Gatekeepers Changing Consumers’ Behaviour in Energy Consumption
Sales: 4 Ways to Get Past Gatekeepers
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Transcript of Sales: 4 Ways to Get Past Gatekeepers
4 WAYSto Get Past Gatekeepers
When you're prospecting,
avoidWhen you're prospecting,
avoidWhen you're prospecting,
duplicitous, insincere,
avoidWhen you're prospecting,
duplicitous, insincere,
unprofessional tactics.
avoidWhen you're prospecting,
duplicitous, insincere,
unprofessional tactics.
THEYDON'TWORK
:(
RESPECT THE GATEKEEPERAim for referral introductionsfrom people your prospects
know and trust.:)
4 KEYSTRATEGIES
Dump the script
1
Scripts sound phony and don't work.
:(
Scripts sound phony and don't work.
:(
They will die in the greatVoicemail Void.
:(
Scripts sound phony and don't work.
:(
They will die in the greatVoicemail Void.
Chance of a return call – Zero.
:(:(
With a referral,you will getan appointment!
The ListThat Counts
2
Bought lists are unqualified.
:(
Bought lists are unqualified.
:(
Basically the same as cold calling.
:(
Bought lists are unqualified.
:(
Basically the same as cold calling.
A list will get you only as far as the gatekeeper.
:(:(
A referral facilitatesa personal introduction!
Stop Cold Calling!
3
Also avoid emails to people who don't know you or expect to hear from you – that's just digital cold calling.
:(
Also avoid emails to people who don't know you or expect to hear from you – that's just digital cold calling.
:(:( Even emails and social media
messages will meet the gatekeeper's Delete button.
Surveys say:Referrals work!
Get Smart
4
Selling by referral shortensthe sales process.
:)
Selling by referral shortensthe sales process.
:)
You arrive pre-sold and trusted.
:)
Selling by referral shortensthe sales process.
:)
You arrive pre-sold and trusted.
Referrals attract new clients 50% of the time.
:):)
No other sales prospecting strategy
can claim these results.
Many thanks to...
Joanne Black@ReferralSales
www.nomorecoldcalling.com
Presentation created by Pipeliner CRM
+1-888-843-6699 Email Us @PipelinerCRM Visit our Website