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 go back to spending hours making sure the script is perfect.
The real problem is 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?
Why Everyone Hates Outbound Sales
In the business world, 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. When you break it down, it’s easy to see why people hate cold calling. 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
How To Succeed At Outbound Sales
Most salespeople that do cold calls have a business mindset. They are calling someone to get a certain result – such as their interest, time, or money.
The most successful sales teams leverage certain resources to help them with outbound sales. These resources are things such as warm leads, approaching with a conversational mindset, and having the personality of a high ticket closer.
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 with warm leads, is that they 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. 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, and you can prolong that crucial window with a conversational mindset.
A conversational mindset is the difference between someone slamming the phone and actually listening to what you have to say. A typical sales conversation would sound like this:
Salesperson: “Hi, how are you?”
Prospect: “I’m good…”
Salesperson: “Is this a good time to talk?”
Have you ever actually heard someone start a conversation like this? Most likely no. When it comes to outbound sales, if you wouldn’t say that in a normal conversation, you shouldn’t say it on the phone.
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.
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?”
By reframing the way you see a prospect, you can lead the prospect into a conversation and find out if they would be interested in your service. This is one of the mandatory philosophies we teach our high ticket closers in our outbound sales development training in order to close more deals.
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.
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.
HTC Platinum – The Platinum Standard For Closing
That’s why we’ve taken the best sales techniques and most effective practices and put them together. Our HTC Platinum program is designed for B2B transactions and to prepare entrepreneurs with high level business acumen, elite closing skills and a solid framework to grow their business and themselves.
Applicants are provided access to industry proven sales scripts, live roleplay sessions, advanced business coaching, personal feedback and accountability, classes and 1 to 1 mentoring as some of the bonuses to ensure they succeed.
If you are looking to learn elite inbound and outbound sales development training, and use your newfound abilities of influence to scale your business and your life strategically and sustainably, click here to apply now.