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    Posts Tagged ‘Murray Warren Increased Revenues’

    Cold Call Objection Handling Templates

    Saturday, July 21st, 2018

    new blog post heading

    New blog post heading 2

    Here is a great short objection handler to use when booking meetings & audits

    True story, Let’s call her Jane she is selling $100,000.00 – $500,000.00 LED Retrofits of huge warehouse’s and facilities. This business has a 30% net profit margin …so there is significant commission in this industry

    I witnessed Jane use this objection handler 3 X . She Booked the meeting right in front of me . Then met the client and earned over $ 450,000.00 in sales deal flow with prospects who said “ Were Not Interested “ initially

    Great objection handler for  “We’re not interested”

    That’s perfectly OK, and just know that I am not trying to sell anything today. Instead I just want to provide you with a proven resource you might be able to use down the road should you find you ever need :

    –An LED retrofit of your facility to save 80% off your monthly utility bills, give your warehouse 10 times better lighting and reduce the carbon footprint

    Or to compare quotes and services with a different “best practice” all in one LED provider

    I understand you’re not interested right now or working with someone else , BUT … I would still like to Meet you and introduce myself and drop off some information, brochures and pricing
    to you

    Hey …How does your calendar look for Friday @ ________ or Tuesday
    @ ______ ? 

    Click to hear Audio of Live call

    Business to business cold calling for appointments and meetings is brutally hard. We are doing interrupter marketing, calling people that are not expecting our calls and completely interrupting their train of thought, what they are doing , functions and tasks

    Your timing, the Value you deliver, your Research and your Name drops will immediately Blow away any push-back or objection”

    It really is a numbers game

    If you have a good researched list with 3 to 5 name drops and internal credible referrals, a good core message, and you’re confident and certain in your tonality and tempo —  you’ve got a 50% chance

    You have to be able to truly understand your prospect and target

    You have to understand the pain that they could be experiencing

    And truly believe that your solution consultant that pain

    And express that confidence and certainty in 20 to 42 seconds  on the phone

    But one thing for certain we as sales professionals have the upper hand because we can predict exactly what they’re going to say before they say it

    Conditioned response

     Just like a bug , a Mosquito lands on your arm … it would be totally reasonable to swat it off you

    mosquito-biting-hand-main

     

    This is what your prospect is doing …

    These happen generally in the first 10 to 20 seconds of the call. Pushback, we’re not interested, we’re fine with what we have, we’re working with so and so

    You have to understand that 100% of the prospects and targets couldn’t care less about the core message

    Prepare to be the best but expect the worst on every single call

    If you prepare to be the best and expect the worst… then you’ll be able to block and counter punch the conditioned responses within the first 20 to 40 seconds

    preparation

    Some of the tools we use to get “ICR’s” (  Internal Credible Referrals and name drops are
    https://hunter.io/search Email Hunter -the best free resource to get

    All of the email addresses and names of top decision makers in any company

    == https://connect.data.com/home –   This is a crowd sourced database with over 70 Million records . Its been sourced by 200,000 sales professionals and its FREE

    == https://www.linkedin.com  – Linkedin is a great source to get the names of people in their inner circle

    Why is this good ? And why the hassle of all this waste of time researching you’re thinking ?

    You can use their “Trigger Events ‘ that are going on in your – Opening statement – In an Email to them – In a Voice mail to them

    Example

    who you know

    I used to just call the lowest level person in the department I’m going after. And then I would just shoot the breeze with this person and go oh what’s the weather like over there, what city are you in ? cool ,never been there , here it’s beautiful, your part of the _____________team is that right ?

    Excellent and Jimmy Jones he would be the chief operating officer right, and he would take care of the reviewing and evaluation of their __________

    Then I would ask the Gent , if you could improve, change or alter anything with regards ___________, what would be on your Dream Wish List ?

    Oh hi Jim I was talking with Kathy and your name came up as the resident expert in authority I need to talk to you, did I catch you at a good time can you talk for a brief moment?”

    Oh hi Jim, Murray here I was doing some research on your School District and I was talking with Kathy which led me to a Bill and they both seem to agree that you were the resident expert I need to talk to, did I catch you at a good time can you talk for a bit moment? “

    oh hi Bill it’s Murray here , I have been bouncing around between a bunch of your peer group and colleagues over there I was trying to reach Kathy, and then that led me to Bill and then to James and I see you’re the director of Communications over there — would you be the right point of contact who would take care of Communications & Parent / Teacher communications

     Oh Hi Jim , I just got off the phone with James and we were talking about some of the Gaps he’s been experiencing with ____________ and he mentioned that you’d be the best point of contact regarding ____________ ,

    Do you have a focus or attention in this area ?”

    The Permission based referral Decision Maker method :

    permission based flow

    Here are some Conditioned Response templates to use in the 1st 20 – 40 seconds of any Push-back

    Preparation & Anticipating rejection…

    • Agree with him say whatever he said and feed it back to him.
      1. That’s totally cool
      2. That’s not a problem …
      3. Not a problem at all…
      4. You’re absolutely right

    I have had other people in the home building industry in Hamilton say the same thing — say this before. Probably 98% of our clients all had other systems/ crm solutions in place when we first me them

    • Group them together with others

    ”As I said, we’ve been servicing real estate home-builders and Agencies for over 17 years and have 400 clients in n America.. for nearly 17 years and have had 1,000’s of people say the same thing, that they were happy with their present setup, some had paper , pens and excel and that’s great

    …So I totally know where you’re coming from

    ‘ We’ve had 400 companies like yours put their reservations aside for 9 minutes and were totally blown away and have been clients for years’

    (You need to validate what they are saying so they feel that you are listening to them)

    “I totally understand –why would anyone consider this if there weren’t a rock solid viable alternative?

