Recruiter+Sales+Call+Flow+Training

=Recruiter Sales Call Flow Training =

As a recruiter sales caller, your task is to make outbound calls to prospective leads in efforts to sell the Best Agent Business' virtual assistance packages. Unlike other outbound sales callers, your close is complete when you have scheduled your lead to have complete an appointment with Steve Kantor. Although you are not selling the product, your role is much more than an appointment setter. As a recruiter sales caller, you serve as a service agent and a marketer who introduces the Best Agent Business' services to leads. Leads are potential clients that have been identified in a variety of methods, including direct interactions with Steve. Along with addressing the lead's questions and concerns, you are expected to make progressive attempts in scheduling the appointments, as this is a formal and pre-emptive step to the actual sales closing.

**The BAB Sales process consists of 4 steps.**


 * 1) The Introduction
 * 2) The Product Pitch
 * 3) Overcoming Objections
 * 4) The Closing

The Introduction

 * The entire sales process is a swift, streamlined process that should guide the lead gently into the close. The introduction sets the tone of the conversation and generally determines its outcome.
 * The introduction should friendly and professional yet swift and to the point.
 * Though you are not required to read any scripts verbatim, you are required to cover certain points throughout the conversation, beginning with the introduction.
 * The introduction must include:
 * A greeting
 * The Best Agent Business and Billion Dollar Agent name
 * Your name
 * Example:
 * <span style="color: #2c2c49; font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">"Good afternoon, my name is Charmaine Gammons and I'm contacting you from Best Agent Business and Billion Dollar Agent. We are a virtual assistance agency that focuses on assisting quality real estate agents in achieving and maintaining their million dollar sales goals.
 * <span style="color: #2c2c49; font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Although we certainly want our leads to have a good morning or day, we do not want to stop to ask how their days are going or how they are, at least at this point. The slight interruption between your introduction and pitch is enough time for the lead to introduce objections.

<span style="font-family: Georgia,serif; font-size: 14.6667px;">The Product Pitch

 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">The product pitch will vary based on the specifics of the products you are offering.
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">It is important that you familiarize yourself with the product packages and their offerings.
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">At this time, you will only speak on the number of virtual assistant hours that are included in the package, along with its price. You will only address product specific questions with answers that direct the lead back to scheduling a meeting with Steve. At that point, the lead will receive answers that are specific to the lead's business needs. Though the packages are bulked into basic categories, Steve will customize the packages based on the personal agreements which are developed during the scheduled interactions.
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">The pitch should be direct, detailed and straight to the point.
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Example:
 * <span style="font-family: Georgia,serif; font-size: 14.6667px;">“I’m calling to offer you a no obligation consultation with Steve Kantor, author of Billion Dollar Agent. Over 90% of the agents who book a consultation with Steve Kantor walk away with a number of profitable ideas they can use immediately to improve their business even if they don’t become a client of ours. This no obligation consultation would only take 30 minutes of your time. When do you have some open time on your calendar to speak with Steve?”
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Assume the sale. Never ask the lead if they are interested in the package. This is an open door for objection. Assume that they are interested but still expect the first objection.

<span style="font-family: Georgia,serif; font-size: 14.6667px;">Overcoming Objections

 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">In order to overcome objections, you must:
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Understand why the lead is objecting
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Identify the services the lead requires
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Highlight the benefits the our business can provide the lead
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Overcoming Objections Example #1:
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">For cost objections:
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">"I understand that cost can be a consideration. However, our 5 hours of professional lead generation can result in thousands of dollars in sales. It's a small cost for such a great return and no additional obligations are required."
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Recruiter sales callers are required to make **three** (3) closing attempts before ending the sales attempt.
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Overcoming Objections Example #2:
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">For continued cost objections:
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">"Taking on additional overhead expenses can be concerning and Best Agent Business strives to assist our clients in surpassing those challenges. Therefore, I'll provide the LG99 package to you free today. This free offering comes with a no obligation consultation with our company's owner and president, Steve Kantor, author of Billion Dollar Agent. 9 0% of the agents who book a consultation with Mr. Kantor walk away with a number of profitable ideas that they can immediately use to improve their businesses and increase their revenue. This 30-minute consultation is free, along with the package, and comes to you with no obligation. What day and time can I schedule your consultation?"
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">If the customer provides a third objection, you can then close the conversation. To close an incomplete sales call, you must advise the lead that you will follow up with them at a later date and thank them kindly for their time with you today.

<span style="font-family: Georgia,serif; font-size: 14.6667px;">Scheduling a Call
<span style="font-family: Georgia,serif; font-size: 14.6667px;">http://lifebushido.wikispaces.com/BAB+Sales+Appointment+with+Steve+Instructions
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">In order for you to get proper credit for your scheduled appointment, you must schedule the lead properly into Steve's Online Appointment Scheduler.
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">To schedule the appointment, visit:
 * <span style="font-family: Georgia,serif;"><span style="font-family: Georgia,serif;">Leads for Best Agent Business: [| http://www.bestagentbusiness.com/schedule_a_call.html]
 * <span style="font-family: Georgia,serif;">Leads for Lifebushido: []
 * <span style="font-family: Georgia,serif;"><span style="font-family: Georgia,serif;">Group Call with Leads: Best Agent Business Introduction Call - group calls of 3-6 leads on Wed/Thu 11:00-11:30am ET: [| http://www.appointmentquest.com/provider/2070055427?schedule=introtobestagentbusiness]
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Complete the scheduling process while the lead is on the line. Correlate times that are convenient for the lead and available in Steve's schedule. Be sure to make adjustments for time zone differences.
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">You must enter **all** of the following information in order to obtain credit for the appointment:
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Lead's First and Last Name
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Business Name
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Daytime Phone Number - Number in which the lead wants to be contacted by Steve
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Email Address
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Number of years the lead has been in the real estate industry
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Number of closed transactions in 2010 - 2011
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Total sales volume in 2010 - 2011
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Reason for scheduling the appointment
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Does the lead have a paperback copy of Billion Dollar Agent
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Top 3 Business Needs to Discuss
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Who scheduled the call - Scheduled by Client Services
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">How Steve is to contact the lead
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Dial Direct - Scheduled by "Caller Name" - or -
 * <span style="font-family: Georgia,serif; font-size: 14.6667px; vertical-align: middle;">Conference Call - Scheduled by "Caller Name"


 * **Navigation Menu** ||
 * * Back to the Recruiter Sales Homepage
 * Back to the Recruiter Sales Management Microventure Page
 * Back to the BAB Sales Team Page
 * Back to the Team Kaizen Page ||