Sample: Cold Calling / Face To Face Sales Pitch

You start making a call. If you do not have the prospects name, say to the receptionist:

You: Hello I am trying to connect with your sales manager ....can you point me in the right direction?

If the receptionist directs your call to the decision maker whose name for example is Mr. Raj Kumar

Intro to contact:

Raj Kumar: Hello

You: Hello, am I talking with Mr. Raj Kumar?

Raj Kumar: Yes

You: Mr. Rajkumar this is Rabia from The Sales Pitch Guys.... have I caught you in the middle of anything?

Prospect: What's it about?

Value statement

You: The purpose of my call is

We help Sales Managers to get their sales people saying the best possible sales pitch and asking the right questions.
We help Sales Managers to shorten the amount of time that it takes to train new salespeople.
We help Sales Managers to improve sales performance for the entire sales team.
We help Sales Managers to get under-performing sales people on the right track.

Disqualify statement: I actually don't know if you need what our services provide so I just had a question or two (pause or ask for agreement or availability) if you have a couple of minutes?

Prospect: Okay

Soft qualifying questions:

How confident are you that all of your sales executives are asking the right questions when talking with prospects?
How concerned are you about the amount of time it takes to get new sales executives ready to go to the market and start bringing in the desired revenue?
How open you are to exploring new ways to boost sales performance of your sales executives

Prospect: Yeah some of those do concern us

Common pain points

Oh, OK. Well, as we talk with other Sales Managers, we have noticed that they often express challenges with (or concerns around):

It can be difficult to get the sales executives saying the right sales pitch and asking the right questions
It can take long time and be difficult getting new sales resources trained and ready to exploit the sales market powerfully
There is always a need to find ways to continue to improve sales performance
It can be time consuming and a daunting task to get new and existing sales people trained up and where they need to be

Which of these are you most concerned with?

Prospect: Yeah I can relate to a lot of these

Building interest points

Well based on what you shared it might be productive for us to talk in more details the reason why I say this is ( share the below points as appropriate as you try to trigger interest)

(Company details):

I am with The sales pitch guys and we develop powerful customized sales pitches for companies which helps their sales people sell powerfully and bring in more revenue
Other key details about us are that we are unique and innovative in our approach, work at a fast pace, are responsive and deliver goods timely and our customer care is amazing.

Connect pain and value

We help companies stop losing money by the day and develop model game plan that makes their sales take off at a fast pace in this scary period of rising competition and low sales

ROI statements:

We have helped to improve clients sales effectiveness of their sellers that have helped them increase sales revenue

- reduced sales operations costs

We have helped to immediate change in sellers motivation to do a great job of sales by empowering them with extraordinary sales tools and techniques in form of powerful sales

pitch and objection map

- That led to their effectiveness as sellers

- That helped them shorten sell cycle

- Helped in increased conversion rates

- Helped them take the company to the next level

Scheduling the next discussion

Now that we have discussed so much about how we are the best in what we do with amazing ROI for you so what I want to say is if you have interest in knowing more about what we discussed and want to empower your sales people with a powerful sales pitch the great next step would be for us to schedule in person meeting where we can take the process forward. Are you available to put this on calendar tomorrow morning or day after afternoon?
Prospect: Yeah..we can meet tomorrow at 10

If the appointment is fixed, talk about the timing and confirm once again and close the call. If prospect still wants to talk, carry on with it....

Differentiation

Some ways that we differ from other options out there are that we provide totally customized solution after thorough studies and research and within no time your sellers are empowered enough to take the sales world with storm, beating the competition blue and winning sales at a fast pace. Our sales pitches also quickly skill the new hires and make them productive within no time turning them into sales kings at a scorching pace.

Threats of doing nothing:

Some things are to be concerned with when not doing anything in this area are sellers remaining under prepared to take on the competition and beat them, and win sales war and they keep on feature selling getting lot of objections from buyers and consistently losing business of course not meeting their sales targets in the long run

Picture of a future state

Just imagine your sales people have mastered and perfected the sales pitch that we developed for them and now they are on the phone making calls gleefully to the prospective clients and closing for appointments in great numbers and then when meeting the clients face to face are impressing the clients with gusto and passion taking help of the the powerful sales pitch that we developed. And all these great sales are bringing in amazing revenue into the company and you are being lauded as a great sales manager and now you are being felicitated by them for an amazing work put in and getting the desired results for the top management.
When you own the sales pitch that we develop for you and the sales efficiency of your sales people jumps 30-40%, you can walk in there in your sales office in the evening and your sales people are chirping away gleefully and there is laughter all across the hall because their sales targets are met and exceeded and the company is on the growth path, is that what you want?
I promise you we will do everything in our power to help you get thank you notes, congratulatory notes and letters of appreciation from your top management for a great job done while engaging with the sales pitch guys
Since we are looking towards the future, describe to me how you'll feel if this happens?
Who all in your top management will be cheering you for a job well done..

Name drops (share any of these below when talking to prospects)

ND1: We worked with companies like Sikkim Manipal University, Inurture education, Aptech ltd. Carrier Aircon, Axis bank, Roshan Telecom, Bliss Softwares etc. helped them to improve their business through our powerful sales pitches which led to decreased cost associated with sales and increased sales revenue and profits...

ND2: We worked with Innova Telecom, Bliss Software, Axis Bank etc. and developed their sales pitches which led to increased sales efficiency of their sellers leading to increased ROI and profitability...

Scheduling the next discussion

Now that we have discussed so much about how we are the best in what we do with amazing ROI for you so what I want to say is if you have interest in knowing more about what we discussed and want to empower your sales people with a powerful sales pitch the great next step would be for us to schedule in person meeting where we can take the process forward. Are you available to put this on calendar tomorrow morning or day after afternoon?

