New Cold Calling Fantaical Prospecting

Prospect WIIFM (WHATS IN IT FOR ME)

15 MIN Discovery Meeting

“I’ve helped source many investors in the central florida market reduce time to profitability on new
product launches by AS much as 5 percent. Ian fact Aspen ststems IDEK Saas launch was the fastest ramp
to ROI in the history of the company. With our system they made a 41 percent improvement over their
last launch.” MEH

“I’m helping many investors in Central East Florida with sourcing them real deals in today’s market. Being
an investor yourself I thought we could meet so I can spend time learning about you and your

company/goals to see if what we offer might be a good fit.” YES

Getting Prospects attention “Power Statement” YES

- The prospects issues
(Finding deals in todays competitive market)
- Your offerings that address thee issues
(our in house marketing and aquistions agents who buy the properties deep enough for their to
be enough meat on the bones to keep our partners happy)
- Competitive differentiators
No bidding wars, first come first serve, priced to sell fast, relationship building

Must answer the question “Why do my customers choose to do business me?” This is how you define
why you are truly differ from your competition

“Differentiation gets the attention of your prospect”

PITCHING MEETING IDEA “I’d like 15 minutes of your time because I want to learn more about you and

your company” More likely to do something for us if we give a reason YES

Infer problems based on economic trends or same industry
Hi, Canace, this is Jeb Blount from Sales Gravy. The reason I am calling is to schedule an appointment
with you to show you our new sales onboarding automation software. Many of my clients are frustrated
because it takes too long to get new salespoepl ramped up to full productivity and find that it’s holding
their business growth back. Our software typically cuts onboarding time and costs for new sales reps by
50% and makes it super easy to manage new rep onboarding, giving you the peace of mind that your
new hires will start selling fast. I have 2PM on Thursday open. How about we get together for a short
meeting so I can learn more about you and see whether it makes sense to schedule a demo.

“Hi, JOE, this is Daniel from PropertyForce. The reason I am calling is to schedule a quick meeting with
you to zero in on what you’re looking for in an investment property and get you onboarded as an
investor with us. Many of my clients are frustrated with finding deals in today’s challenging market
because of the amount of competition driving up prices and find that it’s slowing down deal flow. Our
firm typically sells around 1,000 off market properties a year and typically gets investors in their first deal
within 30 days, and makes the entire process super easy relieving you of the typical headache associated
with searching for deals. I have 2:00 PM on Thursday open. I’d like 15 minutes of your time because I
want to learn more about you and your company/investments to see if we would be a good fit for you.

Implied frustrated because its taking to long to get new salespeople up to speed and selling. Not for sure
issue but high probability because most executives experience anxiety when sales people arent selling

To craft message stand in prospects shoes. Use empathy through their eyes

Answer from prospects perspective

-What would cause you stress? When do you feel stress?

-What makes you worry? When do you worry? Why do you worry?

-What creates anxiety? When do you feel anxiety?

-How do you feel when you run out of time for important things?

-How do you feel when you don’t have enough money to accomplish your goals? When does this
happen?

-How do you feel when you don’t have enough resources to accomplish your goals? When does this
happen?

-How do you feel when you don’t have the knowledge to accomplish your goals? When does this
happen?

-How do you feel when you fail to accomplish your goals?

-When do you get overwhelmed, and how does it feel?

-What impacts your peace of mind or sense security?

-How would it feel to have limited options?

-What is causing you o feel frustrated or stuck?

-WHAT MAKES YOU MAD?

-What causes you to feel distrust?

-What causes you fear?

-What causes you anguish?

-How do you feel when ____ happens?

-What might you want to know?

-What unknown would make you worry?

-What information would you fear get to your competitors hands?

-What might a competitor be doing that would make you want to do it, too?

-What information would you believe might give you a winning edge?

-What would cause you to be curious?

-What might be stealing your time, money, or resources?

Analyze your product and service delivery strengths and weaknesses. Review or define your competitive
advantages and the value you bring to the marketplace?

Important question. What would cause your prospect to say, “So what?” to your message

ASSUMING YOU WILL GET WHAT YOU WANT IS A MINDSET OF POSITIVE EXPECTATION THAT MANIFESTS
ITSELF IN YOUR OUTWARD BODY LANGUAGE, VOICE INFLECTION AND TONE, AND THE WORDS YOU USE.
ASSUMPTIVE ASKS HAS A HIGHER SUCCESS RATE, YOULL GET MORE WINS

NONASSUMPTIVE VS ASSUMPTIVE AND CONFIDENT

“Is this a good time?” ------- “The reason I’m calling is..”

“I was a wondering if…?” ------ “Tell me who-how-when-where-what”

“I have the whole day open” ---- “I’m super busy bringing on new partners, but I do have a slot available
at 11:00 AM”

“What do you think” --- “Why don’t we go ahead and get that set up?”
What’s the best time for you?” ---- “I’ll be visiting a client not far from your office on Monday I can pick
you up for lunch”

“I kinda, sorta was wondering if maybe you have time to answer a few questions, if that would be
okay?”--------- “A lot of my customers are telling me that they’re having problems with XYZ. What do you
feel is your biggest challenge?”

