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Corporate invoice template for Sales

all right so welcome guys as you can tell by the title of this video uh today I'm going to go over how to book any B2B sales meeting this is not specific to any industry uh I'm going to kind of go into the fundamentals and my Universal script here I'm going to use examples of it Roofing solar janitorial software but again this will work no matter what your B2B offer is so who am I uh for those of you who don't know my name is John bmer I currently work with with five different it clients across the country pretty much just doing uh sales forum and Consulting as well by agency uh we work for several B2B companies again just helping them with their whole sales process and Consulting helping them close more deals so why listen to me I have a ton of hands-on experience doing this uh making cold calls some days making 150 and what I'm going to go over this is is my developed uh proven process uh that helps me book meetings with sea level Executives uh this has been working for a while now just this past month I booked 32 meetings in just 30 days so let's get into it so for every sales call you'll ever be on this is the framework it's going to be these five steps so you're going to start with the intro then you're going to go into the pitch you're going to handle their objections you're going to have your ask and then you're going to book the meeting so the intro just a greeting the pitch is hey this is how I'm going to provide value most of the time there's going to be an objection very rarely do you just get someone to agree with you and you book them it does happen but very rarely then you got to have your ask the whole reason you're calling you're asking for some of their time and then straightforward booking the meeting so so here's what that looks like um with the script so this again will work for any industry I have it set up so you can kind of plug and play different things here uh to make it work so to start with the intro uh we can pretend the prospects name is Alex so hey Alex this is John bzar how's it going he's going to say something like oh I'm doing well how you doing and I'd say hey uh for a Thursday I'm not doing bad uh I appreciate you asking make sure you say something Ong these lines uh makes the prospect think you care a little bit more so to speak um and it's not just good and jump into the pitch it's going to sound more conversational less salesy it's going to put them Less on edge so after the intro you're going to get into your pitch so here it's just going to be hey I have a whatever it company roofing company uh here in Dallas here in wherever you're calling and I like to say I have a because it kind of gives us illusion that it's my company I own the company I mean you might own the company but even if you're just a sales rep or somebody calling for another company it gives this illusion of authority and so hey I have an IT company here in Dallas we work with law firms in the area similar to yours you can add in something like for the past 15 years or however long you guys have been doing it we specialize in the service we specialize in cyber security and then you go into I just wanted to see if you'd be open to a second opinion uh if we could get a quote in your hands simple as that just very straightforward just wanted to see because most these companies are going to have it or some sort of roofing vendor resource in place so hey just wanted to see if we can get you over a second opinion if we could get some numbers in your hand simple as that and then if they agree with you again doesn't happen often but you'll go straight into the ask so hey when would you have 20 30 minutes here in the next couple of weeks most of the time they're going to object uh I'll go into that um down below but here I'm going to go into kind of industry specific plugins um I'll go over it just to kind of give you a better example of the pitch I'm only I'm going to go over it um you can check out the rest pause the video read over them if you want um but here for it the service offering cyber security IT services manage services whatever you were doing and and then the value ad like I said earlier we give you a second opinion for IT services if you'd be open to a quote so again running through that the whole thing just be hey Alex this is John bzar how's it going I'm doing well I appreciate you asking so hey Alex I have an IT firm here in Dallas uh we work with law firms here in the area we have been for the past 20 years uh we specializing cyber security just wanted to see if you'd be open to a second opinion if I can get some numbers in your hands here in the next couple of weeks wait to see what they say Alex agrees yeah when would you have 20 30 minutes here to connect you can ask if the swing by uh for roofing solar that's normally going to be the case both for it you can just do a screen share hey when would you have 20 30 minutes for a zoom call teams whatever you are doing then boom but most of the time they're going to object and I'll get into that next again here are the other plugins for other Industries and again you can adapt this to whatever you calling for whatever your B2B offer is these are just kind of examples uh to help you craft your own offer if this is not what you're doing all right so here is the objection framework you're going to acknowledge or acknowledge their objection that's going to be like I understand or I'll get into a blow second you're going to reframe your pitch and then three you're going to circle back to the ask because again that's the whole reason you're calling to see if you can get some time on their calendar so what does that look like so for my experience there's going to be three main common objections you're going to get something along the lines of this they're going to say oh we actually have that in house or we do that in house we have a guy we actually Outsource that we currently have a vendor we're under contract whatever or three they're just going to straight up tell you hey we're not interested appreciate you calling whatever and so the way you handle these uh like I said above with that framework is going to be very similar so if they say hey I have an in-house team whatever you're going to acknowledge that hey that's exactly why I was calling you kind of give them the illusion of you already knew that and kind of gives you this Frame of authority it just works so hey that's why I was calling you're going to reframe the pitch hey we're not looking to replace anybody uh just here to offer extra support even if it's just recommendations and then the ask Circle back to that so hey when would you have 20 30 minutes to connect boom then you book it that way hey uh we actually Outsource that we we signed a contract whatever we have a vendor currently acknowledge that oh yeah that's actually why I was