    ‘ the 5 other customers we have in your area , such as___________ and
    ________________ when we met them they were all using another solution.

    • Seduce and entice them with better results/benefits and ..

    Many other [industry] members are open to getting some new innovative ideas that would allow them to –Do More with Less and feel it’s important to stay ahead of the curve and keep their ear to the ground on new technology regarding CRM solutions and Automated email technology changes so fast ,,, if you’ve been using a crm for 3- 5 years now , there’s major breakthroughs in features and functionality that were not available at that time ,not even invented –such as

                 Distract & Refocus on New Possibilities.
    You made it very clear that you’re happy with your present set up and that’s cool …If down the line in the future …

    … If you found out from a fact or from someone you respected or admired and they said you could improve efficiencies and reduce costs… and monster benefit  1, 2 , 3

    • Might that change your opinion slightly?
    • I’m just wondering if you suspended your judgment or perspective for just a brief moment and found out for a fact that our “Solution” could compliment and augment what you’re doing/using a

     

    Canada Job Grant Training -Outbound Sales Development

    Saturday, March 10th, 2018

    Murray on Roof 2 March 10

    Canada Job Grant – Outbound Sales Development and One-Call Close Web based Demo Training and Coaching program 2018 – 2019 

    Murray's permission based flowchart March 9 2018

     

    The Nose to Close’ Process : The ‘One-Call Close’ Web based / Online Presentation process ;

    ( Build a Pitch Deck that follows the steps 1 through 6 – for example for N-Needs –you would have 3 huge monster problems, challenges & fears that your market is having without your prod/ serv.  And some images or animation that portrays what their grappling and struggling with, —  use PPT or Keynote on a MAC

    1)   N – Needs, critical business issues & problems

    2)   Agreement on needs / anchor this

    3)   Up front trial Close / the yes before the “yes ”

    4)   O –Outcomes/Benefits, what you get “After”

    5)   S – Solutions – F.B.Reaction – in the “clients voice”

    6)   E – Evidence, validated proof, case studies, referenced accounts

    7)   Summary of problems, economic impact, repercussions of non-action and
    ideal outcomes looking for

    — What is the delay or putting it on the back-burner worth ? Cost of doing nothing exceeds the price of the solution
    Summary of Benefits – Value , ROI potential..– Cite penalty for delay “ Huh.. so over 36 months you could lose about $ 360,000.00

    Soft close –“So …If we can show you how you can …”

    “  Can you think of any reason why we couldn’t get started?

    Gain commitment or advancement

    Isolate and finalize all objections & Concerns and Bring to a positive conclusion

    Official Course Outline for Canada Job Grant 

    CONTENT COVERED:

    Session I – Your New Core Opening Value Statement

    • How to Pique a Prospects Interest in the First Few Seconds of a Cold Call, mostly focused on you and getting your pitch down, crafting your big idea, and nailing the hook point .– Research sources to find the “what’s going on in their world” to use in your opening , your email , your voice-mail , your LinkedIn connect invite …
    • Eliminate “No, Thanks”, “Not Interested” / “We’re All Set” Responses by havingTrigger Events researched, colleague name drops, nudges , internal credible referrals, and references
    • Includes 6 word-for-word Opening cold approach script templates / examples , Learn the Permission based 120 approach opening , The ‘Faith’ Opening,  the Richard Dreyfuss opening …
    • 50-Minutes plus Q & A Followed By Comprehension Exam

    Session II – Gatekeepers & Voicemails

    • Avoid Getting Rejected by Gatekeepers for-ever. Own the Frame, Win the Game.
    • Gain all of the decision makers names , colleague name drops , Phone #’s
      and email addresses before you call – Never have to ask “ Who’s in charge of… ?”
    • Increase Voicemail Call Backs , The Mystery Intrigue 75% return call-back voice mail template, the We just finished working with…The Referral, the Nudge template ..
    • Includes word-for-word sales script templates / examples
    • 50-Minutes plus Q & A Followed By Comprehension Exam

    Session III – Pain & Problem Development

    • How to Master the Problem centric IN , Benefit OUT peer group approach
    • How to Get Your Prospect to Open Up & Recognize a Need
    • Anchor the 3 biggest problems your prospects are having by NOT using your products or services
    • The 3 Biggest Benefits your customers gain from your products and services
    • Create Urgency for a Solution
    • 50-Minutes plus Q & A Followed By Comprehension Exam
    • Live cold call training into your lists

    Session IV – Cushioning & Qualifying

    • Identify the Real Decision Maker(s)
    • How to create easing the tension Cushioning statements to chill things out fast
    • Bridge and Transition statements ” from what I see on your web site ...
    • ‘Humility earns Trust ‘ The Power of “ I don’t know , I’m not sure ?….”
    • 50-Minutes plus Q & A Followed By Comprehension Exam
    • Live cold call training with your lists

