The number one problem that companies struggle with in their outbound sales development training is getting prospects on the phone.
When it comes to outbound sales it’s not about getting them to say yes to your products and services. It’s about getting them to listen to what you have to say. A lot of companies spend hours to craft the perfect sales script for their outbound sales development training. And when their salespeople fail to close, they blame their salespeople for being lousy closers.
The problem isn’t that your salespeople are lousy. It’s that the customer is not even listening to you. They hang up before you even say ‘Hello’. They hang up after you introduce yourself. Or they don’t even pick up. How are you supposed to get them to buy, when you can’t even have a conversation with them?
The truth is that most outbound sales development training programs teach salespeople the wrong things. The sales script that you are given and suppose to memorize, are actually techniques that are long outdated. If you’re struggling to get prospects to stay on the phone with you, realize that the problem isn’t your skill as a salesperson, it’s the sales script that you are using.
Why Everyone Hates Outbound Sales
Outbound sales is about you contacting someone else – also known as cold calling. If you’ve ever been called by a random stranger offering you a free boat cruise, you would know just how annoying it can be. Unfortunately, most outbound sales development training programs teach you to sound like these scamming boat cruise telemarketers.
Cold calling has a 2.5% success rate, meaning the majority of your time is going to be spent getting zero results. Not only does cold calling annoy both the caller and the person being contacted, it is one of the least effective ways to get sales. When you cold call someone, you are:
- Calling someone whom you do not know
- Interrupting their schedule at a time when they are most likely busy
- Asking them if they would like to give you their money
You are contacting someone who you have no clue if they are interested in your services, or even wants to talk to you. And that is the problem. If you met someone in person and they displayed no interest when you tried to talk to them, what would you do? Most likely you would move on and find someone else who’s more receptive to what you have to say. But when it comes to cold calling, most salespeople behave in a completely erratic manner. They try to force the prospect to open up and talk to them, when they have no desire to do so.
When you break it down, it’s easy to see why cold calling is ineffective. It’s the complete opposite of what you would do during a face to face conversation, which is why so many people fail at it.With a 2.5% success rate, most of your time spent cold calling will fail to get results. Click To Tweet
The Reason Most Salespeople Fail With Outbound Sales Calls
The reason why most salespeople fail at cold calls, is because they have a business mindset. They are calling someone to get a certain result – such as their interest, time, or money. If you’ve ever spoken to someone and felt like they had an ulterior motive, most likely you didn’t hear a thing they said. You were too busy analyzing what they wanted from you, and whether or not you should run away. This is because you could sense their hidden motives. And as a result, you became skeptical as to what they were talking about.
Unfortunately, many outbound sales development training programs teach salespeople the wrong methods. That’s why there are so many telemarketers going around making cold calls and ruining your day. They’re taught to open the conversation with a line such as “Can I get a minute of your time” or “Hi how are you?” These phrases raise suspicion and make the other person on the phone believe you have ulterior motives.
If your prospect believes you have ulterior motives, they will not trust you. And if you cannot get the prospect to trust you, there is no way you are going to be able to influence them. Instead of approaching your prospect from the mindset of a businessperson, do this instead.
The Mindset You Need To Succeed At Outbound Sales
If you want to succeed at outbound sales, you need what we call a conversational mindset. Instead of chasing after prospects and trying to get them to buy your product, simply relax and talk like you would with a close friend.
This is the most powerful strategy when it comes to successfully doing outbound sales calls. It’s counter intuitive to what every other outbound sales development training program teaches, which is why it works so well. You see, most salespeople are taught that they need to close the sale NO MATTER WHAT. They resort to using pushy, aggressive sales tactics in order to force the prospect to buy their product. As a result, people become defensive and will hang up the phone the minute they believe you’re trying to sell them something. But when you approach the conversation with a conversational mindset, all of that changes.
Suddenly, you’re no longer the salesperson who just wants their money. Instead, you’re asking them questions such as how they can provide value to you – the opposite of what most salespeople do. Immediately you are going to stand out from the rest of the crowd, and capture the attention of whoever you are talking with.
How To Develop Your Conversational Mindset And Close More Deals
A conversational mindset is the difference between someone slamming the phone and actually listening to what you have to say. For example, a typical sales conversation might sound like this:
Salesperson: “Hi, how are you?”
Prospect: “I’m good…”
Salesperson: “Is this a good time to talk?”
In reality, have you ever actually heard someone start a conversation like this? Most likely no. When it comes to outbound sales, the golden rule is that if you wouldn’t say that in a normal conversation, you shouldn’t say it on the phone.
To cultivate a conversational mindset, simply ask yourself how you would speak to a close friend. Your tone of voice should be carefree, relaxed, and in no hurry to close the sale. Pay attention to what the prospect is saying, because that gives you insight as to how you can steer the conversation into your favor. For example, if they tell you they were not expecting a random phone call, you can reply and say you weren’t expecting to randomly call them either. However, since that is the case and you are both now on the phone, it would seem like a waste of time to simply hang up without at least asking them if there’s any problems you could help them solve in their business.
BOOM. That’s an example of how you can use a conversational mindset to succeed at outbound sales.
Contacting Warm Leads Increases Your Chance of Succeeding At Outbound Sales
Ask any sales professional who’s been doing outbound sales, and they’ll tell you cold calls are one of the most difficult ways to close a sale. Instead of cold calling to try and close the sale despite the odds against you, contact warm leads that are much more likely to be receptive as to what you have to say.
