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The document outlines a sales coaching presentation to a potential client, describing how the company helps sales teams exceed targets through customized workshops. The presentation focuses on scheduling a workshop and customization call to address any gaps hindering the client's sales success. The goal is to leave the client with scheduled workshop and call dates to move the partnership forward.

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Carloseduardo Santosamorim
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101 views3 pages

Script

The document outlines a sales coaching presentation to a potential client, describing how the company helps sales teams exceed targets through customized workshops. The presentation focuses on scheduling a workshop and customization call to address any gaps hindering the client's sales success. The goal is to leave the client with scheduled workshop and call dates to move the partnership forward.

Uploaded by

Carloseduardo Santosamorim
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
You are on page 1/ 3

OPENING

Hi is this NAME? Hi NAME, this is just David.


I’m wondering if you could help me out for a moment!  😊
I’m not quite sure you could yet…
I’m just calling to see if possibly you’d be open to looking at any hidden gaps in your
sales process that could be causing your team to lose sales they could have gotten.

{yes / well what is this about / etc}


I work with Southwestern Coaching.
What we do is, you know how lot of sales teams are sometimes inconsistently hitting
sales targets, not getting enough referrals, or working reactively?

Well what we do is help companies like that by coaching their salespeople so they can
get back control of their day, get a whole lot more referrals, and exceed their sales
targets.

[Conversation to uncover the 9 clarities here (I’ve not scripted that part, just having a
conversation).]

PRESENTATION:
Based on what you’ve told me, a compilatory customized workshop for your team
might work for you.

Because you know how you said {Logical Problem} and because of that it’s making
you feel {Emotional Problem}, well that’s exactly what we’ll cover in the workshop.

These workshops are the way we get the word out about what we do, and we craft
them with you your team on topics you’d like them to hear or have reinforced.

For example {Fill in relevant names/companies}:


• XXXXX at XXX really wanted us to focus on time management
• Reactive. Not proactively planning time or prospecting
• Working hard / not right things
• Focused on Time Management
• XXXXX with XXX wanted us in
• A mix of salespeople, including veterans.
• Been doing internal training.
• Wanted to reinforce message
• Fire up with some good old-fashioned sales training on prospecting
more, asking more consistently for the business and getting a whole lot
more referrals.

And what that means for you is {Logical problem solution}


Which will allow you to {Emotional solution}
Does that feel as if it might be what you’re looking for?
OK, but why though?

So how does that look to you so far?


Is there anything else you would like to address with me at this point?

With your permission what I’d like to suggest is that we look at our calendars and
schedule a date to do the workshop for your team, as well as a time for you and I to dig
in and customize the topics so it fits your team and we can really put together a rock
the house workshop that has your fingerprints all over it.

Do you feel that could work for you?


Great. I really don’t have anything else to go over with you. It looks like we’ve covered
what you were looking for so really the next step is to look at our calendars.

Are you holding regularly scheduled meetings with the team, or pulling them together
as needed?
Regularly: OK and when do you run those? How about the one on…?
As Needed: About how much notice do you need to give them? Is there a day of
the week that works best?

Okay. So (date and time), does that definitely work for you?
NO – Go to OBJECTIONS

What is your email address? And your cell number? I am going to shoot you an
Outlook invite for the meeting. Just hit accept, and it will pop into your calendar.

I’m also going to send you a list of topics. Pick out a few of them that strike you as
relevant to your team and email them back to me. Can you send those back to me
by the end of the day? [Listen and have them commit.]

What’s the best address to send you something in the mail?

And while we have our calendars out, if you recall me saying that we customize this
so you can have your fingerprints all over it, so let’s go ahead and schedule a
customization call to discuss the topics and messages you want me to deliver to
your team, so we can really knock this workshop out of the park. I have {suggest
date/time} available time.. Will that work for you?
Great! I will send you an invite for that too. Just make sure to click “Accept” so it
populates in your calendar.

Are you on LinkedIn as well? Okay awesome, I’ll connect with you there as well.
Okay, so you are going to get three things from me – an email with the topics for
you to review, and two invites. Please make sure to accept the invites right away
and read the email and respond to it.

Great! Before I let you go, I always like to ask:


Why is this kind of thing— training, coaching, development—important for your team
now?

Awesome. You’re exactly the type of leader I love working with. I look forward to
talking with you on the (date of Customization Call) and meeting you in person!

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