From Cold Calls to Closed Deals

Episode description

In this episode, we dive deep into the essentials of transforming cold calls into meaningful relationships that lead to successful sales. Discover expert strategies on building trust, overcoming objections, and confidently asking for the sale, ensuring every conversation with a potential customer is a step toward achieving their dreams.Top of Form

Follow Antonio Here:

https://www.facebook.com/theatsjr

https://www.amazon.com/stores/Antonio-T.-Smith-Jr/author/B00M3MPVJ8

https://www.linkedin.com/in/antoniotsmithjr

https://antoniotsmithjr.com

• Welcome to the New Hire Training Sales Training Sales Team Training Part 3
• Emphasis on scheduling appointments rather than directly aiming for sales
• Importance of building relationships and making friends with potential customers

• Goal: Schedule an appointment, not to get the sale immediately
• Importance: Making friends to lower resistance and gain trust
• Strategy: Make potential customers feel comfortable and expect your call

• Approach:
• Build trust and dig deep to understand customer needs
• Tailor conversations to what the customer wants
• Be an active listener to respond genuinely to customer needs
• Example: If a customer wants to become a speaker, focus on that rather than unrelated services

• Process:
• Engage in meaningful conversations to learn about the customer
• Reflect the customer's passion back to them
• Respond in a friendly and agreeable manner
• Importance: Helps tailor the offer to the customer’s specific goals and needs

• S.P.A.R.C. Method:
• Acknowledge: Repeat what the customer said
• Respond: Address their concern
• Close: Go back to asking for the sale
• Strategy: Overcome objections by reaffirming the value and importance of the service

• Confidence: Be confident and assertive when asking for the sale
• Scripts and Tools: Utilize provided scripts and tools to guide the conversation
• Follow-up:
• Schedule follow-up appointments if the customer is not ready to decide
• Continuous follow-up to reinforce the value and address any lingering doubts

• Active Listening: Essential for understanding and responding to customer needs
• Reiterating Value: Ensure customers understand the value of the service compared to its cost
• Referrals:
• Ask for referrals after a successful sale
• Use customer satisfaction to gauge the likelihood of referrals

• Role of Coaches: Provide support and ad-libbing during calls to reinforce training
• Continuous Learning: Emphasis on constant learning and improvement through training

• Handling Different Customer Types:
• Adapt to different customer personalities (e.g., direct and brief vs. detailed and cautious)
• Match energy and style to build rapport
• Ensuring Customer Satisfaction:
• Ensure customers have access to all necessary resources and support
• Follow up regularly to maintain and build relationships