Hey Connor I’ve been following you for a while now and just wanted to say how much I appreciate your videos! Just wanted to ask out of curiosity. So, I know in the past you’ve used the line “ We’ll be the main point of contact going forward.” That pitch has worked wonders for me. Specifically calling HR people. Have you just had a better success rate with this new revised pitch? Or is there another reason as to why you’ve stopped using that line?
I still love that line haha. I've found that line can confuse some people watching on TH-cam though. So I try and share different variations of the framework and let people use what feels comfortable for them.
Thanks for the video Connor. Oracle Alum myself. I’m in a more transactional environment selling business mobility solutions. I’d have issues coming up with the who and why because it’s not that complicated or we’re not solving anything too major. Any suggestions?
Hi Connor, how do you recommend I tweak the who part of the script if I’m reaching out to small business owners/managers rather than VPs and Finance managers etc?
@@Connor-Murray my company offers payment processing - so till systems and card terminals. I’d say our main selling point is that we offer lower fees than most competitors. This doesn’t seem to interest people because we are unable to integrate our terminals with their current till system and not many people want to buy an entirely new till system.
Hi Connor had a quick Q. If you used the advanced value statement and they object and say they have someone else for that use case, do you only try acknowledge and reaffirm once. Basically asking, with the advanced version do you only try get one no before going into targeted Qs?
Good question. I still try to give myself two 'shots on net' before pivoting to the targeted Q's if possible. I'd attempt to gloss over the objection and tell them I was reaching out more for just an introduction anyway and go for the meeting (fully anticipating them to reiterate they already use a competitor). When they do, that's when I respond more directly that we work with customers of X competitor all the time .. etc. Then targeted Q's if it's still a no. I always try and give myself as many of these shots on net as I can get.
You work at Oracle. How do the SDR Managers there feel about your approach? I think many sales teams try to uncover as much pain as possible over cold calls.
I understand the question. The goal isn’t to deliver the value statement and then run away from phone. You should still uncover pain. It rarely leads directly to a meeting without some back and forth. But now you are doing so from a much stronger frame after taking control and answering these 3 questions. I was tasked with training 300+ reps on this approach because it was working so well for my organization.
@@Connor-Murray I like your style. I only asked out of curiosity. Some people are stuck in there ways and I don’t know how the SDR Managers at your company (Oracle) are. Unless they’re external hires, you probably trained the SDR Managers anyway, when they were SDRs lol.
Yes, I’ve seen this technique work across many different industries & verticals. You simply need to communicate what priorities/challenges you solve, and how you solve them.
What if we're calling from a large company where our product is the industry leader, and most prospects should already know who we are? Should we still go through the why, and reiterate the value prop?
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this video is worth a million dollars to the person who is willing to implement it
Appreciate that 🤝
Hey Connor I’ve been following you for a while now and just wanted to say how much I appreciate your videos! Just wanted to ask out of curiosity. So, I know in the past you’ve used the line “ We’ll be the main point of contact going forward.”
That pitch has worked wonders for me. Specifically calling HR people. Have you just had a better success rate with this new revised pitch? Or is there another reason as to why you’ve stopped using that line?
I still love that line haha. I've found that line can confuse some people watching on TH-cam though. So I try and share different variations of the framework and let people use what feels comfortable for them.
Love it - sometimes Why, Who, What works better for me as opposed to Who, Why, What
I like that as well
Thanks for the video Connor. Oracle Alum myself. I’m in a more transactional environment selling business mobility solutions. I’d have issues coming up with the who and why because it’s not that complicated or we’re not solving anything too major. Any suggestions?
I think you can still lean on a compelling "Why" by highlighting the impact of your solution on their overall business efficiency.
Hi Connor, how do you recommend I tweak the who part of the script if I’m reaching out to small business owners/managers rather than VPs and Finance managers etc?
What priorities/challenges do they care about relative to what you sell?
@@Connor-Murray my company offers payment processing - so till systems and card terminals.
I’d say our main selling point is that we offer lower fees than most competitors. This doesn’t seem to interest people because we are unable to integrate our terminals with their current till system and not many people want to buy an entirely new till system.
Hi Connor had a quick Q. If you used the advanced value statement and they object and say they have someone else for that use case, do you only try acknowledge and reaffirm once. Basically asking, with the advanced version do you only try get one no before going into targeted Qs?
Good question. I still try to give myself two 'shots on net' before pivoting to the targeted Q's if possible.
I'd attempt to gloss over the objection and tell them I was reaching out more for just an introduction anyway and go for the meeting (fully anticipating them to reiterate they already use a competitor). When they do, that's when I respond more directly that we work with customers of X competitor all the time .. etc.
Then targeted Q's if it's still a no. I always try and give myself as many of these shots on net as I can get.
You work at Oracle. How do the SDR Managers there feel about your approach?
I think many sales teams try to uncover as much pain as possible over cold calls.
plus one
I understand the question. The goal isn’t to deliver the value statement and then run away from phone. You should still uncover pain. It rarely leads directly to a meeting without some back and forth. But now you are doing so from a much stronger frame after taking control and answering these 3 questions.
I was tasked with training 300+ reps on this approach because it was working so well for my organization.
@@Connor-Murray I like your style. I only asked out of curiosity. Some people are stuck in there ways and I don’t know how the SDR Managers at your company (Oracle) are. Unless they’re external hires, you probably trained the SDR Managers anyway, when they were SDRs lol.
Trust me I know how stuck in their ways many managers/sales trainers are haha. That’s half the reason I got on here
Connor I have a question can it work on a company that develops software and how can I tweak the scrip if yes .Thank you !!
Yes, I’ve seen this technique work across many different industries & verticals. You simply need to communicate what priorities/challenges you solve, and how you solve them.
What if we're calling from a large company where our product is the industry leader, and most prospects should already know who we are? Should we still go through the why, and reiterate the value prop?
Yes absolutely