Video Transcript
At Vorsight, our business is helping you grow your business. We help you get a foot in the door with senior executive decision makers at accounts you are targeting. And we do it in one of two ways. Number one is through outsourcing. Some clients just want to give it to us, they don’t want the hassle and headache of doing it themselves, they hand us the phone and we get them appointments with senior decision makers. And number two is, a lot of organizations are realizing, they would prefer to keep that skill in-house. They’d actually rather have their sales people be on the phone getting the appointments in the first place, rather than outsourcing it to somebody else. We provide a very hands-on tactical workshop for cold-calling and warm-calling more effectively; getting a foot in the door.
So people are always me, “Steve, what’s your secret sauce? What makes Vorsight special?” There are six key things we are doing internally and with our clients in these workshops.
Number one, prospecting; when we talk about prospecting, what I mean by that is, how do you find the right person in the first place? How do you get their direct line? How do you figure out where they fit in the org chart? How do you get some personal information about them and business information about their organization and trigger points, changes that are happening, how can we put all that together so we can start selling to them? If we can’t find them, we’re not going to sell them. Right?
Number two is talking points. How do we tell a really effective, interesting, and compelling story about your business so you can cut through all that vendor noise and static that’s out there in the marketplace, and generate a conversation? This whole kind of increase-revenue, decrease-cost thing is tired, people are bored of it. People want to hear more interesting things about you as a conversation starter and then have the dynamics of the conversation.
Number three is objection handling. How do you overcome objections to the initial meeting? It’s very different than objections to buying; people sort of treat the two as the same. We teach people a concept called “verbal judo” where you are teaching people to overcome the objections to the initial appointment; it’s very very different than objections to closing business.
Number four qualification. Now that we have this prospect on the line, the fish on the hook took the bait, how do we size up that fish relatively quickly? By asking conversational questions naturally through the flow of the call and let people yield information on their own time and we can determine: is this a good opportunity? Should we pursue it or should we through it back?
Number five email and voicemail. Let’s face it, most email and voicemail is just bad and people are very generic with their approach. How do we take the blinders off of email and voicemail and really get effective and creative in how you’re using them to capture that interest and attention and get that first meeting?
Number six, finally, process, planning, time management. This part of the sales process is most people’s least favorite. In fact most people would probably prefer to go to the dentist than sit there and make a lot of cold calls or even calls into warm leads, warm calls. How do we get really smart about our activities and think our time management in a way so that we can compress all of the stuff that would take us half of our time and we could do it in a quarter of our time. How can we really think effectively?
Now for your tip: You have probably heard, “Your call is being answered by Audix,” and if you haven’t, I guarantee your reps have; so the next time you hear that when you’re on someone’s voicemail, “Your call is being answered by Audix,” punch in **6. It will say “enter last name, followed by pound sign.” Put in Richard, that’s my last name, and it will say “Steve Richard, extension 4237,” and it spits the extension number at you. Now that you have that magic 10 digit direct dial number, once we dial that, we have a much high probability of having a live conversation with the senior executive. Hope it helps and good luck!
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