    Session V – Your end-to-end Presentation Skills

    • Give Presentations that Hit the Prospects Hot Buttons & Increase Desire For Action
    • Clarify if right point of contact, Referral Opening statement… reason for the call, chill down, problem centric, I’m not sure, Big T.C. Benefits Out, Cut them off at the pass
      – Book Demo
    • How to Uncover the Real Objection & Close the Sale– totally cool , I understand ..In addition to …
    • Learn the Permission Based, Fear-Free Approach
    • Live cold call training with your list , making live calls into them
    • 50-Minutes plus Q & A Followed By Comprehension Exam

    Session VI –Objection Handling & Send me info is not real

    • How to Pre-frame and cut the ‘Send me info’ line off at the pass, eliminate
      this from coming up
    • The 3 most common objections that come up and how to block and counter
      punch them like ‘Mayweather’
    • The Ultimate Objection Handling framework to pre-frame, overcome , diffuse
      and dis-mantle every objection you get on a Cold Appointment  setting Call
    • 50-Minutes plus Q & A Followed By Comprehension Exam

    Session VII –The Nose-to-Close / One Call Close Web based Demo    
                               Closing Process  

    • Learn how to Master the One Call Close Executive Web Briefing process
    • How to convert 60% of Discovery Calls to Web Based presentations
    • Templates and step-by-step cheat-sheets
    • How to develop a 5 step One-Call Close Pitch Deck and Written Pitch Deck and close your new accounts off a web demo and Or Web based Discovery Call 10% — 35% of the time
    • How to master the Champion / Influencer Waterslide to meet the Emperor/ Top
      decision maker
    • 50-Minutes plus Q & A Followed By Comprehension Exam

    Session VIII – Cold Approach Referral E-Mail Marketing Techniques
                                  and Templates

    • The latest cutting edge, high converting Cold Approach E-mail marketing template swipe file that is proven to generate a 9% – 12% referral return
    • Research tools and Hacks to get all the information your need : Decision makers names and all their E-mail addresses for free
    • Compliment your Outbound efforts with 400 e-mails per month, get 48 – 65 Referrals to the right point of contact…priceless.
    • How to Outsource all of the research and labor to the Philippines at 1/5 th of the cost
    • 50-Minutes plus Q & A Followed By Final Exam

      We provide our clients with an integrated step-by-step prospecting and new business development system that will Triple the Sales Pipeline of new sales opportunities to sell into & Double the Revenues in less than 12 months .

      Complete with management and measurement tools.. From working with 400 companies in over 47 industry sectors, with over 237 High tech, Software, SAAS and APP companies. Our clients have told us they need a system that shows and demonstrates how to be more effective and open new accounts, and an easy tracking and reporting solution This system and training achieves this and has been implemented into over 400 organizations with measured, tangible results over the past 21 years . How to use ‘Insider Secret’ Sales Web 2.0 tools like SPOKE, Data.com, Email Hunter, Sales Navigator and Linked-In.com to gain amazing business and market intelligence. .

    • Key Learning’s
      • Participants will learn how master outbound prospecting and Book 20 – 40 meetings a month with Dream B2B customers . In addition the One call Close Web Demo Presentation process which will help close their existing sales pipeline 200% faster
      • Organizations will get a step-by-step custom Outbound Sales Playbook of Live calls , scripts , objection handlers , MP3 files and How-to Videos

      App 3 final
      Location of Training

      • Online, Web Conferencing with https://www.join.me and through the Telephone and Email . In addition premise face-face on boarding.

      Course Costs

      • 3 Month Project – $3266.00 per month for the entire team
      • 6 month Project – $ 2,745.00 per month for the entire team
      • 12 month Project – $ 2,195.00 per month for the entire team
    • Contact: Murray Warren , President, Increased-Revenues.com Phone#:
      604 – 307 – 2431 or 604 947-0773

     

     

    Here’s a great Live Asian/ Chinese SEO & Social Media Cold Approach Appointment setting call.

    Sunday, November 19th, 2017

    chinese rich

    ____________________

    Click to hear live call 

     

    `From Not interested…to Alternate Quote in 2 minutes `

    Saturday, November 18th, 2017

    How to walk your Prospect down the Garden Path of Their Decision Making Process… and have them Choose you .

    garden path 2

    How to get your prospect to walk down the Garden Path of the Decision process they made to get their existing supplier or Vendor .

    That they made logical steps to get this vendor and if they did this again .. it could be very worth their while.

    ____________________

    Click audio to hear the 4 Question process to turn around the hardest purchaser to a neutral basis … within 120 seconds
    ________________________________
    This is the # 1 Competitive selling Frame-work 

    Here’s the “Garden Path” Process :

    1. Agree with them–Not a problem at all, I totally understand

    2. Say , would you mind if I ask How long have you been with
      them ?

      You want to hear …years , over 12 months ..the better

    3. Then say , “Were you involved with the decision to get this provider back then ?”

      YES — Awesome ?

      If No – Then say , Do you think the Executive team team at that time ….  did any research, comparing or shopping around with other providers to find this excellent provider ?

    4. Hey well , at that time when you got them did you do any research, comparing or shopping around with other providers to find this excellent provider ?

