Episode Summary:

In this episode, we dive deep into the essentials of transforming cold calls into meaningful relationships that lead to successful sales. Discover expert strategies on building trust, overcoming objections, and confidently asking for the sale, ensuring every conversation with a potential customer is a step toward achieving their dreams.Top of Form

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Introduction

• Welcome to the New Hire Training Sales Training Sales Team Training Part 3
• Emphasis on scheduling appointments rather than directly aiming for sales
• Importance of building relationships and making friends with potential customers

Scheduling Appointments

• Goal: Schedule an appointment, not to get the sale immediately
• Importance: Making friends to lower resistance and gain trust
• Strategy: Make potential customers feel comfortable and expect your call

Building Relationships

• Approach:
• Build trust and dig deep to understand customer needs
• Tailor conversations to what the customer wants
• Be an active listener to respond genuinely to customer needs
• Example: If a customer wants to become a speaker, focus on that rather than unrelated services

Digging Deep

• Process:
• Engage in meaningful conversations to learn about the customer
• Reflect the customer's passion back to them
• Respond in a friendly and agreeable manner
• Importance: Helps tailor the offer to the customer’s specific goals and needs

Overcoming Objections

• S.P.A.R.C. Method:
• Acknowledge: Repeat what the customer said
• Respond: Address their concern
• Close: Go back to asking for the sale
• Strategy: Overcome objections by reaffirming the value and importance of the service

Asking for the Sale

• Confidence: Be confident and assertive when asking for the sale
• Scripts and Tools: Utilize provided scripts and tools to guide the conversation
• Follow-up:
• Schedule follow-up appointments if the customer is not ready to decide
• Continuous follow-up to reinforce the value and address any lingering doubts

Additional Training Points

• Active Listening: Essential for understanding and responding to customer needs
• Reiterating Value: Ensure customers understand the value of the service compared to its cost
• Referrals:
• Ask for referrals after a successful sale
• Use customer satisfaction to gauge the likelihood of referrals

Coaching and Team Support

• Role of Coaches: Provide support and ad-libbing during calls to reinforce training
• Continuous Learning: Emphasis on constant learning and improvement through training

Miscellaneous

• Handling Different Customer Types:
• Adapt to different customer personalities (e.g., direct and brief vs. detailed and cautious)
• Match energy and style to build rapport
• Ensuring Customer Satisfaction:
• Ensure customers have access to all necessary resources and support
• Follow up regularly to maintain and build relationships

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