Sales Call Methodology

Ideal Customer Profile

• Very Important Top Officer [VITO]• Driving Force Manager [DFM]

– Buys on value– Has budget & can create additional budget

if needed– Power Economic Buyer

• NOT the person who places print ads or “in charge of recruitment advertising”

Who Buys on Value?

Very Important Top Officer/Driving Force Manager• Fluid Budget• Drives Business• Profit & Loss Responsibility• Titles

– Owner– President– CEO/COO/CFO– Senior Vice President of Sales

Business Issues• Increase Revenue• Decrease Cost• Avoid Cost• Intangible

Value Selling Overview

Sourcing &Blue Printing

Appt Dialing &Objection Handling

Appt Prep

Appt. Running ClosingRelationship

Mgmt

Initial Steps:Conceptual Selling

& Frame of Reference Selling

APPOINTMENT DIALING

Purpose of Your Dial

• The only purpose for calling is to set an appointment.

• Stay focused and plan to overcome 4-5 “objections”/requests for additional information.

What are you going to say?

• Relay a relevant sales story• Close with a proposed time to talk

Example: “The reason for my call is that CareerBuilder has been working with ____ and ____. We have helped them to get exposure to qualified candidates. Which has led to faster hiring and reduced costs. I would like to discuss your hiring needs, are you free on Tuesday at 2:00 pm?

Components of a Sales Story

1. The reason for my call is that I’ve been consulting with:

2. I’ve helped them to:

3. Which has led to:

Script - CB Transactional Customer

“Hi, this is _____ calling from the Hartford Courant. The reason that I am calling is to let you know that CB just informed us they are lowering their cost per posting on an annual basis and including full packaging service because you have been a valued customer on a regular basis. My CB manager will be in next week (or by phone) and I wanted to set up a time where we can cover this savings with you. I have multiple clients taking advantage of this and I wanted to make sure you get involved while it is still available…how is next Tuesday at 10am?”

What does an A+ call sound like?

• The reason for my call is that CareerBuilder has been consulting with Napa Auto Parts and Aamaco Transmissions.

• We’ve helped them to decrease the opportunity costs associated with retaining employees by providing them exposure to 40,000 auto professionals & 56,000 hourly employees in the New York Metro area.

• I would like to schedule a 20 minute phone appointment with you to see if we can impact your company in a similar way. How’s Tuesday at 2:15?

The Goal

• Assume you’ll get 4-5 objections, and be prepared to breakthrough.

• Goal: To get the same objections over and over

• Control: State minimal amount of info and ASK FOR A DATE AND TIME!

• 99% of objections come from what we SAY!

Your ability to get the appointment is directly proportionate to your ability

to control the appointment dialing process.

Activity: Overcoming Objections

• Not hiring• Don’t use internet• Use Monster/Hot Jobs• Used CB & didn’t work• Not Interested• No time to meet• Talk to my admin/HR assistant• ???

Objection Breakthrough

Formula For Success:

1. Listen

2. Rebuttal

3. Close – Ask for the appointment

Don’t:

ArgueBattle

Contradict

Closing

• After stating sales story, close again for the appointment.

• Studies show that it takes an average of 4 closes to get an appointment.

• I realize that _______. At this point I am asking for 20 minutes to discuss how we can impact ________. How is Thursday at 2:15?