Methodology
The three components of a lead-in
Permission to Continue, Confirmation of Responsibilities, Pre-Call Research (PCR)
Ex-Significant Other
Starting a conversation with an admin/executive assistant
Introduce yourself and company. "I know X is busy so I was hoping you could help me and point me in the right direction..."
Definition of "Connect, No Convo"
Prospect either immediately hangs up after intro or hangs up shortly there after
Optimal number of words in an email
50-125 words
The purpose of using pre-call research
Breaks prospect out of System 1 and into System 2
"Interesting you say that. CLIENT was founded on the principle that other teams were STRUGGLING/LOOKING TO ACCOMPLISH..."
Business Model
Reason we start switchboard conversations with "calling to confirm the spelling"
Open up directory
What is "Mirroring"?
When you adjust your volume, pitch, tone, and pace to match the prospect's.
Two ways of handling a call back
Close office door *mute phone*, search prospect in SFDC, either GFT immediately or provide brief context then GFT
Provide four approaches from the Objection Handling Tool Kit
Value of Meeting, Title/Ego Stroke, Peers Process, Leveling with Prospect, 2nd Vendor Option, Let's Make a Deal
List off all eight Flavors of Pitch
Use Case/Customer Story, Cut Them Off at the Pass, Business Model, Unintended Consequence, New Initiative, Pedigree, Ex-Significant Other, PT Barnum
Voicemail Hack for Cisco
*#4 or *##4
Three sources of PCR
SFDC, LinkedIn, Sales Intelligence Tools, Company Websites, Press Releases, Convos with others in same org
Three sources for a Common Challenge
Industry articles, job descriptions, conversations with similar execs, thought leaders, events & summits, talk to your client, other Vorsighters who have been on similar clients
In order, list off the steps of Verbal Judo
Listen, Empathize & Repeat, Client Voice, Tool Kit
Unintended Consequence
Information an admin will have that a switchboard may not
new initiatives, executive webinars/events on calendar, area of specialty, knowledge of tech/process
State the complete Call Game Plan from start to finish.
Lead-In (Permission + Confirmation + PCR), Common Challenge, Effective Questions, WWE, GFT, OT Questions
Three examples of client voice
"Other TITLES...", "Your peers tell me...", "What you're telling me is not unfamiliar. Other execs say..."
State the four standard questions you ask during the meeting logistics part of the call (not OT questions)
Best number? Best email? Others on call? Mobile number?
"It's hard to explain because it's hard to believe, so let's show you how..."
Four reasons why Direct Lines are so important
Different Caller ID, Avoid Admins, No Dial by Name After Hours, Speed & Efficiency
Four types of Other Helpful People
Random Employee, IT Help Desk, Alternate Office Location, Security Guard, Mail Room, Sales Line, Accounts Receivable/Payable
The three things TOFU objections actually mean
I'm not listening, I'm confused, I don't see the value