How to sell advertising quickly - a script Sales and Selling |
- How to sell advertising quickly - a script
- Who hates their job? Who hates Sales?
- Schooled My New Work Rival
- Dreading new sales job after one month, should I quit?
- What to do when you walk in, ask for the contact, and without hesitation are told he/she’s not available, but “I can take your information....”
- Advice on sales for a young beginner
- Recommendations on good Discovery books?
- AE to Sales Engineer?
- Please rate my sales pitch
- When is a good time to look for another job?
- Took the wrong job offer... how do I transition out?
- Hertz Management Trainee
- Pay bump needed to leave sales ?
- Help determining equal territory for reps
| How to sell advertising quickly - a script Posted: 08 Oct 2018 05:06 AM PDT Hey /r/sales, I posted a thread about how I made $40,085 in May this year selling advertising and real estate and received lots of PMs asking for a script or some tips. At the time I dug up an old copy paste I had written with ways I handle common objections and dialogues however it was outdated and not a script. I've written a script that could be useful for anyone in the industry or looking to move into the industry, for reference I've been selling Google advertising packages for 2 years and have closed 436 deals total value $1,098,246. I've outlined the reason for saying particular lines and written numerous objections and ways I handle them. This script works well for trades industries like builders, plumbers, electricians etc however can be tweaked for any industry. Below is the intro, I skipped the middle chunk and continue at the close / objection handling as the whole script is a bit long and I would prefer it not in the general public domain. Anyone who wants the whole script flick me a PM and I will send through! What are some of the key ingredients to sell advertising quickly? Uncover the need, demonstrate value, build urgency and fear of missing out. Follow the direction of the script but make it conversational so it feels like a natural, unscripted chat. Build rapport where you can but stay on track and keep moving down the line, A B C. Some of my general tips for closing more deals are on this comment from the last thread I posted - INTRO __________ Good morning Tim this is John from XYZ, how are you this morning? (mirror the greeting. If they say hello reply with hello, if they say hi reply with hi. Match their speed and tone - people want to buy from someone like them) Tim the reason for the call is I've just come across your website and have a couple of quick questions. (already said their name twice - makes them feel comfortable with you. Highlight that I have QUICK questions i.e. won't take much time.) With the construction work you're doing do you guys service these areas at all? (rattle off a few suburbs near where they're based) Ok great. In terms of the work you're doing is it mainly residential work or can you take on larger commercial jobs as well? (whatever they answer reply with ok great as if that's exactly what you're looking for) Now can you take on any extra work in the next 2 - 3 months? Lets say maybe a second floor extension 6 weeks out from now, could you fit it in? (once they have agreed they can take on more work, they can no longer bring up an objection later "we've got too much work at the moment".) __________ MIDDLE CHUNK AND 1ST CLOSE REDACTED __________ Ok that's to the end of the script and close. Maybe 2-3% will say yes straight away. If by this point they've been positive all the way through and seem excited I will assumptive close and just start filling out a sale form. "Ok great so I'll just set this up under your name, what phone number should we link to the call button on Google? Your mobile number?" Up until the credit card when some kind of objection comes up. So now to handle their objections and close again. The goal is to uncover their exact reason for not signing up on the spot and create conditions where IF you can X Y Z (take off $1,000, split up the payments, organise a trial, give them a free domain, second discount etc) THEN they would be happy to sign up on the spot. Mirroring their objection usually gets them elaborating and giving more information to help close the deal e.g. "look it sounds good, I'll be ready to do this in 3 months so call me then". "Call you in 3 months?" 'Yeah because my print advertising subscription runs for another 3 months and then I'll be able to shuffle my advertising funds, I can't afford two campaigns running at once right now'. Set some conditions where IF ... that apply to their circumstance. 'No, I can't afford it right now'. Money is probably the objection, closing this deal just comes down to numbers. "If I could make it more affordable would you consider it?" arrange an additional discount or payment plan. Try and get a figure out of them "Give me a ballpark, what's a number that we'd need to come close to for you to give this the green light?" 'I've tried something similar before and it didn't work' (maybe they would consider a shorted duration trial campaign?) 'I need to run it past my wife/business partner.' "Fair enough, if it was just down to you are you happy with everything? Worst case scenario if your wife's not on board, where would that leave us for this campaign?" 'I'm not sure...' "Do you agree this will grow your business and make you money?" 'Yes.' "Surely your wife will be happy with an investment that will make more money correct? Why don't we get the ball rolling, and if your wife thinks it's the absolute worst idea in the world we'll refund you tomorrow morning and find another builder for 'suburb'. Is that fair enough?" Or - "Does your wife build the houses with you?" 