. The intro is NOT it.
  4. “Get out of Jail Free.” Don’t ask them if they’re the person who handles purchasing decisions for your service. Who in their right mind would say “Yes! (And I love vendor calls!)”
  5. “The Set up.” I’m not sure who invented the “That would be of value to you, right?” pitch but I want to hit him every time I hear it (yeah, we both know it was a guy). It just BEGS me to say no. “You want to save money right?” Shut up.
  6. “The Toucher.” Don’t touch my base. Ever.

Sales Call Intros that Work

The good news in this litany of bad is that intros are easy to fix. How? Put your customer at the heart of it. Lead with what’s in it for THEM and not you. Sure YOU want to introduce yourself, but why should THEY care?

In two sentences you can get their attention AND lay out the purpose of your call. How? We call it the SWIIFT intro (So, What’s in it for Them?). This is what I’ll be covering in my webinar on May 24th at 10:00 AM PT. We’ll dig a little deeper & get tools to help you fix intros at your office. Click here to register. If you can’t make it during the live webinar, you’ll still get the recording.

OH! And I collect these now. Send me your hilarious examples of my top 6 offenders. We’ll edit the names to protect the guilty. Yeah, I’d love to hear your good ones too – AND how many more at-bats you and your team are getting. Check out our business development training download for case studies on how fixing intros raised close percentages up to 300%! (oh, so I guess I just told you, but download it anyway ok? It’s new and I’m really proud of it).

So let’s get out there and play some ball! Oh, but now while drinking coffee right? Oh, whatever.

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His stet corpora nostrum in, eu vel soleat ancillae assueverit, eos at everti inermis. Cu assueverit ullamcorper nec. Cu admodum sententiae vis, pri delenit placerat iudicabit id. Duo ne liber primis, eu vel meis idque. Eum quis homero perfecto at, no vel quot probo. Mundi congue ei vel, ne vitae admodum noluisse ius, aeterno quaestio argumentum ut vel.

His stet corpora nostrum in, eu vel soleat ancillae assueverit, eos at everti inermis. Cu assueverit ullamcorper nec. Cu admodum sententiae vis, pri delenit placerat iudicabit id. Duo ne liber primis, eu vel meis idque. Eum quis homero perfecto at, no vel quot probo. Mundi congue ei vel, ne vitae admodum noluisse ius, aeterno quaestio argumentum ut vel.

His stet corpora nostrum in, eu vel soleat ancillae assueverit, eos at everti inermis. Cu assueverit ullamcorper nec. Cu admodum sententiae vis, pri delenit placerat iudicabit id. Duo ne liber primis, eu vel meis idque. Eum quis homero perfecto at, no vel quot probo. Mundi congue ei vel, ne vitae admodum noluisse ius, aeterno quaestio argumentum ut vel.

His stet corpora nostrum in, eu vel soleat ancillae assueverit, eos at everti inermis. Cu assueverit ullamcorper nec. Cu admodum sententiae vis, pri delenit placerat iudicabit id. Duo ne liber primis, eu vel meis idque. Eum quis homero perfecto at, no vel quot probo. Mundi congue ei vel, ne vitae admodum noluisse ius, aeterno quaestio argumentum ut vel.

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His stet corpora nostrum in


eu vel soleat ancillae assueverit, eos at everti inermis. Cu assueverit ullamcorper nec. Cu admodum sententiae vis, pri delenit placerat iudicabit id. Duo ne liber primis, eu vel meis idque. Eum quis homero perfecto at, no vel quot probo. Mundi congue ei vel, ne vitae admodum noluisse ius, aeterno quaestio argumentum ut vel.His stet corpora nostrum in, eu vel soleat ancillae assueverit, eos at everti inermis. Cu assueverit ullamcorper nec. Cu admodum sententiae vis, pri delenit placerat iudicabit id.

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