    5. Great , so you subscribe to the idea that it makes good business sense to shop around and review.. cool

      ..And you’ve been with them a long time , I’m sure they’re serving you well. You did great research back then…( in the day )

    6. So I’m sure you feel researching and comparing other products , other vendors a good thing from time to time ,  just to keep them on their toes …

    7. You know obviously I called you out of the blue ….

      We’ve been talking for a while now and it’s sounding like there could be some synergy or good reason to continue the conversation …
      — There’s  new features & functionality that have been just released that weren’t even invented ..when you got your solution-everything is so much better , faster,  cheaper & more reliable now .. The Costs have decreased significantly – They work a lot better

      We would love the opportunity to throw out hat into the Ring , and show you what we’ve created for your peer group , just to get your opinion and feedback on this

    8. If your flexible lets move this to a calendar Invite , lets schedule a quick 10 minute executive web briefing where I can show you all of this in multi media …not just on the phone, with a subject matter expert …ask questions, purely exploratory , no commitment or obligation…

              Hey how does your calendar look for …. ?

    It’s Spring 2017 … Time to get your Outbound Hustle On !!!

    Saturday, April 22nd, 2017

    hustle3

     

     

     

     

     

     

     

     

    Getting Tired of your .05% Return on Cold
    Approach 
    E-Mail marketing ?
    ___________________________

    …Getting a lousy response spamming your Corporate Accounts ?

    __________________________________

    … Are you doing Content Marketing and smoking HOPEIUM hoping that primo perfect accounts are going to blow through your door and ‘Chase you for your business ” ?
    _____________________________

     Possibly its time to learn Murray’s Permission
    based 
    Cold Calling 2.0 Techniques and his Cold Approach 
    E-mail Marketing Secrets …?
    ____________________

    After 21 years of building Outbound New Business
    Development and Telesales departments for over 400 companies , in 49 industries , with over 221 Technology companies, SAAS cloud based Apps and Software companies

    ____________________________________

    I started to see a pattern developing with every account I worked on,

    email 2 july 8

     

     

     

     

     

     

     

     

     

    Companies will do Everything on the Planet Earth to “Get Through ” to Corporate Enterprise Accounts 
    — Content marketing , Sales Force , Marketo , Hub Spot
    — Cold Approach E-mail
    — The Social Media cartel
    — Linked-In
    — FaceBook
    _____________________
    ..And these are all fine and Great, BUT to Think you can’t pick up the PHONE and get into a Conversation with someone you have not met , or been referred to , or who has not “raised their hand” , or Opted in is a bunch of “Malarkey”
    _________________________
    ___________________________

    Corporate Enterprise Sales is fuelled by Meaningful Sales conversations that lead into a Sales process and Outbound Sales funnel Sequence
    ________________________________
    I see it everywhere I go Sales professionals are petrified to PICK up The PHONE and REACH- OUT, it seems they have been told –” Just send out 150 e-mails a day” – They’ve turned into E-mail Monkeys or Avatar’s

    ____________________

    Here’s the Ultimate B2B Outbound ‘Hustle ‘
    Script Builder  :

    ______________________________

    Oh hey I know you’re really super busy I was talking with _referral____and she said you were the resident expert in authority I need to talk to
    ________________________

    You deal with all of the ____________and ____________ over there is that right?

    Great
    ______________

     I just wanted to share with you an idea that can
    ( Monster benefit )
    ________________________

    And I was wondering if  you might be open to some
    new ideas or options that can –
    ______________

    — Benefit 1
    _______________

    — Remove problem 2
    ______________

    Offer benefit 3
    _________________

    Would you give me another 120 seconds on the phone here to see if there could be some synergy or some common ground , I promise I’ll earn the rest …
    _________________
    Another option
    __________

    Hey I respect you’re really busy …..and you deal with all the accounting and HR in Accounts Payable over there that’s what  name Drop Told me
    _________________

    I just wanted to share with you an idea, a new option that hundreds of your peer group are using right now
    _______________________

    And was wondering if we have a solution that will
    _______________

    Benefit 1
    _____________

    Remove problem 2
    _______________

    Offer benefit 3
    ________________

    Would you give me another 120 seconds on the phone here to see if there could be some synergy or some common ground , I promise I’ll earn the rest
    _________________

    Or if your super busy could I get 5 minutes on your calendar for Later this week , say Thurs
    @ 1:00 , thanks
    _________________

    Awesome … here’s the Big Idea in 100 words
    _______________
    Another version
    _________

    Hey I just got off the phone with ___name drop___and your name came up as more of the resident expert in authority I need to talk to you…
    _____________

    Did I catch you at an OK time?
    _____________

    I see you’re the _________, do you have a focus her attention on______________ ?
    _____________

    Great.
    _____________

    My company is and we–what we do
    __________________

     I was researching your company and your objectives for 2017-–I was on your LinkedIn profile and really like that post / that slide share- you did on _________________

    And I was wondering if you’d be open to  some new ideas or options on how toMonster Benefit
    _____________

    Here’s a great Flow
    _______________

    I am MW calling with ________ we help companies in this vertical, to  ——— and ———
    ____________________

    Recently we’ve worked with, name drop and name drop  and delivered significant and substantial benefits such as __________ and __________
    _benefit 1_________
    _benefit 2_________

    And as a result they are able to
    ____________________________

    ———

    ———-
    ———–
    ______________________

    And were confident we can deliver the same
    for your company…
    __________________

     Could I ask you just a few quick questions to see if there’s any chance we could help your company as well?

