logging in or signing up Purpose for Calling Training Module Oct2010a waynepj3 Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINT lite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: (To copy code, click on the text box) Embed: URL: Thumbnail: WordPress Embed Customize Embed The presentation is successfully added In Your Favorites. Views: 49 Category: Business & Fin.. License: All Rights Reserved Like it (0) Dislike it (0) Added: October 14, 2010 This Presentation is Public Favorites: 0 Presentation Description No description available. Comments Posting comment... Premium member Presentation Transcript Sales Training: Purpose for Calling : Sales Training: Purpose for Calling Sales Method Overview : Sales Method Overview Introduction Purpose/Voicemail Qualify Present Benefits Trial Close & Close Objection Handling Follow Up Recurring Themes : Recurring Themes Tailor your conversation to your client Be short, direct and confident Be Persuasive Purpose for Calling: Objective : Purpose for Calling: Objective Purpose for Calling Grab the attention of any profile Become valuable to your prospect Purpose for Calling: What we will cover : Purpose for Calling: What we will cover What is covered in this training? Purpose for calling guidelines Live examples for both listers and searchers Tailoring your purpose for calling to different profiles Adding urgency to voicemails Things to avoid Purpose for Calling: Guidelines : Purpose for Calling: Guidelines Purpose for Calling Short and Direct Results oriented Reflect the prospects profile Tell them what you see. Tell them what you do. Purpose for Calling: Searcher Example : Purpose for Calling: Searcher Example EXAMPLE TELL THEM WHAT YOU SEE: “I noticed you were on our site searching for development property is that correct ?” TELL THEM WHAT YOU DO: “ What I do here as your account rep is work with you to help you find the right properties and find the right deals” Purpose for Calling: Searcher Example : Purpose for Calling: Searcher Example EXAMPLE TELL THEM WHAT YOU SEE: “I noticed you were on our site searching for development property is that correct ?” TELL THEM WHAT YOU DO: “ What I do here as your account rep is work with you to help you find the right properties and find the right deals” Purpose for Calling: Searcher Example : Purpose for Calling: Searcher Example EXAMPLE TELL THEM WHAT YOU SEE: “I noticed you were on our site searching for development property is that correct ?” TELL THEM WHAT YOU DO: “ What I do here as your account rep is work with you to help you find the right properties and find the right deals” Purpose for Calling: Searcher Example : Purpose for Calling: Searcher Example EXAMPLE Grab a listers attention by: Mention Listing Address Help them find buyers, get offers Purpose for Calling: Searcher Example : Purpose for Calling: Searcher Example EXAMPLE Grab a listers attention by: Mention Listing Address Help them find buyers, get offers Purpose for Calling: Searcher Example : Purpose for Calling: Searcher Example EXAMPLE Grab a listers attention by: Mention Listing Address Help them find buyers, get offers Purpose for Calling: Be direct : Purpose for Calling: Be direct Avoid doubtful language Compare: “I want to see if I can buy you lunch.” Vs. “I’m going to buy you lunch.” Which statement is more direct? Purpose for Calling: Tailored : Purpose for Calling: Tailored Before dialing always ask yourself “What does this user want from LoopNet?” Purpose for Calling: Tailored : Purpose for Calling: Tailored Call to help your prospect with something they care about. 2. Your reason for calling must match what they want from LoopNet. Voice Mail: Examples : Voice Mail: Examples Voice Mail Examples Lister: Good afternoon. This is Wayne from LoopNet. I noticed your listing at 123 Main Street. CALL ME AS SOON AS YOU GET THIS. IT’S IMPORTANT THAT WE SPEAK! My direct phone number is 415.243….. Searcher: Good morning. This is Wayne from LoopNet the commercial real estate service. I see here that you are an agent. What I do is I help agent’s find deals for their clients. CALL ME AS SOON AS YOU GET THIS. IT’S IMPORTANT THAT WE SPEAK. My phone number is 415.243….. Searcher: Good morning. This is Wayne from LoopNet the commercial real estate site. I see here that you are an investor. If you have already found a good deal there is no need to call me back. If you are having difficulty finding what you want THEN WE DEFINITELY NEED TO SPEAK. I CAN HELP. CALL ME AS SOON AS YOU GET THIS AT 415.243….. Purpose for Calling: Things to Avoid : Purpose for Calling: Things to Avoid Things to avoid Avoid being long winded I’m calling to touch base. I’m just checking in. I noticed you spoke with a few of my colleagues. I see you were a former member None of the above is about helping our members buy, Sell, lease or research. Purpose for Calling: Self Assess : Purpose for Calling: Self Assess Self Assess When executed correctly clients will open up and tell you what brought them to LoopNet. When operating outside of guidelines expect the following responses Is this a sales call? I’m in a meeting Now is not a good time I’m not interested in buying anything You do not have the permission to view this presentation. In order to view it, please contact the author of the presentation.