'No.' "Is she involved with every business decision you make?" 'No.' "Out of interest if the investment amount was under a certain level could you give it the green light yourself?" 'Maybe'. "One moment I'll see what I can do" 'Can you send me an email?' I will try and close a deal without sending an email but if I feel like it's necessary this is my process to try and still close it on the one call - "yeah of course I can send you an email that's easy, if the email matches up with what I've said are you happy to give it a go?" 'maybe / I still need to think about / I'll come back to you'. "That's fair enough. For any type of advertising I suppose the investment amount is something to consider. Is that one of your considerations?" 'Yes' "That makes sense. If I can arrange an amazing deal for you would that speed up your decision at all?" 'Maybe' (as I'm going through the script I start putting together an email that I can shoot off very quickly if I need to) "Ok let's kill 2 birds with 1 stone. You've got emails on your phone right? What's your email address? Ok I've just sent you a few bullet points that'll land in your inbox in 10 seconds, don't worry it's not too long, you'll be able to read through in less than a minute or so. I'm going to pop you on hold and ask my manager the best possible price for the first year and I'll be back with you in less then 90 seconds or so ok?" < < < THE MANAGER CLOSE > > > At this stage put the phone on hold/mute, speak to your manager, work out your best deal, twiddle your thumbs, throw a ball against the wall, at this point they might start speaking to their colleagues / partner in the background and drop helpful information that will help you close the deal. Come back to them after some time, offer a better deal and close again. If it doesn't sound like money is their main objection at this point push for the real objection and handle it. When I come back with my final discount it's always a random number that doesn't end in zero e.g. $4,718, and on the final discount I'll include something of non-monetary value such as flexibility to pause and reactivate their advertising as they like. The specific number feels like it has been carefully considered and there probably isn't any more room to move on price. The non-monetary value item also gives the impression that you've run out of room to discount so they must have the best deal. The best case scenario is a one call close but it's uncommon, I would say 5-10% of my deals are one call closes. In most cases I determine exactly what they need to do to make a decision and schedule the next step. Always choice close and set short timeframes "ok I can call you back at 11AM or 2PM which one's better for you?" Then if neither of those suit they will likely suggest a time later in the afternoon rather than tomorrow or later in the week. When a prospect is ghosting me and I can't catch them on the phone for several days I'll send this short email, it has a very good reply rate. "Hi John, I have had difficulty catching you on the phone, have you given up on this project?" Keep every prospect in the pipeline until they buy or they're deleted from the pipeline. I use Pipedrive as my CRM and Google Docs to track my sales and clients. Any questions let me know! [link] [comments]  |
| Who hates their job? Who hates Sales? Posted: 08 Oct 2018 04:30 AM PDT Do you ever struggle to see how you are helping your customers? Do you ever wonder if your product or service actually provides value tot he people who buy it? Do you ever get tired of the job? What do you do? [link] [comments]  |
| Posted: 08 Oct 2018 10:31 AM PDT Warning, wall of text. TL;DR: schooled an insecure snowflake(who thinks cold calling is beneath him) about how successful cold calling is done right in front of him after he said not to call the guy. Skip to killshot if you want to read the best part. I have a great story for you guys. Some background: I'm a 1 man sales team with a startup that has some great fortune 1000 customers. My boss is a seasoned industry c-level exec (30+ years) and he has a "business partner". There are a smattering of other guys doing dev work and such. I do my sales work remote. Last week, I took a trip to our little HQ to finally meet my boss for the first time and his "business partner". Turns out, his business partner is a kid about my age (late 20s). Cool, not a problem right? Wrong. Turns out this business partner is a textbook caricature of everything wrong with millennials (note, I am a millennial as well). He's arrogant, entitled, lazy, opinionated, trust fund'd up the rear end, and worst of all doesn't have the educational pedigree to bolster his lack of experience. In short, this kid is a straight up snow flake. I spent a whole day with my boss and this kid in strategy planning. Now, when I am in meetings I like to sit back and listen. Business is like a game of poker and I don't like to reveal my position. This kid was dominating the conversation. Worst of all, every single time I put in a solution he came out with a counterpoint. They were the type of counterpoints that didn't expand on your idea, but shot it to shit with a completely different path. Now, this isn't the first time my ideas have been poo poo'd. It's a 50/50 thing and not everyone will give you buy in. I'm fine with that. It was when I started agreeing with his ideas that I knew something was off. This kid was clearly threatened by me. When he would offer a suggestion, I would agree to it and then you ready for this? He would flip flop on it with a , "Well, now that