    _____________________________________
    _______________________________________

     Or was wondering if you could give me 120 seconds on the phone here to see if there could be a fit or a match, I promise I’ll earn the rest .
    _______________________________

    Here are some Live B2B Appointment Setting Calls to Jump-start you into Summer …..
    __________________

    Here’s Murray Warren calling the Top Digital strategy guy for John Elway , famous quarterbacks huge car dealer-ship franchise in Denver
    click to hear live call audio

    ___________________________

    Specialist Sales Model VS a Generalist Sales Model , what’s better ?

    Sunday, September 4th, 2016

     

    specialist 1

    90% of all sales people hate cold calling for new business , the other 10% are lying”
    ____________________________
    The best way to have ZERO Sales productivity for your sales team, is to have your quota carrying sales people do ‘Everything’

    __________________________________________________

    So let’s look at some of the B2B Sales facts here :

    ________________________

    It’s takes 9 – 15 attempts to have a meaningful sales conversation with a decision maker on the phone — 85% of the time it goes to voice mail or in a meeting

    ___________________________

    Sales people that have to do “everything” have to

    _____________________________

    Self Generate Leads , Call In-Bound leads , make Outbound Calls, Hunt and Look for the right decision maker …and Book Meetings

    ____________________________

    Sales People have to research all the accounts before they approach them ; get all of the right names , get their ph #’s , get their email address , find out something about their initiatives or objectives going on in their world — Trigger Events

    ________________________________
    This takes 50% of their selling time per month to do this

    __________________________________________________

    — After they have wasted 50% of the month researching new accounts to sell into –Now they proceed to the next stage which is wasting 35% of the rest of the selling time per month sending Out Cold E-mails and Cold Calling new prospects to Book Meetings and Demos
    ________________________________

    researching 1

     ___________________________

    So now we are down to about 15% actual selling time per month with actual prospects, after all of the Hunting, Looking and Researching ….

    __________________________

    80% – 85% of their selling time is wasted doing this every month …
    __________________________________

    Are you deeply satisfied and content with that ?
    ___________________________

    AND the sales statistics that is the most alarming –Sales people spend 50% of their closing time on  prospects that DON’t Convert as with the new accounts that do ….

    ____________________________________________________

    So what this means is — Only 7.5% – 15% of your sales person’s sales time is with prospects that Convert to new customers per month 

    ______________________________________________

    An Idea that is growing 15X faster than a traditional Sales model is the ‘Specialist Sales Model “ Break apart your Sales Roles , hire Outbound New Business Developers who generate qualified leads and Open new accounts and set up
    meetings , Appointments and Demos with High Value accounts

    _______________________________

    –They Pre-Qualify the accounts and Hand the Baton to your account manager.
    _______________________________

    –> Giving your sales people 300% more meetings and Appointments with accounts you’d Dream about ‘Getting In Front of “

    ________________________________________________________

    –> Gaining 300% more ‘Shots on Net or ‘At Bats’

    ___________________________________________________

     

    aaron ross pic 5

    ___________________________________

    Wouldn’t it be much more Productive if you had an Outbound Lead Generation person that did all of this time consuming, non-selling work ..and your Account Managers had 200% – 300% MORE Selling time and Face time ?

    __________________________________________________

                                  “Divide the Labor “

    ______________________________________________

    aaron ross chart 2 pic

    _________________________________________________________

    So now imagine… you had a Top Flight Outbound Sales Developer to take care of the “ground game‘ back end work and get you ‘In the Door” 300% faster.

    outbound guy

     

    Here are some more Live B2B Appointment Setting Cold Approach Calls to listen to :

    ______________________________________________________

    Click to hear audio —  This is one of my ‘surrogates ‘ Aura ripping it up making calls

    ______________________________________________________

    — Click to hear audio – Here is Aura ripping it up again 

    _____________________________________________________

    Click to hear audio – Testing script with a Purchasing SAAS cloud based App company financed by Mark Cuban from Shark Tank

    ___________________________________________________

    Click to hear audio – Here is Melanie ripping with a a Cloud based APP company
    ______________________________________________

    click to hear audio – Booking meetings with the biggest Commercial Real Estate company in the World.

    _________________________________________________

    Click to hear audio – Testing the script with a new APP in the Online Ordering space with Wholesalers and Distributors

    _________________________________________________________

    Click to hear audio – Here we are calling Car dealerships across Canada marketing a new Payment solutions App

    ________________________________________________________

    Click to hear audio – Testing the script with a Payment Processing company going after local Main street merchants

    ____________________________________________________

    Click to hear audio – Here we are working with a Direct Booking Hotel Reservation APP calling Boutique Hotel properties all over the USA markets

    ____________________________________________________

    Click to hear audio – We are calling into car dealerships across Canada selling a new Sales / Service App for dealers.

    Why Sales-People shouldn’t Prospect, Present and Close Deals end-to-end

    Sunday, August 21st, 2016

    Outbound 1

               “Lead Generation Grows a Business..
           Not Sales People ” 

    _________________

    Why companies that lump all the sales activities, duties and responsibilities to the sales team get 80% less sales results .

