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