Total B2B Appointment Setting System.
Leverage points for success.
Crafting sales scripts that sell.
Communicate value & Credibility.
Keys to proper coaching oversight.
Communicate your value with impact quickly.
Craft great scripts: Voicmail, objection response, Identify the decision-makers, set the appointment, objections, gatekeepers.
How to handle gatekeepers and other vermin.
Proper place, format and use of Email.
Where cold Emailing might fit in.
How to identify those that will buy from a competitor in 6 to 12 months but say “no” to you now.
Work a total process and not just cold call. (If you equate this to “cold calling” you really need to take this course.)
How to consistently follow-up, follow-up, follow-up.
Communicate credibility effectively. (One of the biggest mistakes I see. Many companies ooze hard earned credibility, yet approach suspects with messaging similar to someone working from their parents basement.)
Automate consistent “touches.”
Implement this system and feel less pressure to pursue a low-margin account.
Lower your per opportunity costs.
Generate qualified opportunities consistently.
Typically increase closing ratio 20%.
Inject yourself among high-profit high-probability prospects.
Engineer it so that they call you when they have a need.
Gain a competitive advantage.
Let your competitors chase the less desirable accounts.
Establish more relationships with referral sources.
Get back inside and reactivate dormant accounts.
Time management techniques for prospecting when you have other responsibilities.
Be confident in calling.
Overcome call reluctance.
Phone and telemarketing scripts that work.
Speak to the right people who have a need you can fill at the right time.
Qualified leads generated at a reasonable cost relative to closing ratios, average sale size and margins.
You get a blueprint of what to do to get more qualified sales appointments and manage an effective lead generation process.
WHAT YOU WILL DISCOVER
1. FOUNDATION PRINCIPLES OF A SOLID BUSINESS DEVELOPMENT STRATEGY YOU BUILD ON FOR EFFICIENCY, FOLLOW-UP AND ABILITY TO USE ADVANCED STRATEGIES
The #1 reason people don’t meet with you – solved.
Overcoming gravity and group think.
The Rule of 7.
2. SETUP, TOOLS & TECHNOLOGY
CRM options, custom fields, coding
Advanced Email tools
Know how to leverage the latest technology to get the tactical things done
Communicating value & credibility
Articulating benefits, differentiation and valid business reasons why someone should invest
time with you.
Templates and model formats, examples.
Objections, gatekeepers, voicemails. More.
Script templates to strategize value statements.
Call back scripts.
Catchy phrases and ear candy to instill desire.
4. LIST & NAME SOURCES. QUALIFYING
This is 60% of the reason you succeed. Get this right.
Free and paid for sources
Profiling process to select best targets. More.
5. COMPLETE CALL PROCESS. STEP BY STEP.
When to call and how often. When to stop, keep calling.
Get value from no’s and unreachable’s.
Get more real decision-makers to pick up the phone. Convert more of those conversations to substantive next-steps on path to a close. More.
Get to the real decision-maker.
Get past the gatekeeper.
6. FOLLOW-UP & YOUR “PLAN B.”
Easy follow-up methods
Automating your touches
Engineer it so that they call you when they have a need. More.
7. SAMPLES, TEMPLATES, CASE STUDIES.
Scripts, responses to objections, ear candy, piles of words, credibility statements, benefits.
Emails, faxes (laugh at your peril), letters.
Script paths. Call process steps. More.
8. NEW STRATEGIES WITH THE TRIED & TRUE
Difference between selling services vs product sales.
What to do when you have a limited list of leads for a vertical.
How to get to real decision-maker when dealing with underlings.
What to do when titles don’t reflect functional roles and responsibilities.
What to do if you have a new business.
What are the dates and locations for these events?
These events are held in New York City, Boston and online. See bottom of page for latest dates and locations.
What materials are provided.
There is a pretty extensive guidebook outlining the steps and providing the details you need. You will also get one years access to the online Master course (Master Course details here.) You also get copies of Scott’s books.
Is there any personal coaching involved?
All attendees get one hour one on one with Scott by phone. Use that however you wish. You could break that into two 30-minute sessions if you want.
What is the difference between this online workshop and your virtual “Master Course?”
This online workshop is interactive, conducted by Scott live, is specific to the attendee’s circumstances and involves personal one-on-one coaching with Scott outside of the group sessions. The “Master Course” is totally virtual, involves no coaching or personal interaction with Scott and deals with more generic across the board scenarios. Currently, the “Master Course” is included in the virtual workshop fee and attendees will have access for one year. At some point in the next few months, as more material is added to the Master Course, there will be an additional fee charged to virtual workshop participants for Master Course access.
What if I signup for this online workshop and miss a class?
All workshop sessions are recorded and placed in a private online classroom to which you will have a unique login/password. You can listen to any session you miss at anytime or listen again to sessions you attended.
What is the cost?
Attendance fees are listed on the registration page.
Is there a guarantee of satisfaction?
Yes. If by noon for a live event or by the end of the 2nd session for an online event you are not totally 100% sure this is for you, simply let us know and turn in your materials for a 100% refund. No questions asked.
What if I need to cancel?
You can cancel up to 8 days prior to event without penalty. If you cancel 7 days or fewer you can apply your fee to another event, coaching or substitute another attendee.
Can this be combined with any other coaching program?
Yes. If you wish additional follow-up guidance 50% of your seminar investment can be applied to any intervention costing $1500 or more. Example: Pay $895 to attend an event. You could apply $447.50 of that toward the 90-day unlimited access coaching program.
Call 978-296-2700 or use this form.