calling we'd love to compare our services with how your current vendor or how we stack up with your current vendor however you want to say it compare apples to apples even if we're just a backup option you have numbers in your back pocket they drop the ball whatever then you have to ask so when would you have 20 30 minutes to connect Boom book so when they say uh they're not interested this one's typically a little bit harder um but you're going to follow the same framework you're going to acknowledge be like hey I understand then the next step you're going to determine which of the previous two it is so out of curiosity is that is that because you're happy with your current vendor or you guys managing things in house over there and then once you have or once they answer oh yeah we we have a guy or we yeah we have a vendor whatever once you determine what it actually is and then you're going to circle back through the previous two or one of the previous two um dialogues and then again you're going to reframe Circle back to the ask book it's all it is sales is just a straight line your the ideal conversation is you pitch no objections they agree you have your ask book them that's the straight line objections they're not really roadblocks they're going to be kind of more like deviations from the line and it's your job uh to just guide the conversation back up and through these Frameworks acknowledge reframe ask that's how you're going to guide it back Jordan bord touches a little bit on that straight line method so those are the most common objections and then last these are just some tips um to make your cold colon experience a little bit better go a little bit more smooth you got to it's got to be conversational it sounds counterintuitive but you want to sound like the least like a sales call as possible possible so how do you do this you just you got to pretend like you're talking to a friend like when I call I'm not I don't even say the name of my company uh off the rip because I mean you got to keep in mind these guys you're calling CEOs CFOs cosos whatever directors they're getting these calls every single day every like all the time and everybody's saying hey I'm with XYZ Solutions I'm with so and so company whatever it kind of just goes off in their head oh this is a sales call but if you open up just say hey how's it going whatever and you don't mention the name of the company it kind of it makes it more relaxed or guard comes out a little bit I mean if they ask you can go into who you are it doesn't have to be a secret but I'm just saying your intro that's what I found has worked matching their Pace or tone you whatever the prospect so they'll get on the phone however they are talking you want to match kind of their pace so what do I mean by this so I have a client in Boston I have a client in the middle of nowhere Mississippi the way I call is very different in Boston most of the time hey I'm about to go to a meeting uh be quick whatever and you got you just got to be quick you got to be Snappy get to the point of why you're calling calling in the middle of nowhere Mississippi people are usually more relaxed they'll give you a little bit more time and again you just make it more like a conversation like you're talking to a friend this is very important to match the prospect because if they're talking one way and you're talking another it's just going to create friction and that's what you don't want on a cold call anytime it gets awkward anytime there's silence or it just things aren't driving they're usually going to hang up and that's not what you want next um when you do your ask hey when would you have 20 30 minutes you have to fight the urge to talk so when you ask them that hey women would you have 20 30 minutes sometimes they're going to pull up their calendar sometimes they're gonna be oh give me a second yada yada going through okay sometimes I have had people take up to like a minute and a half to find a day and then they'll throw something out there but you want to fight the urge to say anything like oh I can do this day or do that day just wait for them to talk the more you make them more you talk you kind of make them feel rushed and it's not I've just found it it doesn't work sometimes they'll hang up or be like hey yeah they just kind of get cold feet just have your ask don't say anything wait for them to propose a Time it'll just flow more natural next you got to stay calm because I mean the reality is when you're calling these people you're going to get straight up rejected uh you're going to get objected nearly every call they're going to have some sort of stipulation some sort of objection and you got to be able to just keep your cool and again keep your pace right keep your tone right and you got to position yourself as the expert in whatever you're calling about you can do this through having conviction conviction sends from confidence and confidence that's just going to send or excuse me stem from getting the Reps in and being comfortable with what you're talking about and knowing what you're talking about and that'll I mean people these CEOs CFOs are getting all these calls all the time they'll be able to smell that on you as soon as possible if you if you don't know what you're talking about next make sure to follow up what do I mean by this so if you get on a call somebody's like hey yeah just really not interested we just signed a three-year contract whatever it is or maybe they don't even tell you just hey we're not interested if you can squeeze a question in before they get off the phone this could turn I don't know a a pointless or seemingly pointless call into somewhat into something somewhat productive so if they hey we're not interested just say hey is there a time of year you guys re-evaluate these sort of things I mean sometimes they'll just hang up but sometimes they'll give you the time of day sometimes they be like oh yeah uh in August we usually evaluate our budget and then hey can I call back then then I'll make a note of that I'll call back then and most of the time they're going to be like yeah sure go ahead sounds like a plan and then you have a little bit more intelligence you can put it in your whatever your CRM whatever you're using hey ask me to follow up at this time of year then you can do that and you turn a seemingly pointless call into a potential lead down the road and last thing just practice practice practice practice you got to get the Reps it sales um handling objections it has to become second nature and how do you do this again just reps so yeah that's pretty much it um I boiled it down pretty simple uh again this is just the bare bones of things um but this is the same framework I've used the book over 30 calls in 30 days uh it does work if you can get your practice or if you practice and you get it down pat so yeah my name is John again uh and we'll see you in the next one