Warm leads are people who have opted into your contact list. These are people who have already shown an interest towards your product or service, making them less likely to reject your advances. The main difference between cold calling vs. warm leads, is that warm leads consented to your approach. They willingly gave you their contact information in exchange for something else. This could be from opting into your email list because of a free 10% discount coupon, or shared their contact information because of a raffle giveaway.
That means they are expecting you to contact them sometime in the future, in exchange for that discount coupon or free boat cruise. They still may not have any idea why you are calling, but they’ll be much more receptive knowing that you aren’t a complete stranger.
Warm leads will answer the phone and listen long enough for you to either get their attention or make them hang up. The first 30 seconds of a phone call is what determines their decision, which is why developing a conversational mindset is so important. It’ll allow you to prolong that 30 second window, and get them to actually listen to what you have to say.
Why You Should Speak Like A Human Being
In order to succeed at outbound sales – especially cold calling, you need to treat it like a normal conversation. Change your mindset to having a conversation with the prospect, instead of a salesperson. The way you think of them will influence how you communicate. If you want to get their attention, you need to talk to them like a friend. Treat them as though they were an old acquaintance, and your communication style will reflect that.
One of the best ways to do this is to introduce yourself as someone they already know. When you can make the prospect believe that you have met before in the past, it shifts their perspective from “This is an annoying salesperson calling me” to “Where did I meet this person again?”
Instead of being skeptical, they will be curious to find out more information. Here’s an example of what you can say:
Salesperson: “Hello <name>, it has been awhile. My name is Dan Lok, do you remember me?”
Prospect: “I cannot remember. Where did we meet?”
Salesperson: “We spoke briefly at the High Ticket Closing Convention. Do you mind if I just take a minute of your time?”
Prospect: “Sure, go ahead.”
In this example, you are introducing yourself and establishing that you two know each other. Your prospect is now focused on trying to remember who you are, instead of wondering “Who is this guy and why are they calling me?” Immediately, you’ve gotten over the obstacle of having a skeptic prospect, and can now move the conversation to a better place.
Screen Your Prospects To Avoid Clients From Hell
Screening your prospects means determining whether or not they would be a good fit to work with you. If they are a good fit, then you can invest more of your time trying to close them on a sale. If they are not, you can simply hang up and move onto the next person.
The problem is that most salespeople do not screen their prospects. They think they have to close each and every single person they talk to. In reality, trying to close everyone you meet is a surefire way to get clients from hell. These are clients that make your life hell. They’re stingy about the smallest things and demand the best service you can provide despite paying minimum service costs. Ultimately, accepting money from these type of clients is not even worth it, and you’re better off moving onto the next prospect.
Avoid clients from hell by screening them before you even think about trying to close them.
The Personality Of A High Ticket Closer
The ability to turn an outbound sales call into a conversation is by having the mindset and personality of a high ticket closer. A high ticket closer is able to lead a conversation to a close, without making it sound salesy. Unfortunately, many people do not have the proper outbound sales development training to become one.
Building a relationship with prospects is the most important factor when it comes to closing a deal. If your prospect senses that you are trying to sell them something, they will become closed off and unapproachable. But by connecting with a prospect and building a relationship first, you can gain their trust and get them to be honest with you.
When your prospect feels you have their best interests at heart, they will listen to what you have to say. A high ticket closer is able to use influence and persuasion to find the needs and desires of whoever they are talking to. Once they have that information, it is very simple to lead the prospect to see how their product or service would help them achieve their desires.
All of this is only possible by having a conversational mindset and making the prospect curious as to who you are. When you call a prospect, you have to remember you are doing so unannounced. You are interrupting their day and calling them at an unexpected time. In order to succeed, you need to make your prospect rethink that situation into something else that benefits you.
Mastering The Art Of Inbound And Outbound Sales
Outbound sales focuses on getting your prospect’s attention. Inbound sales is about getting your prospect to say yes.
Inbound sales means that a prospect is contacting you, instead of the other way around. No cold calls, conversation sales scripts or dialing hundreds of numbers before someone says ‘yes’. You sit back and relax as they call you, as they are greeted by the sound of your voice saying ‘Hello this is <name>, how may I help you?’
When a prospect takes the time to call you, it means they are already interested in knowing more about your product or service. Your only job is to clear their doubts and make them confident it will work for them. This is where the art of high ticket closing is very effective at leading the prospect to the close. Using the same mindset and framing the call as a conversation, we can uncover all the objection’s our prospect has and overcome them.
High Ticket Closing Is Not For Everyone
High ticket closing is very effective for both inbound and outbound sales development training. By thinking of our prospect as an old friend, we can use influence to persuade them to give us their time, uncover their deepest fears and desires, and make them close themselves.
To be able to use these techniques and fully understand how a high ticket closer handles prospect interactions is not easy. The ability to influence people to trust you simply by asking them the right questions comes only to those with years of practice. Top performing closers are able to perform at an elite level because of their experience and skills they have honed over the years. And the truth is, not everyone is cut out to be a high ticket closer.
High ticket closers are people who have committed themselves to success no matter what it takes. They realize the truth that in life, only a few small percentage of people become successful despite putting in the work. They know that in order to attain their desired lifestyle and make their wildest dreams come true, they need unshakable confidence and resolve to endure the hardships along the way. However, those that become high ticket closers, are able to master the art of influence and persuasion in order to convince prospects to do whatever they want. If you want to learn more about high ticket closing, watch the training series here.