script

Introduction to Sales Techniques

• The importance of confidence in sales.

• Transitioning from asking for permission to stating intentions clearly.

Understanding the Selling Approach

• Permission-Based Approach:

  • Description: Overly cautious, indecisive communication style.

  • Example: "Is it okay if I do this?"

  • Result: Weakens authority and position in conversation.

• Assertive Approach:

  • Description: Comfortable in stating what you want without asking for permission.

  • Example: “I will be back in town next Wednesday. Which time works better for you?”

  • Result: Positions yourself as someone with a valuable schedule.

Setting the Tone in Sales Conversations

• Body Language:

  • Initial strong presence: Speak loudly and confidently.

  • Transition to a softer approach: Gradually lower the voice to convey calmness and assurance.

Scheduling Meetings Efficiently

• Approach Strategy:

  • When contacting a business, confidently mention other businesses you’ve helped.

  • Example: “I was helping James Cunningham's food services and now I want to do the same for you.”

• Direct Scheduling:

  • Instead of asking if they have time, directly suggest a meeting time with options.

  • Example: “For about twenty minutes, which one works better for you?”

Gaining Access to Decision Makers

• Research before Arrival:

  • Importance of knowing the owner’s name.

  • Google search for specific business contacts before visiting.

  • Example: Search format: "Coca-Cola Owner, South Haven, Michigan".

• Overcoming Gatekeepers:

  • Approach: Ask for the decision-maker by name.

  • Example: “I’m looking for Francis, can you please grab him?”

  • Ineffective Approach: Asking general questions about who handles benefits. Leads to vague responses.

Understanding Business Priorities

• What Matters to Business Owners:

  • Focus on profitability and employee retention, not just benefits.

  • Appeal to their goals: “Helping business owners attract and retain top talent through benefits.”

Role-Playing Scenarios

• Conducting mock scenarios to practice interactions.

  • Example Role Play:

  • Salesperson approaches the gatekeeper and states the purpose clearly.

  • Focus on gaining access rather than discussing benefits immediately.

Importance of Practice

• Continuous rehearsal of scripts and role-playing to build confidence.

  • Utilizing AI or other tools to simulate gatekeeper responses for practice.

  • Emphasis on being well-prepared to handle objections and rebuttals.

Adjusting the Sales Script

• Enhancing the script to align with sales strategies taught in training.

  • Creating confidence in delivered messages.

  • Understanding the purpose of statements and wording choices.

Critical Feedback

• Receiving input on pitch performance.

• Example pitch recap:

  • “Hi, I’m Jacqueline. I help local businesses with employee benefits. Can I speak to [Decision-Maker]?”

  • Feedback on presentation style and urgency in conversation.

Closing Remarks

• Responsibility of the salesperson to direct the conversation effectively and own the interaction.

• Recognizing that comfort comes from practice and that discomfort is part of the learning curve.

• Reinforcing the mindset of a business adviser rather than just a benefits consultant.