Scripts and Phrases for the Exploratory Call

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En provenance du cours de HubSpot Academy

Sales Training: Techniques for a Human-Centric Sales Process

62 notes

HubSpot Academy

Sales Training: Techniques for a Human-Centric Sales Process

62 notes

This course will teach you an inbound approach to sales that focuses on being helpful, not salesy. By the end of this course, you'll be able to prospect for new business, qualify for high-quality prospects, book meetings with decision makers, handle buyer's objections, and negotiate and close a deal. By following this process, you'll be able to jumpstart your career in sales with tactical tips and advice to run an effective sales playbook. Free accounts you'll need to go through this course: - HubSpot Academy: https://hubs.ly/H0dM-NY0 - LinkedIn: https://linkedin.com - Gmail: https://google.com/mail/ - About.me: https://about.me/

À partir de la leçon

Qualifying a Prospect Through Conversation

In this module, you're going to learn about the importance of the exploratory call and how that helps you further qualify your prospects through conversation. You'll get scripts and phrases to help you run the call and get the information you need while building a relationship with your prospects. There are further readings to learn about other prospecting tactics, activities for you to complete, and assessments to take.

Meet Jill Fratianne1:12

Preparing for the Call2:43

The Exploratory Call is the New Closing Call4:17

Scripts and Phrases for the Exploratory Call2:27

Follow Up Calls1:39

The Other Side - Personal Branding1:18

Rencontrer les enseignants

Ellen Zehntner
Sales Manager
Sales
Jill Fratianne
Channel Sales Manager
Sales
Robert L. Malta
Senior Inbound Growth Specialist
Sales
Brian Signorelli
Director of Global Sales Partner Program
Sales

In the last section we talked about the importance of empathy and

building a rapport with your prospect.

That's extremely important.

With that being said, it's also important that you get down to business.

Earlier I mentioned the GPCT framework, that stands for Goals, Plans,

Challenges and Timeline.

The GPCT framework will apply no matter what business or industry you're in.

Ask yourself, what are the prospect's goals?

What is the prospect's plan to get there?

As a sales person, you should ask questions and

poke holes in that plan to see how your business fits into it.

What are the prospect's challenges?

What is the prospect's timeline to hit their goals?

This is not the timeline for them to purchase your product.

Each of those questions can have dozens of followup questions right after them.

Here's an example of a line of questioning.

You can start with, what are you currently working on?

What are goals for those projects?

Then ask, why is that a goal?

How do you hope to reach that goal?

What efforts are being made to get there?

Does this conversation we have fit into that plan?

How so? In an ideal world,

when would you like to reach that goal?

The best question to ask is, why?

Because it gets you to learn more about their intentions and

encourages the prospect to elaborate further.

An exploratory call is often successful when

the prospect of speaking over 80% of the time.

With various lines of questioning,

it's really easy to fall off track during a conversation.

So it helps to have the questions in the plan in front of you on a notepad,

or Evernote, or you're around.

If you don't cover all of the GPCT all in one call you can reach out

in that email and say, we had this conversation yesterday.

And it went in a different direction I wasn't planning for

and I forgot to ask a couple questions.

Would you open to another call just so I can get through some questions?

If you build trust with them, of course they'll have another call with you.

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