Town
Not Interested
“…, I’m sure you get calls like this all the time, and I’m not trying to be one more annoying sales call but I am calling you for a reason. When I look up (area of practice) in (city/State), I see X, Y & Z but I don’t see you coming up as an option. How long have you had this practice in the area?” FOL and back to need
Purpose of the call
I ask this b/c I help people do a couple of things:
1. manage their business more effectively
2. Grow their practice through more visibility
How many noses does a slug have?
4
This show made its debut in 1989 on Fox Television in the United States. It followed city and state police officers on patrol. What show was it?
How much does this cost?
(Mr. Attorney), I love that you’re a straight shooter and like I said, I know you care about price, but let me put this back into your world, If I called you to hire you for a (area of practice) case right now and asked you how much it would cost, what would you tell me? “Well, it depends, I’d have to look at it EXACTLY (MR. ATTORNEY), that’s the same exact thing with me, everything we do is customized so let me ask you a few more questions, get to know the practice a little bit more and then I’ll be able to customize a solution with you, so like you were telling me, you prefer (area of practice) cases, how many do you have on the calendar on average each week?
What was the name of the coffeehouse in Friends?
Central Perk)
According to Guinness World Records, what's the best-selling book of all time?
The Bible
Who owns Venmo?
PayPal
Send me an email and I'll take a look at it.
“What is that email address?... “What would you like to see in that email?” Unlike a lot of other companies, I don’t have a template email that I send out because our approachis customized to our clients’ needs. So, just like how you would have to go to a job site to estimate materials and size, I’m the same way. o OTF/Set Demo or Circle back to needs
OR
"Listen I can for sure send you an email but at the end of the day the Cuban Missile Crisis wasn't handle over an email but through the phone. What I do is not just help business grow but manage their business more affectively so right now what cases are you focusing on (any open needs questions) (PIVOT)"
In “Star Wars,” who built C-3P0?
Anakin Skywalker
Cillian Murphy plays a 1900s mob boss in Birmingham, England in which streaming series?
Peaky Blinders
QDM and TC
so i have a few more things to go over and then we will get to the price. is there anyone else that should be a part of this call to help you make a decision like a spouse, business partner – or is it just you and me? Ok, so you don’t need to run this by anybody in any way?
Based on everything we've covered so far, what are your thoughts/do you believe this will help solve xyz?
Great so as long as the conversation continues to go this way and we both agree this is a good fit, I’d love to earn your business, is that fair?
What is the primary goal of sales professionals?
Meeting customer needs and closing deals
Who owns the Patent to Google’s original search algorithm?
Stanford University
When did Clemson start their football program?
October 31st 1896
Roughly how many miles per hour does the earth spin?
1000 mph
What is a key factor that contributes to successful cold calling?
Having a clear understanding of the customer’s needs
I've got too much work right now and can'ttake on any more. I’m booked up.
“If a referral called you for a (area of practice), would you be able to take that case on or would you refer it out to another attorney?” Yes “So I just did a search in your area for (area of practice) and I see X, Y & Z popping up. Who has a better shoot at getting that case?” o FOL and back to needs No “Why Not?” “So, how are you tracking your current leads coming in?” o Back to needs
Which popular condiment was once sold as a medicinal cure for diarrhea?
Ketchup
Creat Urgency/Restate Purpose
As I mentioned before, that's exactly what I help my guys with. So, if having more visibility in the leads you are getting could help you (insert pain), when would you want to make a change?
How can sales professionals build trust with potential customers in the sales process?
By actively listening to the customer’s needs and providing solutions
In what year was the first ever flat-screen TV released?
1997
What was the most watched show on Netflix in 2021?
Squid Game
LTP
1. Do you have any other questions or concerns outside of price?
2. As far as our process goes, do you see how I’m different from (source)?
3. Are you confident this solution will help put you on the right track to (needs)?
4. Cool so that being said, I’ve got my recommendation(s) for you. As long as price works are we good to move
forward now?
What is the name of Winston’s cat on New Girl?
Ferguson