Purpose for Calling Training Module Oct2010a waynepj3 Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINT lite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: (To copy code, click on the text box) Embed: URL: Thumbnail: WordPress Embed Customize Embed The presentation is successfully added In Your Favorites. Views: 49 Category: Business & Fin.. License: All Rights Reserved Like it (0) Dislike it (0) Added: October 14, 2010 This Presentation is Public Favorites: 0 Presentation Description No description available. Comments Posting comment... Premium member Presentation Transcript Sales Training: Purpose for Calling : Sales Training: Purpose for Calling Sales Method Overview : Sales Method Overview Introduction Purpose/Voicemail Qualify Present Benefits Trial Close & Close Objection Handling Follow Up Recurring Themes : Recurring Themes Tailor your conversation to your client Be short, direct and confident Be Persuasive Purpose for Calling: Objective : Purpose for Calling: Objective Purpose for Calling Grab the attention of any profile Become valuable to your prospect Purpose for Calling: What we will cover : Purpose for Calling: What we will cover What is covered in this training? Purpose for calling guidelines Live examples for both listers and searchers Tailoring your purpose for calling to different profiles Adding urgency to voicemails Things to avoid Purpose for Calling: Guidelines : Purpose for Calling: Guidelines Purpose for Calling Short and Direct Results oriented Reflect the prospects profile Tell them what you see. Tell them what you do. Purpose for Calling: Searcher Example : Purpose for Calling: Searcher Example EXAMPLE TELL THEM WHAT YOU SEE: “I noticed you were on our site searching for development property is that correct ?” TELL THEM WHAT YOU DO: “ What I do here as your account rep is work with you to help you find the right properties and find the right deals” Purpose for Calling: Searcher Example : Purpose for Calling: Searcher Example EXAMPLE TELL THEM WHAT YOU SEE: “I noticed you were on our site searching for development property is that correct ?” TELL THEM WHAT YOU DO: “ What I do here as your account rep is work with you to help you find the right properties and find the right deals” Purpose for Calling: Searcher Example : Purpose for Calling: Searcher Example EXAMPLE TELL THEM WHAT YOU SEE: “I noticed you were on our site searching for development property is that correct ?” TELL THEM WHAT YOU DO: “ What I do here as your account rep is work with you to help you find the right properties and find the right deals” Purpose for Calling: Searcher Example : Purpose for Calling: Searcher Example EXAMPLE Grab a listers attention by: Mention Listing Address Help them find buyers, get offers Purpose for Calling: Searcher Example : Purpose for Calling: Searcher Example EXAMPLE Grab a listers attention by: Mention Listing Address Help them find buyers, get offers Purpose for Calling: Searcher Example : Purpose for Calling: Searcher Example EXAMPLE Grab a listers attention by: Mention Listing Address Help them find buyers, get offers Purpose for Calling: Be direct : Purpose for Calling: Be direct Avoid doubtful language Compare: “I want to see if I can buy you lunch.” Vs. “I’m going to buy you lunch.” Which statement is more direct? Purpose for Calling: Tailored : Purpose for Calling: Tailored Before dialing always ask yourself “What does this user want from LoopNet?” Purpose for Calling: Tailored : Purpose for Calling: Tailored Call to help your prospect with something they care about. 2. Your reason for calling must match what they want from LoopNet. Voice Mail: Examples : Voice Mail: Examples Voice Mail Examples Lister: Good afternoon. This is Wayne from LoopNet. I noticed your listing at 123 Main Street. CALL ME AS SOON AS YOU GET THIS. IT’S IMPORTANT THAT WE SPEAK! My direct phone number is 415.243….. Searcher: Good morning. This is Wayne from LoopNet the commercial real estate service. I see here that you are an agent. What I do is I help agent’s find deals for their clients. CALL ME AS SOON AS YOU GET THIS. IT’S IMPORTANT THAT WE SPEAK. My phone number is 415.243….. Searcher: Good morning. This is Wayne from LoopNet the commercial real estate site. I see here that you are an investor. If you have already found a good deal there is no need to call me back. If you are having difficulty finding what you want THEN WE DEFINITELY NEED TO SPEAK. I CAN HELP. CALL ME AS SOON AS YOU GET THIS AT 415.243….. Purpose for Calling: Things to Avoid : Purpose for Calling: Things to Avoid Things to avoid Avoid being long winded I’m calling to touch base. I’m just checking in. I noticed you spoke with a few of my colleagues. I see you were a former member None of the above is about helping our members buy, Sell, lease or research. Purpose for Calling: Self Assess : Purpose for Calling: Self Assess Self Assess When executed correctly clients will open up and tell you what brought them to LoopNet. When operating outside of guidelines expect the following responses Is this a sales call? I’m in a meeting Now is not a good time I’m not interested in buying anything