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Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone

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Michael Pedone, founder of SalesBuzz Anil Somaney, VP of Business Development at InsideSales.com Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By Phone webinar


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Michael Pedone Founder Salesbuzz.com linkedin.com/in/michaelpedone @MichaelPedone Today’s Speakers Anil Somaney VP Business Development InsideSales.com linkedin.com/in/anilsomaney


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Thanks For joining us live!


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How this will work This webinar will last about an hour Type in your questions in the Q&A box as you think of them Write down some action items This is being recorded… I’ll tell you how to access the recording at the end Refresh your browser if you experience any issues


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About Me Anil Somaney is a seasoned executive with the ability to leverage his analytical & operational disciplines to transform a business. Anil has spent most of his career at AT&T where he held multiple roles across Sales, Sales Operations, and Finance. Currently, he is the Vice President of Business Development at InsideSales.com and serves as a product advisory board member at SalesHood. Anil, his wife Jennifer, and their 7 year old son reside in Allen, Texas. Anil Somaney VP Business Development InsideSales.com linkedin.com/in/anilsomaney


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About Michael Pedone Tell us a fun fact What is your role Where you gained your experience What makes you an expert Where people can find your content Michael Pedone Founder Salesbuzz.com linkedin.com/in/michaelpedone @MichaelPedone


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If you’re ready Give us a thumbs up.


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WHAT TO EXPECT


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POLL 1:


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The Negative Effectives Of Call Reluctance Are…


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LIST Fear


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LIST Fear Rejection


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TWO BIGGEST REASONS FOR CALL RELUCTANCE ARE FEAR AND REJECTION


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WHAT CAUSES FEAR?


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WHAT CAUSES REJECTION?


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So How Do We SOLVE These Two Factors?


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CURING YOUR FEAR


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Cure Your Fear by Knowing Your: Sales Objective


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Your Sales Objective is to Help!


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How Do We Drastically REDUCE REJECTION?


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By Fixing What’s Broke


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Your Sales Process is What’s Broke


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THE FINAL PIECE TO ELIMINATING CALL RELUCTANCE IS TO ROLE-PLAY


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3-STEPS TO OVERCOME CALL RELUCTANCE Make Sales Calls with the Intent to HELP Your Prospects Fix Your Broken Sales Process Role-Play


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CONFIDENCE IS KING… VS


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Poll Question Are you using any type of predictive analytics to know who to call or when to call?


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NOT all dials are equal


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TECHNOLOGY VS LOCAL PRESENCE


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GAMIFication Increase individual rep motivation Add Visibility Into Performance Recognize Top Performers


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TRAINING PRODUCT SALES SKILLS CAREER PATHING Product features & functionality Only go as deep as the role Be able to understand application to customers Ability to articulate benefits from using the tool themselves Deep understanding of the sales motions Be able to reference case studies, proof points, etc. Reinforced through sales peers Quarterly career planning discussions Clear expectations for advancement Coaching behind targeted skills Operational Daily targeted coaching behind published KPI’s Remote call monitoring with feedback weekly (4/rep/month) Coach behind trends (don’t play Whack a Mole)


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Todays Webinar Recording Tomorrow we will email you a link to today’s recorded webinar. Feel free to share it with your colleagues. Take advantage of the resources available for download


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Questions & Answers Use the Q&A Box now.


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Michael Pedone Founder Salesbuzz.com linkedin.com/in/michaelpedone @MichaelPedone Today’s Speakers Anil Somaney VP Business Development InsideSales.com linkedin.com/in/anilsomaney


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