I think about it we should probably do this instead." He did this 5 times which was enough of a trend for me to exploit. Now while this was going on, earlier in the day I was finally able to get ahold of a whale client DM that I had been chasing for weeks. We had a great conversation and he allocated a member of his technical team to hear our demo and pitch. I sent both of them an email. Turns out, this technical guy is clearly threatened because of the potentiality of us selling him out of a job. I got a reply email from him which included my boss (he's part of the consulting effort). He read it and we drafted an email answering his concerns. Now, I said out loud in this meeting room, "This tech guy is threatened by us. I'm going to need to call him and soothe his concerns." Millennial snowflake goes: "I disagree, we should wait and see how this plays out." Boss goes," I agree." My face goes: https://i.imgflip.com/5jjso.jpg Anywho, I make a mental note to give him a call in 24 hours if he doesn't reply to my email. Sorry boss and snowflake but you guys are going to kill my deal. Later that night at dinner, we're all feeling goosey from the booze and a nice dinner. I'm sitting next to our favorite snow flake. Jokingly I say to him, "Mate, so when you going to let me teach you how to cold call? You'll love it and it'll make you better with the ladies!" Snowflake replies, "No! I'll neeeeveeer cold call. That isn't for me." The way this kid said it made my skin crawl, like doing this was beneath him. Later that night, when talking to my wife I said to her, "I'm going to destroy this insecure fucker." She says back to me, "Don't do anything rash". What a great woman. Killshot: The next day, it was me and snowflake in the conference room. I get my headset on and make the declaration i'm going to call the guy. Snowflake says, "I think that's a bad idea. Don't call him". I look at him dead in his eyes and say, "Well, I disagree with you." Headset on, I put the guy's phone number into my dialer and hit go. Ring ring... Hello! Dude picks up on the first call? Seriously, this never happens. I go into it. I let him know that i'm impressed with his homegrown solution and don't want to replace all of it. Just a small part to make his work shine more. All sorts of pleasantries. I stop talking to let him reply. Next thing you know, the influencer says, "Why thank you. I'd like to know more about what you guys offer." It's f*cking on! I throw my feet back and probably get into one of the best calls I have ever had in my life. Both of us had great rapport. I learned a lot about his background and his difficulties at work. Seriously, what a great guy. Meanwhile, special snowflake snitched to my boss that I called the guy. Yet is still sitting there in utter disbelief that I am owning the shit out of this call. We talked for 20 minutes at which time I realized I was getting too deep into the product (not a problem because of my engineering background). I circle back and ask him what day we could do a demo and throw out a random time. He gave me a time that worked. I thanked him, hung up, looked at our snowflake, stuck my hands in the air, and went, "TOUCHDOWN". The look on this snowflake's face was priceless. Completely and utterly DESTROYED this tool. Anywho, boss came in and asked me why I called the guy. I said, "to allay his fears and get us to the demo." He paused and thanked me for getting the demo. He was impressed with my ability to see through the tealeaves and move it along. HOWEVER He asked me why I didn't take snowflake's advice. In my head I was thinking, "Because this little f**ker thinks selling is beneath him and has no experience selling. Why should we be taking any advice from him?" My diplomatic response: "In my experience, time kills all deals. Waiting to see is dangerous, especially after 24 hours. This guy in particular was insecure about his job and is in a position to sink us. I took the initiative to prevent that and move the deal forward." After I said that, I learned that our snowflake is actually the son of my boss's business partner. Joy, I stepped on a nepotism bomb. The next time this happens, I'm told I should just agree with the snowflake and contact him instead. Really, i'm not happy with this arrangement at all, but I work remote so who cares. It should be stated that neither my boss nor snowflake have any cold calling experience. My boss has been able to sell through his fortune 500 C-level name recognition (which sort of counts maybe?) and snowflake thinks it's all beneath him. Regardless, my boss said to keep up the good work, be mindful of our little in office politics, and in a month or so i'll be getting budget to set up my own team. Yay! Fast forward to today: We had our demo and the influencer and his managers love the product. Our next step is to approve budget and move to POC. Not out of the woods yet, but i'm feeling pretty good. But just a little follow up for our snowflake. After our demo call today snowflake had the audacity to cut me off when I said we did a great job of navigating the landmine of job security with a, "I'm going to cut you off, they need to replace his entire homegrown solution blah blah blah." My reply to him was," Yeah and I agree with you. I want to do that, but you need to understand that if we don't navigate this carefully all of these guys who work on this homegrown solution will sink us and we won't be replacing anything." Schooled again! Damn this is exciting. Special thanks goes to @SoMetalDude for providing me some excellent advice. It has made my calling a lot smoother and hooked leads a lot better of which the one above was one of them! [link] [comments]  |
