How to Use a Value Prop on a Cold Call
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The document discusses how to improve cold calls by using a value proposition to focus on the customer's needs and pain points. It provides an example of a sales call process that introduces the salesperson and company, identifies the purpose of the call and value adds, discusses product details, and sets up a follow up call. The example call focuses on understanding the customer's challenges and explaining how the SMART Sales System product can help businesses increase sales, leads, and reduce turnover through consultative selling tools and training.
![OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Hello, [Contact’s Name]. This is [Your Name] with [Your Company]. Have I caught you in the
middle of anything?
OPEN THE CALL](https://image.slidesharecdn.com/howtouseavalueproponacoldcall-230624080211-64bdb46f/85/How-to-Use-a-Value-Prop-on-a-Cold-Call-10-320.jpg)
![OPEN THE CALL
PURPOSE FOR THE CALL
QUESTIONS
PRODUCT / COMPANY INFO
CLOSE
SALES TAKEAWAY
PAIN POINTS
Hello, [Contact’s Name]. This is [Your Name] with [Your Company]. Have I caught you in the
middle of anything?
OPEN THE CALL](https://image.slidesharecdn.com/howtouseavalueproponacoldcall-230624080211-64bdb46f/85/How-to-Use-a-Value-Prop-on-a-Cold-Call-15-320.jpg)
How to Use a Value Prop on a Cold Call
- 1. How to Use a Value Prop to Improve Cold Calls
- 2. 1. Introduction 2. Objection Responses 3. Building Interest 4. Closing Introduction Objection Responses Building Interest Closing
- 3. The improvements the product and features creates What the product does WHAT’S IN IT FOR ME? FEATURES / FUNCTIONALITY VALUE
- 4. PRODUCT TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE VALUE IMPROVEMENTS
- 5. PRODUCT The SMART Sales System FEATURES • Web-based sales training system • Teaches what to say and ask • Sales playbook library • Sales Role-Play Simulator • Sales gamification DIFFERENTIATION • Only sales tool that tells what to say and ask • Only sales simulation tool • Consultative selling approach • Makes learning how to sell easy TARGET BUSINESSES IMPROVEMENTS • Get their reps generating more leads • Increase sales for every rep on the team • Decrease sales staff turnover 1. Make something work better 2. Make something easier 3. Decrease the time 4. Increase revenue or income 5. Decrease costs or expenses 6. Improve the customer’s product 7. Decrease risk 8. Improve visibility VALUE
- 6. 1. Introduction 2. Objection Responses 3. Building Interest 4. Closing
- 7. Cold Call Process OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS
- 9. 1. Introduction 2. Objection Responses 3. Building Interest 4. Closing
- 10. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Hello, [Contact’s Name]. This is [Your Name] with [Your Company]. Have I caught you in the middle of anything? OPEN THE CALL
- 11. • Introduce yourself and your company • Schedule an appointment or meeting • Learn about the prospect’s needs • Share details about the product that you have to offer • Sell your product to the prospect Sounds like a salesperson Focus is on the salesperson’s interests OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Don’t say anything like this
- 12. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Great. The reason for my call is that we help businesses to: • Get their reps generating more leads • Increase sales for every rep on the team • Decrease sales staff Value Points
- 13. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS • I don't know if those are areas that you want to improve. • I don't know if you are concerned about any of those areas. • I don't know if we can help you in the same way or not. • I don’t know if you are the right person for me to speak with. Soft Sales Takeaway
- 14. 1. Introduction 2. Objection Responses 3. Building Interest 4. Closing
- 15. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Hello, [Contact’s Name]. This is [Your Name] with [Your Company]. Have I caught you in the middle of anything? OPEN THE CALL
- 16. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS Well. The reason for my call is that we help businesses to: • Get their reps generating more leads • Increase sales for every rep on the team • Decrease sales staff Value Points
- 17. 1. Introduction 2. Objection Responses 3. Building Interest 4. Closing
- 18. Based on what you shared, it might make sense to talk more. We provide The SMART Sales System: • Web-based sales script generator • Sales script library • Sales role-play software • CRM and email automation • Sales training program • Sales consulting and coaching The SMART Sales System helps businesses to: • Get their reps generating more leads • Increase sales for every rep on the team • Decrease sales staff Some ways we differ from other options out there are: • Only sales tool that tells sales what to say and ask • Only sales simulation tool • Consultative selling approach • Makes learning how to sell easy INTRODUCTION PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS PRODUCT / COMPANY INFO
- 19. 1. Introduction 2. Objection Responses 3. Building Interest 4. Closing
- 20. OPEN THE CALL PURPOSE FOR THE CALL QUESTIONS PRODUCT / COMPANY INFO CLOSE SALES TAKEAWAY PAIN POINTS But I have called you out of the blue and I am not sure if this is the best time to discuss this. Are you available for a brief call where we can learn more about you and share how we have helped businesses to: • Get their reps generating more leads • Increase sales for every rep on the team • Decrease sales staff Are you available on Tuesday or Thursday morning? Or are you available to continue talking about this now?
- 21. 1. Introduction 2. Objection Responses 3. Building Interest 4. Closing