One of the significant concerns to sales leaders is not only the drive to make sales, but also the cost of those sales. The number one cost-savings potential for any sales team is the quality of their leads. Ideally, those road warriors need to focus on qualified leads that are most likely to convert to a customer. We at Call Motivated Sellers are here to fill that gap.
You start with a list of contacts that might meet a specific demographic. Maybe it’s certain types of businesses or people who are most likely to purchase your product or service or shares a common interest. It could be as simple as a general target area in your state or a field rep’s region. A cold calling professional like Call Motivated Sellers will work through that list, identifying who on that list meets your criteria as a sales qualified lead.
Paint us a picture of your ideal sales candidate
The first step is to paint for us a picture of the critical attributes of a qualified lead. Ideally, the sales and marketing teams should work together on this profile before Call Motivated Sellers gets involved, but if you need assistance, we’re happy to give you pointers. You want both teams engaged because they view the customer in entirely different ways. You want them to share and gaining perspective from one another and their direct experience with customers to define that ideal customer profile, otherwise known as the sales qualified lead.
Attribute scoring
The next step is to score your perfect qualified lead attributes. This score helps your cold calling professional assign the proper weight as they engage in conversation with your lead candidates, determining whether or not they are a sales qualified lead for your sales team to pursue.
Call scripts
We prefer talking points over reading a script. If you have ever been on the receiving end of a scripted conversation, you understand the difference. We value the difference in conversations and how they change from one call to another, just because of the details of the candidate. A top-rate cold calling professional from Call Motivated Sellers turns those talking points into meaningful conversation.
We use talking points as steps in defining sales qualified leads as well as a means to introduce your brand to the customer, along with some easy rebuttals to turn around if we need them. We’re not necessarily selling the contact in a cold call. We are priming them for your sales team to start that relationship with your company. Think of us as providing a soft handoff to your sales team for each qualified lead.
The best cold calling scripts include:
- How your company solves a problem within their business or the industry
- All of the benefits of your product
- How your company is better than the competition
- Common rebuttals and how to counter them
Your Call Motivated Sellers cold calling professional will use the talking points as a means to guide the conversation naturally with each candidate. This practice prevents some of the awkward moments that some cold callers encounter trying to read a script verbatim, and the client asks a question or makes a point that is not part of the script.
With a key talking points script in hand and a list of details that make a distinguishing difference between a random person and a sales qualified lead, your gifted talkers engage each contact into a meaningful dialogue. In that conversation, they get the contact to discuss their current challenges and desires, quickly gathering knowledge about them during their vetting process to determine their worthiness of being a qualified lead. These professionals do an excellent job of identifying those perfect candidates for your sales team to focus their efforts.
Preparation over perspiration
Our cold callers aren’t just lucky with their success rates. Our methods and tenacity are what make the difference in finding your sales team qualified leads to pursue. Our cold calling professionals from Call Motivated Sellers are entirely dedicated to a single client, so they get to develop their business acumen and foster relationships with their primary sales contacts as they stay on with their accounts. They become a valid extension of your sales team.
An advantage of this dedication is their increasing familiarity with the business, products, services, and talking points. Their conversations become like muscle memory as they are talking through the qualifying points and introducing the candidates to your company.
Your Call Motivated Sellers professional from may become increasingly clever as they gain additional knowledge of your ideal customer profile while qualifying the lead. That extra edge may lead them to some pre-prospecting before they even dial the phone, which is especially useful in business-to-business qualifying. There is much you can learn about a business, and it’s employees from their website or LinkedIn. Some of that information could disqualify a contact before the call occurs, such as a notice of a significant change or the candidate is not one to make the decisions to do business with your company. Such insight may have just saved your sales team a good portion of time and effort.
Call Motivated Sellers – it’s all in the name, and it’s all who we are
When talking about cold calling professionals, there are two types of people. You have one who considers cold calling as paying their dues as they aspire to a future sales career to one-day close deals themselves. Cold calling is an excellent method to gain experience as they learn to engage in conversations with their prospective clients. Cold calling enables them a LOT of practice. The other profile of a cold caller is the one who loves cold calling. They love the challenge, and these rock stars love the pursuit of finding those sales qualified leads. Nothing interrupts their drive as they embrace each prospect as a new opportunity every day. That drive is what we seek at Call Motivated Sellers. Finding that spark in the perfect professional and their complete dedication to helping your sales team succeed is what we believe to be a primary difference that we provide to our customers. Whether you bring one or ten professionals, Call Motivated Sellers handles all of the details from recruiting, hiring, onboarding, and training them. When you are introduced to your sales extension team, they are ready and motivated to get started.
Get your sales team back out to the field closing deals. We will take care of the cold calling for you at Call Motivated Sellers, so your sales team can focus on building relationships and closing deals.