| Dreading new sales job after one month, should I quit? Posted: 08 Oct 2018 12:05 PM PDT I have been working in my first commissioned retail job for one month now, and I'm absolutely dreading it. As a new salesperson, I have a lower monthly quota that I am expected to hit and I feel that I will not achieve this goal. A lot of the product training has been minimal and I feel that it is expected of me to do research on my own. My supervisor and coworkers have been helpful in answering my questions, but I feel that the learning curve is quite large as there is so much to learn, and I've felt that I have lost sales due to my lack of knowledge. I'm also worried that I'm not quite as outgoing/ charismatic as the more senior salespeople. Due to these factors, I'm fearful that I will not be successful with making sales. I'm also finding that I do not particularly like the competitive atmosphere that a commissioned environment brings, and I'm noticing that I am more on edge throughout the work day and even when I return home. Also the working hours are much longer than I was expecting and working overtime is required for this job. I accepted this job offer rather quickly, as this is a great company to work for, and feel that I did not ask enough questions about what exactly this job entailed and I feel like I'm in over my head. I'm worried that if a quit so soon that it will leave an awkward gap in my resume, that is if I should even list it. I also do feel bad for inconveniencing my employer if I do decide to leave so early. Is it normal to have these feelings in the beginning of your first sales job or am I really not meant for sales? [link] [comments]  |
| Posted: 08 Oct 2018 11:41 AM PDT Had this happen a few times, and could tell it's just an automatic response, and likely don't really know that the contact is busy or not. What's the best way past this? [link] [comments]  |
| Advice on sales for a young beginner Posted: 08 Oct 2018 11:31 AM PDT Hey r/sales I want some tips on how to become a better salesman. I had previous experience w/sales by selling body jewelry, I liked the on the job experience I gained. This is my last year in high school and I want to learn to improve my sales skills any recommendations? [link] [comments]  |
| Recommendations on good Discovery books? Posted: 08 Oct 2018 09:51 AM PDT Any good books on Discovery questions and how to navigate prospects who don't like to be discovered? I'm working with larger software customers, similar to an enterprise sale. [link] [comments]  |
| Posted: 07 Oct 2018 06:41 PM PDT Was toying with the idea over the last couple of years. I don't know if I always want to be sitting behind a quota forever & wondering if i'm going to get fired in the next 6 months or year. I have an engineering degree but went straight to biz dev/tech sales after college. Is it as simple as applying to them or would I need a few certs to prove I have the technical capabilities (even thought I do). [link] [comments]  |
| Posted: 08 Oct 2018 05:25 AM PDT Hello, We provide a dynamic advertising platform. I'm working on a pitch to send via Linkedin Inmail to my target audience and decision makers. Could you please review it and give me some suggestions/edits? Subject:
Text:
[link] [comments]  |
| When is a good time to look for another job? Posted: 07 Oct 2018 01:46 PM PDT It's my first month off of ramp and I finished at 77% sales goal 80% is my goal. If I don't reach 80% I'll go into PIP, My 1-1 was lack luster told a customer complained about my body odor (first time I've been told I'm a bigger guy.) So it's hot in the retail store so I've been putting on more anti-presparent. So guess it's a double whammy about my low starting numbers and having a customer complaint (first time in 10 years). I know in sales we need to stay positive but is there ever a time to look for other work? It's early on out of ramp pay but my numbers are not what I had hoped. [link] [comments]  |
| Took the wrong job offer... how do I transition out? Posted: 07 Oct 2018 05:18 PM PDT So, young sales professional, did a year at a software company as BDR, was promoted once and jumped ship after a year to a very small government contracting company to do BD for them. Industry isn't a fit, company isn't a fit, but I was so desperate to get out of my old company i took the offer and now i'm trying to get out. How do I transition back into tech/software, will anyone give me a chance? Ive been at my new company about a month. Thanks guys [link] [comments]  |
| Posted: 07 Oct 2018 04:41 PM PDT I am thinking about applying for this position. I have heard mixed reviews about it, mostly negative and was wondering if anyone has had this position. Is it worth doing for a while or should I avoid it. Any other info would help. Also, is this a suit and tie job? Thanks [link] [comments]  |
| Pay bump needed to leave sales ? Posted: 07 Oct 2018 01:04 PM PDT What number would make you guys leave sales if the opportunity presented itself? [link] [comments]  |
| Help determining equal territory for reps Posted: 07 Oct 2018 02:15 PM PDT Is there an easy way to divide up a map into territories? I'd like to divide by counties and if there's a way that shows the population of each territory so that I can make each as balanced as possible. Have y'all heard of anything like this or any suggestions? [link] [comments]  |
| You are subscribed to email updates from Sales and Selling. To stop receiving these emails, you may unsubscribe now. | Email delivery powered by Google |
| Google, 1600 Amphitheatre Parkway, Mountain View, CA 94043, United States | |
No comments:
Post a Comment