What To Look For In A Sales Qualified Opportunity (SQO)
It is not just reaching your ideal profile prospect – it is what comes next. TeleArk’s cold call script is built by one of the nations’ largest and best sales training companies. The script has been tested by more than 300,000 salespeople and it works.
About TeleArk’s Scripts
TeleArk’s script format was developed by the Sandler Sales Institute (http://www.sandler.com).
The Sandler System takes away the guessing, hope and manipulation. The script is not designed to pitch features and benefits. It is designed to put 100% of the focus on the Prospect. It is built to probe for the buyer’s ‘PAIN’ not their needs.
TeleArk’s script approach is a selling process that begins with bonding and rapport and makes the Prospect feel they are in control.
The Sandler Selling System is a non-traditional approach to sales, but the world rejects traditional salespeople so why sound or act like one. It is 180 degrees from traditional feature/benefit selling, and helps people truly differentiate themselves from their competition. This no-nonsense sales technique gets results. Prospects are treated as they want to be treated: as intelligent, thinking individuals; BUT, the prospect NEVER controls the call. The principals and strategies are designed to achieve a fundamental goal and that is to discover – in the Prospect’s world – what realities exist that are significantly below their expectations. This differential has adverse consequences for the company and the Prospect and the TeleArk Client can reduce the Prospect’s pain, the barrier blocks and the frustration that is preventing their personal and organizational growth.
The Prospects don’t feel manipulated because the entire conversation is about them and their world. In a ‘what is in it for me?’ culture this works to TeleArk’s advantage. Prospects make decisions emotionally and justify them intellectually. There are only two buying emotions; 1) Pleasure 2) Pain. Prospects become buyers faster when they need to get rid of pain, rather than to move towards pleasure.
From the scripts TeleArk develops, TeleArk will deliver a Sales Qualified Opportunity (SQO):
- A specific problem identified that has created frustration and/or concerns and/or pressures. (At least 1 Business Problem identified )
- Identify a single contact that recognizes and acknowledges that the issue(s) has placed their realities significantly below expectation
- They are ready and interested in solving these problems.
- They know exactly what is going to take place at the phone meeting.
- They know they need to identify if there is a next step or not, at the end of the meeting.
One of the strongest aspects of this sales process is that the Client’s sale team doesn’t have to go fishing. They merely start the conversation where TeleArk left off. “When Mary set up this meeting for us, she mentioned to me that you were frustrated because <insert what was on the tape recording> is that still an issue.” Your team knows if they have a specific issue what other concerns, pressures and issues that spins off and can build the need and importance for another meeting.
Another step in TeleArk’s process leads to obtaining a SQO is giving a prospect permission to say ‘no', which makes it much easier for them to say ‘yes.’ TeleArk sales associate gets three ‘No’ before it is over. We stroke the prospect constantly – we are all stroke deprived – and it is appreciated. We offer the prospect the opportunity to back out of the appointment at the end of the call, which reduces no shows.
Yes our process/script is radically different but through extensive training TeleArk’s Sales Associates are skilled in the use of this process and consistently exceed our client’s expectations.
To get more comfortable go to http://www.sandler.com/content/show/9033 and read some of the newsletters.