I just get your attention by saying your name
Posted: Wed Jan 29, 2025 10:23 am
And these three particular objectives are true both for outside and inside reps, with the exception that most outside reps are unlikely to be calling to close the deal. Although I have a group that does that as well, because they’re kind of a mashup between inside and outside which we’re seeing more and more lately. So once you understand what your objective is, then we just use a five-step process.
The five-step process is to identify yourself, tell them who you are. The second step is to tell them what you want, because if I call you up and you’re busy and I’m interrupting your day, if I tell you what I want now, it’s a lot easier. I would say, you know, I would say, “Hi, Andy, this is Jeb from Sales Gravy. The reason I’m calling is I notice that you have a job posted on career builder. And I want to find out how we can help you hire your salesperson faster.”
That’s it. I don’t need to have a long pitch. I don’t need to iceland telegram data have a script.. I tell you why I’m calling. I ask for what I want want, and then you’re either going to tell me yes, no, or maybe. So in this case, I might say, you know, “Do you have a few minutes to talk right now?” You’d say, “Yeah, I do.” Or “No, call me later.” In that case, I would say, “Well, why don’t we schedule an appointment for two o’clock.”
If I was calling to set an appointment with you, “I would say, “Hi, Andy, this is Jeb from Sales Gravy. The reason I’m calling is I notice that you’re hiring a couple of hundred salespeople over the next quarter. And I want to set an appointment with you so that I can learn a little bit more about you and your situation and see if Sales Gravy would be a fit. How about Thursday at two?”
Simple. No scripting. I’m just asking for what I want. It’s incredible when we take people through the process and they get on the phone, the looks on their faces, the “Wow, I can’t believe that they just said yes to something so simple.” That’s the best part of teaching them how to prospect, is when you break it all down, take all the complexity away, and take the stupid scripts away, and just teach people to ask for what they want and do it in a smooth and effective way that gets to the point quickly.
They’re just blown away at how effective it is. And they know you’re a salesperson. I mean, as soon as you go like this, this is one of the worst things salespeople do, they go, “Is this Andy?” Say, hello. “Is this Andy?”
The five-step process is to identify yourself, tell them who you are. The second step is to tell them what you want, because if I call you up and you’re busy and I’m interrupting your day, if I tell you what I want now, it’s a lot easier. I would say, you know, I would say, “Hi, Andy, this is Jeb from Sales Gravy. The reason I’m calling is I notice that you have a job posted on career builder. And I want to find out how we can help you hire your salesperson faster.”
That’s it. I don’t need to have a long pitch. I don’t need to iceland telegram data have a script.. I tell you why I’m calling. I ask for what I want want, and then you’re either going to tell me yes, no, or maybe. So in this case, I might say, you know, “Do you have a few minutes to talk right now?” You’d say, “Yeah, I do.” Or “No, call me later.” In that case, I would say, “Well, why don’t we schedule an appointment for two o’clock.”
If I was calling to set an appointment with you, “I would say, “Hi, Andy, this is Jeb from Sales Gravy. The reason I’m calling is I notice that you’re hiring a couple of hundred salespeople over the next quarter. And I want to set an appointment with you so that I can learn a little bit more about you and your situation and see if Sales Gravy would be a fit. How about Thursday at two?”
Simple. No scripting. I’m just asking for what I want. It’s incredible when we take people through the process and they get on the phone, the looks on their faces, the “Wow, I can’t believe that they just said yes to something so simple.” That’s the best part of teaching them how to prospect, is when you break it all down, take all the complexity away, and take the stupid scripts away, and just teach people to ask for what they want and do it in a smooth and effective way that gets to the point quickly.
They’re just blown away at how effective it is. And they know you’re a salesperson. I mean, as soon as you go like this, this is one of the worst things salespeople do, they go, “Is this Andy?” Say, hello. “Is this Andy?”