The Emerson Suite - How to Sell Leadership Coaching: Turning Cold Calls into Hot Prospects with the...

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How To Sell Leadership Coaching:

TURNING COLD CALLS INTO HOT PROSPECTS WITH THE RIGHT CONVERSATIONS

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How To Sell Leadership Coaching:

TURNING COLD CALLS INTO HOT PROSPECTS WITH THE RIGHT CONVERSATIONS

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HOUSEKEEPING

Located at top right corner of

your screen

How to turn a cold call into a warm, friendly conversation

How to ask the right questions to uncover what's really stopping your prospects

How to present your offer

OVERVIEW

10© Reddin Global 2016

DOUG EMERSONGlobal Coach/Consultant

MARY LEGAKIS ENGELCo-creator and Head Coach of

The Emerson Suite

WHO WE ARE

It can be daunting, but making cold

calls is a vital part of the sales

process.

“Effectiveness is a

discipline. And like every

discipline, effectiveness

can be learned and must

be learned.”

Every leader-manager

needs help.

Conflict

Stress

Less Effective Behavior

1.FIND PROSPECTS

Getting over the toughest hurdle

THE KEY STEPS IN MAKING A COLD CALL

Start close

• People you know well

• Then people you know less well

• Then people you don’t know

FINDING PROSPECTS1.

1.FIND PROSPECTS

Getting over the toughest hurdle

2.BE GENUINELY

INTERESTED

• Uncover and identify their needs

• Don’t pitch

Be genuinely interested in the person

• Quickly hook the prospect: your significant work• Center the conversation around them – Listen: “I’d like to hear about you and

see if I can be helpful on this call”• Establish an out: “If I think I can help, I’ll let you know… or I will point you to

any resources I know of”

Don’t pitch! Take the opportunity to identify needs

• Skip the laundry list of all the things you can do• Ask powerful questions• Listen like a coach

Ask about their Job

• How are you being assessed in your job?• How effective do you feel?• What are you focused on next quarter/year?• What are your challenges?• Where does conflict exist in your work?

Ask about their Situation

• What takes up your time?• What is going well?• What is stressing you out?• What frustrates you the most?• How effective is your team?

Ask about Behavior• How are you perceived by your team/manager/colleagues?• How do you want to be perceived?• What feedback have you gotten?

Ask what needs to change

• What do you need?

• What do you want to achieve?

• What has to change for you to be satisfied with your situation?

1.FIND PROSPECTS

Getting over the toughest

hurdle

2.BE GENUINELY

INTERESTED

Uncover and identify their needs. Don’t pitch

3.ASK PERMISSION TO PRESENT SOLUTION

Solve their problem with your solution

Ask permission to present your solution

1. Summarize: Using their words – “Here’s what I’m hearing… what needs to change is…”

2. Establish Credibility: “I’ve helped other leaders like yourself overcome the same challenges”

3. Ask (Corporate): “Could I meet with you next week with a discussion document summarizing our conversation and how I can help you?”

4. Ask (Private Client): “Would you like to know what I think is holding you back?”

5. Tell: Describe the issue(s), link to your specific solution(s)

THE BASIC SKILL SET NEEDED:

Courage to contact people.

Ability to listen and

understand

A friendly, interested demeanor

SALES EFFECTIVENESS IS A DISCIPLINE.

REPETITION - ROUTINE

1.FIND PROSPECTS

Getting over the toughest

hurdle

2.BE GENUINELY

INTERESTED

Uncover and identify their needs. Don’t pitch

3.ASK PERMISSION TO PRESENT SOLUTION

Solve their problem with your solution

Questions?To ask our speakers a question, type your question into the Chat Panel located in the bottom right

portion of the screen.

Thank you for joining us today

@emersonsuitewww.emersonsuite.com

Future questions: askdoug@emersonsuite.com

The Emerson Suite - How to Sell Leadership Coaching: Turning Cold Calls into Hot Prospects with the...

Leadership & Management