    ______________________

    …And why companies that have a “Specialist  Sales model “. Outbound Sales Developers, researching, e-mailing, getting into meaningful sales conversations and Booking Meetings & Demos for the quota carrying Account Managers
    Gain 300% more REACH &

    300% more shots on net

    Outbound 2

    Typically any company that has an average worth of $ 5,000 -$ 10,000 per year of 1 new customer

    ___________

    –Has a Direct Sales approach where they rely on the sales  person ability to get “in Front ‘ of new customers each month and pitch and close new business

    _____________

    You Should be doing Outbound and not relying
    on In-Bound leads to feed the sales team

    _______

    Inbound leads pay the rent, but you can’t scale your business with Inbound – You need a fine tuned “Specialist ” sales model where Openers open the accounts and Closers close new business

    outbound 4

     

    Hypnotic, Mind Controlling Gate-Keeper, Opening Statements and Voice Mail tactics that convert like crazy

    Saturday, June 11th, 2016

    hypnotizing 1

    The # 1 strategy when calling any company is not to get hung up and stalled by the Gate-Keepers and Screens that will encounter every day .

    ” Whoever owns the FRAME will win the GAME “

    If Adnin, the executive assistant or secretary starts to CONTROL the conversation you’re doomed

    As a sales professionals , if we give her an ‘Opening‘ she wll take it –So Don’t Give her an Opening

    You need to practice ” Frame Control”

    Some tactics borrowed from the late great Chet Holmes 

    1) Hi there it’s ________ calling for Bill Jones , is he in?

    No

    Who am I speaking to ?

    Oh… what’s your name ..?

    Shirley

    Great,  Shirley when will he be in?

    ________________________________________________

    Hey its _________ calling for Bill Smith ….

    What’s this in reference to ?

    Who is this ?

    Tell him I’m with X, Y, Z Company…

    I’m sorry he doesn’t know your name, can you tell me what;s this about ?

    Who am I speaking to ?

    Shirley

    Are you his regular Assistant ?

    Did you tell him it’s _______ from ABC Company ?

    Oh… tell him it’s in reference to some correspondence sent out on ____date

    _________________________________________________________

    Forbes claim that 80% of callers sent to voicemail do not leave messages because they don’t think they’ll be heard. InsideSales.com research shows they’re dead wrong

    61% of executives say they are likely to respond to voicemail at work, according to a 2014 InsideSales.com study .

    —  80% of calls go to voicemail,

    —  and 90% of first-time voicemails are never returned. •

    — The average voicemail response rate is 4.8%.

    The Referral Template

     Hi {Prospect’s Name}, this is {Your Name} with {Your Company}.
    I was speaking with {Referral Name} over at {Referral’s Company Name} regarding how we helped him/her reduce {common pain/concern} and he/she mentioned that I should give you a call to get your opinion on this strategy. I can be reached at {Your Number}. Again, my name is {Your Name}, with {Your Company} at {Your Number}. Thanks {Prospect’s Name}

    Hi Warren, this is __________ with Accounting XYZ. I was speaking with Jim Green over at TWorks3 regarding how we helped him reduce costs associated with Sarbox compliance and he mentioned I should give you a call to get your opinion. I can be reached at 888-123-4567.

    Again, this is _______________ and my number is 888-123-4567. Thanks Warren.

    The Competition Template

    Hi {Prospect’s Name}, this is {Your Name} with {Your Company}. We recently helped {Competitor 1}, {Competitor 2} and {Competitor 3} avoid {common pain} while at the sametime {desired benefit} and wanted to see if this might be something you would possibly be interested in knowing a little more about as well. I can be reached at {Your Number}. Again,my name is {Your Name}, with {Your Company} at {Your Number

    Hi Susan, this is ____________ with ___________. We recently helped
    MedNow, DocOnCall and FixYouUp eliminate the stress of slammed office schedules by mobilely optimizing their paperwork process, and wanted to see if this might be something you would possibly be interested in knowing a little more about as well. I can be reached at 888-123-4567. Again, this is ____________ with __________and my number is 888-123-4567. Thanks Susan.

    Decision-makers are more likely to open an email with the subject line “voicemail” because they want to be sure they didn’t miss anything. The most effective “voicemail” email templates will follow the lead of the voicemails. For example, if you are

     The Cold Call Template

    Hi {Prospect’s Name} this is {Your Name} with {Your Company}. I’m calling because I havean idea on how to possibly help you avoid {specifics of common pain} and wanted to seeif it would make sense for us to have a quick conversation to find out more. I can be reached at {Your Number}. Again, my name is {Your Name}, with {Your Company} at {Your Number}.
    Thanks {Prospect’s Name}.

     

    The “ Guaranteed” 70% return callback Voice –Mail

     Hi There, its’ ________ , I wonder if you could help me out for a second….
    I’m doing some research on / in the area of _________ and I believe the
    you’re the resident expert and authority in this area — I have a quick
    question that I need an answer to …If you could call me back at _________.
    I would be very grateful . Thanks so much

    ( try it exactly like this )

    3 step Opening Statement Formula

    1)   Identity / Benefit Statement upfront

    “ Hi Mr Jones this is _________ of _company name_ We help companies similar to yours to Benefit 1 , Benefit 2 , Benefit 3

    2)  Reason Benefit Statement 

    Recently we’ve worked with ___________ and delivered significant and
    substantial ( growth , success , reduction etc.. ) over a period of 6 months
    with a number of our solutions / ideas .

    And  as result, they were able to eliminate problem’s and challenges
    such as ______ and ______ and _______

    3)  The Request

    And…we are confident we can do the same for you . Could I ask you
    a few quick questions to see if there’s any chance we could help your
    company as well ?