Prospect: Yeah..we can meet tomorrow at 10

Sample: Objection Drill

· What do you do?

(Refer to value statement)

Purpose of my call is

We keep businesses to improve their external and internal office communication
We keep businesses to increase their sales and marketing effectiveness
We help marketing VPs to meet their annual marketing objectives
We provide web design& development services

· I am not interested

You: I understand. And I want you to know that we are not trying to sell anything at this point, I am not really sure if what we have is a good fit for you. That's why I had a question or 2, if u have a couple of minutes. (redirect to one of the qualifying questions)

Soft qualifying questions:

Technical questions

Do you feel like your CMS is difficult to use?
Do you feel like it is the right platform in terms of being up to date and meeting your needs
Are you concerned about how long it takes you to make changes to your website?

Business questions

How motivated are you to to improve your ability to increase sales and activity through your website?
Are you meeting your gross for driving sales and activity through your website

Personal Question

· I am busy right now

Ok I can be very brief or can I call you back at another time?

· What is this in regards to

(Redirect to value statement)

We keep businesses to improve their external and internal office communication
We keep businesses to increase their sales and marketing effectiveness
We help marketing VPs to meet their annual marketing objectives
We provide web design& development services

· Who are you with?

We are with XYZ Company((Redirect to value statement)

We keep businesses to improve their external and internal office communication
We keep businesses to increase their sales and marketing effectiveness
We help marketing VPs to meet their annual marketing objectives
We provide web design& development services

· What do you do?

We are with XYZ Company((Redirect to value statement)

We keep businesses to improve their external and internal office communication
We keep businesses to increase their sales and marketing effectiveness
We help marketing VPs to meet their annual marketing objectives
We provide web design& development services

· Just send me some info

I understand. So that I know exactly what to send you, do you mind if I ask (Redirect to any of the common pain points or soft qualifying questions )

Common pain points

Ok ok as we talk with other people we have noticed that they often express challenges with (share any of the below pain example)

Technical pain

Cumbersome internal systems
Existence of manual & cumbersome processes
Outdated web tools or using the wrong platform
Lack of automation or needed tools, lack of knowledge of latest web tools and techniques

Business pain

Need to increase sales and marketing effectiveness business process are slow and efficient
Not able to drive the needed sales actively through current website
Slow and broken processes systems are not able to be customized to meet business requirements

Personal pain

Trouble meeting their marketing targets and objectives
Don't have the right tools and support

Soft qualifying questions:

Technical questions

Do you feel like your CMS is difficult to use?
Do you feel like it is the right platform in terms of being up to date and meeting your needs
Are you concerned about how long it takes you to make changes to your website?

Business questions

How motivated are you to to improve your ability to increase sales and activity through your website?
Are you meeting your gross for driving sales and activity through your website

Personal Question

· We are not doing anything right now

I understand and I want you to know that we are not trying to sel anything at this point. I am not even really if what we have is a good fit for you. That's why we had a question or two. If you have a couple of minutes(Redirect to any of the qualifying questions )

Technical questions

Do you feel like your CMS is difficult to use?
Do you feel like it is the right platform in terms of being up to date and meeting your needs
Are you concerned about how long it takes you to make changes to your website?

Business questions

How motivated are you to improve your ability to increase sales and activity through your website?
Are you meeting your gross for driving sales and activity through your website

Personal Question

· We are not making any changes right now

Or I can't change anything right now

· We do not have any budget money right now

I understand and I want you to know that we are not trying to sell anything. We have just a couple of questions for you if you have a couple of minutes (redirect to qualifying questions)

Technical questions

Do you feel like your CMS is difficult to use?
Do you feel like it is the right platform in terms of being up to date and meeting your needs
Are you concerned about how long it takes you to make changes to your website?

Business questions

How motivated are you to improve your ability to increase sales and activity through your website?
Are you meeting your gross for driving sales and activity through your website

Personal Question

· We already use someone for that

(Redirect to qualifying questions)

Technical questions

Do you feel like your CMS is difficult to use?
Do you feel like it is the right platform in terms of being up to date and meeting your needs
Are you concerned about how long it takes you to make changes to your website?

Business questions

How motivated are you to improve your ability to increase sales and activity through your website?
Are you meeting your gross for driving sales and activity through your website

Personal Question

I understand sometimes we come across businesses like ...that have challenges with(redirect pain points)

Common pain points

Ok ok as we talk with other people we have noticed that they often express challenges with (share any of the below pain example)

Technical pain

Cumbersome internal systems
Existence of manual & cumbersome processes
Outdated web tools or using the wrong platform
Lack of automation or needed tools, lack of knowledge of latest web tools and techniques

Business pain

Need to increase sales and marketing effectiveness business process are slow and efficient
Not able to drive the needed sales actively through current website
Slow and broken processes systems are not able to be customized to meet business requirements

Personal pain

Trouble meeting their marketing targets and objectives
Don't have the right tools and support

· How does it work or how much does it cost?

This is a good question (redirect to scheduling a meeting) You: But since I have called you out of the blue, I do nit want to take anymore of your time and talk right now

Do you have interest in talking more about this?
If you have interest a great next step would be for us to schedule in person meeting where we can discuss your current needs and show you how or solutions can help
Are you available to put thin on calendar next Tuesday or Thursday morning?

· Custom solution are too expensive.

We offer both custom and template open source solutions to meet most budgets

· Don't want to get tied into a propriety solution

We only use open source products

I am not a technical person

Our web tools are easy to use and designed for non technical users