“Would this be a good time for you?” --- “How about we meet at 2:00 PM?”

Be assumptive asking what you want makes it easy for a prospect to say yes.

Effective telephone prospecting call – five step framework

1. Get their attention by using their name ‘ Hi, Julie”

2. 2. Identify yourself: “My name is Jeb Blount and I’m with Sales Gravy”
3. Tell them why you’re calling “The reason I’m calling is to set up an appointment with you”
4. Bride give them a BECAUSE. “I just read anrticle online that said your company is going to add
200 new sales positions over the next year. Several companies in your industry are already using
Sales Gravey exclusively for sourcing sale candidates and they are very happy with the results we
are delivering”
5. Ask for what you want, and shut up: “I thought the best place to start is to schedule a short
meeting to learn about your sales recruiting challenges and goals. How about we meet
Wednesday afternoon around 3:00 PM?”

Ex

Hi, --- this is Daniel with PropertyForce. The reason I’m calling is I was comping a property we have in
--- right by your investment property on --- Street and I wanted to learn if you’re still actively
investing. I work with several investors in (area) helping them find off market deals and are very
happy with the returns they get from them. I thought the best place to start is to schedule a short
meeting to learn about your investment challenges and goals to see if we would be a good fit. How
about we meet Thursday afternoon around 2:00 PM?

“Hi Ian this is Jeb Blount with Acme Restaurant supply. The reason I’m calling is I read in the paper
that you are building a restaurant over on the 44 bypass and I want to learn more about your
process for purchasing kitchen equipment. I realize I’m calling a little bit early in the game, however
I’ve found that when we get our design team working with your team before you make critical
decisions about kitchen layout, you’ll have more options and can save a ton of money in construction
costs and future labor with a more efficient streamlined kitchen layout. Can you tell me how you
make those decisions and when the selection process will begin “

Use bridging and messaging frameworks from the “Message Matter” chapter to connect emotionally
with what is important to the prospect, phrases include

-Learn more about you and your business

 -Share some insights that have helped my clients

-Share some best practices that other companies in you industry are using to …

-Gain an understanding of your unique situation

- See how we might fit

-Flexibility

-Options

-Peace of mind

-Save

-Frustrated

-Concerned

-Stressed

-Waste

-Time

-Money

Ex Full frame work

1. “Hi, --- this is Daniel from PropertyForce. The reason I am calling is to schedule a quick meeting
with you to zero in on what you’re looking for in an investment property and get you onboarded
as an investor with us. Many of my clients are frustrated with finding deals in today’s challenging
market because of the amount of competition driving up prices and find that it’s slowing down
deal flow. Our firm typically sells around 1,000 off market properties a year and typically gets
investors in their first deal within 30 days, making the entire process super easy relieving you of
the typical headache associated with searching for deals. I have 2:00 PM on Thursday open. I’d
like 15 minutes of your time because I want to learn more about you and your
company/investments to see if we would be a good fit for you.

2. Hi, --- this is Daniel with PropertyForce. The reason I’m calling is I was comping a property we
have in --- right by your investment property on --- Street and I wanted to learn if you’re still
actively investing. I work with several investors in (area) helping them find off market deals and
are very happy with the returns they get from them. I thought the best place to start is to
 schedule a short meeting to learn about your investment challenges and goals to see if we would
be a good fit. How about we meet Thursday afternoon around 2:00 PM?

3. “Hi, --- this is Daniel from PropertyForce. The reason I’m calling is I was comping a property we
have in --- right by your investment property on --- Street and I wanted to learn if you’re still actively
investing. Many of my clients are frustrated with finding deals in today’s challenging market because of
the amount of competition driving up prices and find that it’s slowing down deal flow. Our firm typically
sells around 1,000 off market properties a year and typically gets investors in their first deal within 30
days, making the entire process super easy relieving you of the typical headache associated with
searching for deals. I have 2:00 PM on Thursday open. I’d like 15 minutes of your time because I want to
learn more about you and your company/investments to see if we would be a good fit for you.

Objections concepts

“I’m busy” --- “I figured you would be” disrupts thought pattern

“Just send me information” --- “Tell me specifically what you’re looking for” calls bluff forces engagement

“I’m not interested” --- “That makes sense most people aren’t the first time I call” (Anchor)

“Most people say they aren’t interested before they see how much they can make from the deals we
offer them. I don’t know if my service will be a good fit for you and your company, but doesn’t it make
sense for us to at least get together for a short meeting to find out?” How about Thursday at 2PM?

AMMUNITION

1,000 props a year

Business 17 years

My region averages 300k a month in revenue you don’t want to see if we could work together?

No bidding wars

100s thousands marketing

Potential tweak and concepts

- Are you opposed to scheduling a quick 15 minute meeting to see if we could be a good fit for
you and your investment/business goals