    Or

    “ And… was wondering if you could give me another 120 seconds on the phone here to see if there could be a possible fit in the future , I promise I’ll earn the rest .

    The Power to Persuade meets Predictable Revenues =
    Increased Revenues

    The Master Jill Conrath ( selling to big companies )  on how to create an
    elevator speech opening statement guide;

    1)  Who do you work with?

    — “ We work with manufactures and distributors of hard goods”

    2)  What are they challenged with?

    — “ That are challenged with problem 1, problem 2, problem 3

    3)  what do you do for them ?

    — “ We’ve shown them how they can benefit 1, benefit 2,
    benefit 3


    Make it a great day …

     

    How to gain a 300% Increase in Sales Pipeline & New Sales Opportunities in less than 59 days

    Sunday, April 17th, 2016

    separate

    Are you finalizing your Sales Teams goals for
    Q – 2 of 2016 ?

    _________

     As our prospects and customers turn their attention to the New year …

    We’ve been hearing a lot of common Objectives  :

    — Shorten Sales cycles

    — Increase Revenues

    — Land New Accounts fast

    — Schedule More Meetings and Demo’s with top decision makers

    time 1

     

    What’s the value of one hour of selling time

    From the Wolf of Wall Street to Boiler room to Glengarry Glen Ross and or the Pursuit of happiness  outbound marketing and Cold Calling has been getting a bad rap….

    Pity the cold call

    39% of marketers identified Outbound as the most effective B2B marketing method more than inbound 27% and Event marketing 17%
    and Social media 5%

     

    B2B inbound is the Cinderella story being talked about everywhere

    HubSpot, Marketo, infusion soft, Salesforce.com talk a great game on the power of inbound

    Just create some content , pay for some ads , get traffic –make money .

    Content marketing and pay per click drive traffic to your website by phone by subscriber, by opt in which generates incredible leads

    And we are to believe that the quality of the leads is all worth it.

    Even though you have to pay for the leads, pay the wages and the manpower for the people to gather the leads, to follow-up , present , demo , answer questions  staffing etc.

    Inbound is Not the Holy Grail Though ….

    B2B Inbound marketing is flooded with problems :

    1 ) 72% of inbound leads are from prospects who have 4 to 7 vendors shortlisted and their shopping around , comparing Prices

    2 ) Over 60% of inbound leads are not the decision-maker nor the champion or influencer it’s typically a guy named Seymour some dude who wants to see more prices and more quotes

    – You end up not having the decision-maker tree going into the company ( Referrals , name drops and nudges )

    it’s very competitive the buyers are too will educated on Google researching and doing du- diligence

    3)  There is a total lack of control– You can’t scale your business on Inbound , it’s not reliable , predictable –consistent

    You completely Lack control of your sales pipeline that you’re developing, you’re completely relying on passive inbound people calling you

    As opposed to a outbound researched, 3 referral equipped sniper target approach, decision maker Ph # , E-mail , 3 colleagues Social intelligence, Trigger events etc…

     In -Bound relies a lot on Hope…

    ….  Hoping that the right target market and the right size a company and the right decision maker with the right annual sales and the right pain and problems, has budget and wants to buy now –and calls you

    – that’s like hoping you go to the nightclub or bar  in your city and the most beautiful girl ever in a Tesla comes up to you and ask you to go away to the Hamptons with her

    hope

    By Not integrating Outbound into your company’s overall marketing mix you are leaving $ Millions on the table, and growing your Business 200% – 300% Slower….

    There’s 4 to 8 vertical markets that you’ve done business with and you’re doing great in, I would imagine right ?

    I’m sure you’ve got some referenced accounts, testimonials and some Marquis accounts that you could use to broadcast your success with other similar companies / people

    Getting a killer free list of similar researched accounts and calling all of them up with 2 or 3 case studiers is amazing …, with 2 PDF’s to explain and a Web Demo –you are ready to Rocket

    “  hey we just finished working with the company similar to yours they were sort of struggling with problem 1234 and we developed this tool to allow them to benefit 4567

     ________

    …. and “ I don’t know if there would be a good fit or a match, I’m not sure — BUT ….  I was wondering if you might be open to some new ideas or options in this area that could deliver this?

     _____________

    We would love to show this to you..just to get your opinion to see what resonates with you …

    __________________________________________________

    Have the outbound sales developer make 1500 attempted calls a month, get into 220 meaningful sales conversations with the right decision maker and book 30 to 50 meetings Discovery calls , demos or presentations for your account executives

    POOF… 

    “ Pipeline Cures ALL Ills “

    And lastly engage in one call close executive web Briefings to gain commitment on the initial call –19%  to 35% of the time

    Shameless plug

    That’s what we do and have done for 20 years, with 400 companies in over 49 industry sectors, of which 214 have been technology based companies, 21% of the fastest-growing high-tech companies in Vancouver

    We help companies build and design their outbound sales development teams and deliver top-flight expert people, outbound Cold Calling 2.0 talk tracks / Scripts, Social Intelligence Research hacks , live cold calling training and coaching featuring Murray’s exclusive Live speakerphone training- customized sales playbook, live calls, MP3 files, video how to’s—and a complete Defined Sales Process for your business model..to Triple the Leads coming into your Business   Increase your Deal size and Sales Revenues in record time..

