Team Meeting Aug 21 2019 part 1

Introduction

This tutorial provides a comprehensive guide on effective phone skills and sales techniques based on a team meeting led by Josh Thayer. The strategies outlined here are particularly useful for sales representatives looking to improve their outreach and booking success.

Step 1: Utilizing Top 50 Lists

• Maintain a top 50 list of contacts to call consistently.
• Regularly update this list with new prospects and referrals.
• Use various sources to compile this list, such as:
  • Facebook directories
  • School rosters
  • Family and friends' contacts
• Aim to have at least 15-20 contacts ready before making calls to streamline the process.

Step 2: Setting Clear Goals

• Establish daily demo goals to create urgency in your outreach.
• Goals should be specific and challenging but achievable (e.g., "I want to book three demos tomorrow").
• If you fall short of your goal, analyze whether the plan or execution needs improvement.

Step 3: Making Efficient Calls

• Schedule phone time twice a week, aiming for a high volume of calls (around 20 calls per hour).
• Prepare your contacts in advance and avoid wasting time deciding whom to call next.
• Call through your list without delays, taking notes on outcomes (e.g., booked demo, no answer).

Step 4: Building Rapport

• Connect with your contacts by referencing mutual acquaintances or shared backgrounds.
• Use names to foster a personal connection and make the conversation feel more welcoming.
• Maintain energy, enthusiasm, and confidence throughout the call.

Step 5: Handling Objections

• View objections as opportunities rather than rejections.
• Practice responding to common objections with positive reinforcement.
• Use the 15-minute guarantee to ease customer concerns: “If you’re not enjoying the demo after 15 minutes, you can end it.”

Step 6: Creating Memorable Interactions

• Employ unique memory devices to make your appointment stand out (e.g., ask them to put a penny in the freezer).
• Be willing to be memorable in your approach, even if it feels unusual.

Step 7: Following Up

• If a contact is unavailable, make a note to follow up with them at a later time.
• Always express gratitude for their time and consideration.
• Use a tentative appointment to secure a future date, reinforcing the importance of the meeting.

Conclusion

By implementing these steps, you can enhance your phone skills and booking effectiveness. Focus on maintaining a solid list of contacts, setting clear goals, and handling objections with confidence. As you practice these techniques, you'll become more comfortable and successful in your sales efforts. Consider revisiting these strategies regularly to refine your approach and achieve better results.