Newbie to sales - need help

Hi guys and girls

I've had a look around the site and found a few tips but could do with some more help.

Basically I am completely new to sales. I've bought a company the purpose of which is to sell online advertising to businesses in the leisure and entertainment sector. Brave move when i'm not a sales man I know, but it's done.

I was given some basic sales training and a sample script for cold calling telesales which is based on the old features and benefits method. After doing some self learning/researching online I thought I had discovered some problems with this. I have since reworked the script a few times and now actually reworked the sales method as well.

The people that answer the call usually say I need to speak to the manager. The managers that I have managed to get through all of the information with all then said they need to pass the info on to the owner because they are just the manager or whatever and can't make the decision.

I wonder if I posted some of the scripts (the original, my rework and the new method version) whether some of you could help me out. Let me know if any of them are any good, give recommendations or even write a new script?

The business basically gets their own page on our site with 4 pictures, full description, address and contact details, enquiry form (commission free), link to their site, link to a location map, featured on front page for one week, their offers added to our email newsletter and displayed on site, their own login to update the display, be listed in multiple categories for single price.

Plus we have paid to offset more CO2 than the hosting of our site produces and we will plant a tree for every new advert.

We feel the green issue could be quite important in the current times and have decided to lead with that to spark interest.

I realise this is a long post and may be a lot to ask of people to rework or rewrite the script. I am very grateful for any help.

Thanks alot


Wayne

Wayne, first off....and please don't take this the wrong way or get offended...and if I am wrong, I am sorry - don't pitch the members of the forum. If you post what your pitch is, make the statement that "this is what I say". Otherwise, it comes off as a pitch.

Be detailed in your product if you want members to help you with your scripts. I think it is safe to say that you can post your scripts and members will jump in with thier opinions - it is what this forum is about - a group of like minded individuals who celebrate the art of sales.

I just - in fact, 11 hours ago, heard a speaker talk about Green advertising - ride it when it is here, but realize that hot buttons are not hot for long periods.

So, just post your scripts and get opinions.

Ed

Hi Ed

Thanks for the reply.

I wasn't pitching at the forum, sorry if it came across that way. I was just trying to give some information about the "product" so that it might help with ideas.

In answer to your comments/questions.

No it's not network marketing.

The sales training and script was supplied by the company we bought the business from. The business was a start up business, including the website and training etc.

This is going to be another long post.

This is basically the original script.

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Me: Hello, I wonder if you could help me, my name is ......... from .......We would like to use ....... - do you know who I will need to speak to?


Them: You need to speak to ....... or you can speak to me.

Me: Hi Mr/Mrs .......... my name is ....... from *us* The reason I am calling is we want to find out if we could use *their company* in *this month?*



Pause and wait for response……..



Me: Well you have probably heard of *us*, it’s the comprehensive guide for leisure and entertainment in the U.K. and World Wide. There’s a huge launch of the web site this month and we are using a selection of the best restaurants/clubs/pubs/hotels/theatres etc to feature in the guide



Because The *their company* *something specific about the venue* in *the location of the venue*, we would like to make it more accessible to residents of the U.K. and visitors from abroad in order to get you more reservations/bookings.

Well this is what is happening….*go to next paragraph or describe a feature and ask an open question leading them in to the benefit*


If you are near your computer screen right now would be a good time to sit down and log on in order that I can show you the guide while we are talking.


Each business will own a space on the guide of which they are fully in control. It will contain a display which will feature full colour photographs and/or logos and unlimited space for the description and details of the facilities and services of the business, contact details, and a hyperlink to your own website if you have got onewhich will increase the traffic to your own website by between 30% and 200%.


Your display will run for a full year and you will be able to display special offers to attract additional business in our promotional category at no cost. We give you top internet representation right from the moment you log on to place your display.

Close with one of the closing questions



Examples - It sounds to me like you've already decided to go with this. Am I right?



We can have this operational this afternoon. What do you suggest we do?


Pause wait for response ……… there will usually be a question about cost


Me: Well, just to get that out of the way there is no major cost involved with this. You will receive all the benefits and features of the guide, and as far as money is concerned all *us* asks is that each business featured, cover its cost of registration as usual, which is £xxx.xx, and that’s it for the whole year there are no other costs whatsoever. That price is a special introductory price limited to the launch period.



Its simply we have you on our files and wanted to know if we could use the *their company* as one of our representatives on the guide.

Pause and wait for response…..


Okay that’s great. What I will do now then is fax you across a confirmation order. If you could sign this and fax it straight back I can book the space on the guide for The *their company* Thank you for joining *us* and for putting this in our hands. Please get in touch any time you would like help or advice about any aspect of using the guide to your best advantage. Goodbye for now.

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This is one of the latest versions that has been reworked quite a few times. Not strictly a script but the idea is to make the conversation more natural. The process would be to follow from one section to the next asking questions from each section then explaining what we can do relating to that section.

I have now also removed the responses at the end of each section and just put down some keywords so that I dont forget anything and explain the feature to them in a more natural way to stop it sounding so "scripted". Do you think it is better to do that or use scripted responses?

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Me: Maybe you can help me out for a second, my name is ______ from *us*

We would like to feature *name of business* in our guide to the best nights out in *town* – could you tell me who I need to speak to about that please?

Manager comes to phone or get their name to call back.



Me: Repeat the above then - I would be interested to know whether you would like to be able to reduce your carbon footprint whilst promoting your business in a green and effective way?