    Leading companies balance inbound and outbound

    They know that inbound just pays the rent, if you want to scale of business you can’t rely on inbound leads

    70 - 30

    30% of prospects are Looking for new Options

     

    _______

    70% are not Looking but ‘Open ‘to new ideas and options — This is where ALL the action is 

    With outbound you’re reaching out to a high likelihood and high incidence of similar companies having the same pains and problems as the other exact similar companies you’ve worked with ,

    You’re catching them un-aware and planting seeds of doubt into what they’re doing right now because we know of every problem and challenge they’re having and the consequences of it

    —  as a result you can build rapport and bond with people away faster when they know that you know what their deep psychic wound is

    Creating case studies and stories about problems you solved for other companies that were struggling and grappling with the same challenges

    • Reference accounts, Name Drops similar in their industry
    • Solving the same problems they’re having …
    • The Monster Benefits and Gains they’re getting

     

    Then create a vision of what life could be like, Sell the Dream and then take them to the Promised Land

    A good business developer can do this 9 to 17 times a day five days a week it’s explosive the amount of activity that this can generate and it’s everything that you can control

    Exact niche and vertical that has the problems and would have a huge advantage with the core message you deliver.

    – size of company

    – number of locations

    social influence referral tree of names , Ph # ‘s and Emails into the company

    “25% of B2B decision-makers are actively or passively looking to switch vendors, yet those that do switch to a competitive offering 70% say they were satisfied with their former provider, productbut switched anyway”

    How to get a 300% increase in sales performance productivity land 300% bigger sized accounts with a 300% bigger sales pipeline for your team to sell into

    The Specialist ‘Hunter’ sales model

     Companies report that 70% of the sales person’s time is made up of no selling activities, researching accounts before they call them, data entry spreadsheets busywork preparation CRM tasks

    ____________________________

    Imagine how much more you could sell if you had all that time back ?

    _______________________________

    Hire Dedicated Outbound Sales Developers who will be able to make 1,500 attempted calls per month , Complete 220 Meaningful Sales Conversations with Top Decision Makers you’d give your eye teeth to ‘Get In Front of “

    ___________________________

    — Let them do all of the preparatory work , Research on the accounts , Get 3 Referrals , gather all the Social Intelligence, Get 4 Names , Internal credible Referral  and Nudges up stream

    Freeing up your Sales teams time to Have 300% more Discovery Calls

    — 300% more Executive Web Briefings

    — 300% more presentations

     

    Here are some Spring 2016 Live B2B Cold Calling 2.0 Calls to sample —

     

    Click audio to hear live call

    –Here we are testing the script for the biggest Reputation Management company in Canada

    Click audio to hear live call-

    Here is another Reputation Management call , booking a Demo in the ist 5 minutes 

    Click audio to hear live call-
    Here we are calling with a High End IT consulting company into the biggest Companies in Vancouver 

    Click audio to hear live call-
    Here we are testing a new script making live calls with a Mobile Inspection/ Mobile Field & facility software APP, in the Oil and Gas, Mining and Mfg sectors.

     Click audio to hear live call-
    Calling Gold Corp one of the biggest mining resource companies in Vancouver 

    Click audio to hear live call-
    Here is Larissa one of my students Killing it on a call 

    Click audio to hear live call-
    Here we are testing the Script with a Remote Monitoring by Satellite APP company 
    going after the Oil and gas – Environmental and Energy markets

    Click audio to hear live call-
    Here we are testing the script with a huge Photo-copier and Printer Business machines supplier, easy breezy stuff here

     

    End of Summer-Back to Business September 2015 Appointment Setting Tips

    Saturday, August 22nd, 2015

    Here we are at Saturday August 22 — September is fast creeping around the corner , days are getting shorter –However –I was paddle surfing  1 –  3 ft waves on Bowen Island yesterday , it was windy , rough really green water –amazing —
    ______

    Here is my latest September 2015 back to Business Appointment Setting PDF

    – 35 pages of Triple your Meetings and Double your Sales material

    September 2015 -2 Back to Business New Sales Development Playbook ..
    click to read or download PDF

    Get Your Outbound On for Back to Business Selling Season 2015 ….

     

    Click to hear audio
    Here we are calling the biggest publicists of top celebrities in the USA market

    Click to hear audio
    Testing the Outbound Script with Sustainability Coordinators of the biggest Universities in North America

    click to hear live audio

    click to hear live audio

    Here I’m testing the script with the Biggest Leasing and Financial Services company in Western Canada

      click to hear live audio
    Here I have horse- shoes up my butt generating a $30,000 ERP Software lead for Aquilon Software

    ” 80% of success in Sales is just showing up”

    Click to hear live audio

    Testing the script with a Design, Build and Outfit Corporate Office Furnishings Company

    click to hear live audio
    Here Murray Warren is making live calls for a huge Safety Products company in front of 9 sales people and the owner

    click to hear audio

    click to hear live audio
    Doing Outbound sales development testing for a GPS Fleet Tracking company .

     click to hear live audio
    Here is a great permission Based 120 approach opening statement…

    Just imagine a Dedicated Outbound Business Developer working for your company ..that can —

    –> Make 1,300 calls per month

    –> Engage in 220 – 250 end to end Productive Selling Conversations

    –> Book 25 – 50 Presentations, Meetings and Demos for your
    Sales team

    Taking the time consuming burden of “Getting in the Door off your Sales teams plate.