If they are interested ask some of the questions below and answer any response naturally. Then respond and move to next section.


Environmental Issues
Questions
-Are you concerned about the current environmental issues we are hearing about every day?


-Do you think that demonstrating to your customers that your business is concerned about the environment would be a good thing?


-Would you like to be able to demonstrate to your customers that you are taking steps to offset the impact of your business on the environment?


-With the current media attention and general public opinion on global warming and environmental issues do you think it would be a good thing to be seen to be doing something about reducing your carbon footprint?

Me: I believe we have a solution that could help you with this.

Me: *Us* is a “Carbon Negative” website. What we mean by carbon negative is that we have offset more CO2 than is actually produced by hosting our website.
Plus for every new display taken out we will plant a tree which means that you can help reduce your own carbon footprint whilst attracting more customers. You can also use this information to promote your business further by informing your existing customers that you have taken these steps.

More Business
Questions
-Can I ask where you currently get most of your business from?
-
Where do you currently advertise your business?


-How many more customers could your business handle per month?


-If people are visiting your area, or are new to the area, how can they find out about you?

Website Questions
-Do you have your own website?


-How can people find your website? Do they have to know the name or address?


-If more people had access to your website do you believe that would drive more business?


-Would you like to increase the amount of traffic your website receives?


*Us* is a high ranking online guide which has a highly targeted audience and can therefore generate extra business for you. We are found on all the major search engines for popular search terms when people are looking for a night out. A display on *Us* also includes a link to your own website which can also increase traffic to your own site.

Full Contact Details
Questions
-Other than finding your website, how do prospective customers find your contact details?


-If people had alternative ways to contact you, and it was therefore easier for them (i.e. email or fax rather than just a phone number) do you think this would be better for your customers?


-If it was easier to find your contact details do you believe that would drive more business?


-Is it possible that sometimes you might lose business because people can’t contact you? Engaged/ too busy to answer phone.


-Do you think it would assist your prospective customers if they could use an alternative method of contacting you i.e. send you an email or fax?

Me: A display on *Us* includes ALL of your contact details, phone number, fax number, and an enquiry form which enables customers to send enquiries straight through to your email address directly from your display. This makes it very easy for customers to contact you in any way they choose which means you are more likely to receive their business.

Photos and Map
Questions
-On occasions, do people with reservations turn up late?


-Does this cause you any problems?


-Are these new customers?


-Could it be that they are having some difficulty finding you or recognizing the building the first time?


-What percentage of your custom is new, what percentage is repeat?


-Do you believe that full colour advertising is more effective than mono advertising?


-Do you think that the overall appearance of an advert affects the amount of business it generates?


-Would it be beneficial to your customers to see chosen images of your premises?

Me: A display on *Us* includes up to four photos of your choice and also a link to a map showing your location based on the postcode taken from your display. We always recommend that you show a picture of the outside of your building which along with the map link makes it much easier for any new customers to find you.

Commission Free Enquiries
Questions
-Are you able to accept bookings / reservations online?


-Is there a cost involved in doing that?


-Do you pay per booking or reservation?


-Would it be beneficial to you if you could accept reservations / bookings online free of charge?

The enquiry form on your *Us* display is completely commission free for the whole year no matter how many enquiries you receive. This means that you could redirect the budget that you are spending on commissions to other areas of your business.

Unlimited Text/Space
Questions
-Do you believe that most traditional forms of advertising limit the amount of information you can include? Because you usually have to pay based on the size of the advert.


-Is your advertising media limiting the amount of information you can make available to customers?


-Is that because you are paying by the word / minute / size of space etc?


-Do you think that it would be beneficial for you to communicate all of the features of your business at no additional time or cost?


-Do you think that making more information about yourself available to more people could increase the amount of business you receive?

Me:A display on *Us* includes an unlimited amount of text space for you to describe your business. This means that you don’t have to miss out any details at all. The more information that is available to people the more likely they are to use your business.

You can also be listed under multiple categories for example restaurants and bars which increases your exposure further. Plus every new display is featured on the fronnt page for one week which means you will be one of the first businesses to be seen. You can reserve any week of the year or you can be featured on the front page straight away.

Unlimited Updates 24/7
Questions
-Have you, over the last 6 months, made any changes to the services you offer your customers?


-For example, have you changed your menu?


-Have you run any “special events”?


-Have you added features to your business?


-How did you or how would you make your customers aware of the changes?


-Was that at additional cost to you?


-If you had been able to promote your changes at no additional cost, are there other areas of your business where you could have used that budget to alternative use?


-Would it be advantageous to you if you could let them know of all your offers and changes at any time of the day or night at no additional costs throughout the year?

Me: *Us* gives you your own customer login which enables you to update any aspect of your display at any time from anywhere that has internet access. This means that if you make any changes to your business you can change your display to reflect the changes and make people aware of them at no additional cost.


You also have access to our hot offers section which lists your offers in a separate section of your display and makes them very easy for customers to see. Because customers are more aware of your offers they are more likely to take them up. You can also update these as often and as many times as you like. Hot offers can also be included in our newsletter to subscribed users at no extra charge which brings them to the attention of people without them having to look for them.

Being able to make these changes without extra cost means that you can redirect this budget to other areas of your business.

Close with one of the usual closes

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Sorry about the formatting it seems to have all gone a bit wrong.

Once again thanks for any help with this.

Wayne