S3 Ep24 - Rapport Building and Value Delivery with James Buckley from Sell Better

Today's episode of Hopp on Calls welcomes James Buckley. James is a dedicated professional in the field of sales, known for hosting shows as well as public and private events with Sell Better. He is focused on creating content that enhances the sales profession, with the goal to empower salespeople worldwide in order to help them excel and exceed their quotas. With a community of thousands of members, James and his team provide valuable insights and tactics to help sales reps navigate challenges and bring their sales game to the next level. 

 In this episode of Hopp on Calls, James and Kevin explore different approaches to cold calling and engaging with leads. James shifts his focus from sales leaders to demand professionals, adopting a unique technique called "the survey script" for his calls. Kevin, on the other hand, continues to engage with sales personas. Kevin's first call leads to an unexpected but engaging conversation with someone on maternity leave. He takes the opportunity to build rapport by discussing their shared experiences as parents and plans to follow up in two months. James, in his first call, delves into questions about lead scoring, lead follow-up, and the focus of the sales team. He successfully sets up a follow-up meeting using the survey script technique. Kevin's second call takes an empathetic turn when he discovers that the lead has been laid off. He offers to connect on LinkedIn and provide value beyond his services by connecting the prospect to potential employers.

James suggests using social media, like LinkedIn, to follow up with unresponsive leads, while Kevin believes in persistently following up with cold calls. The conversation also touches on the importance of tonality and adaptability in cold calling. Kevin mentions an SDR with a flat tone but excellent personal alignment, highlighting the importance of understanding the target audience. 

James: "We have something new to offer for demand individuals. I am going to be calling a marketing persona, it is going to be primarily demand folks. The whole idea is going to be that I am going to try a new technique that I learned from Ryan Perris, and he talked to me about the survey script. The idea is that I am going to call demand folks and open up by asking if they have a moment for a quick survey. I will ask them a few questions that lead them down a path where we talk about what we are doing and why we are doing it. I will then attempt to set up a call with our sponsorship director for the next week or the week after, and I am using this language so that they feel no pressure for a follow up call during the next few days." 

Timestamps: 
[00:03:15] Introduction to the survey script technique. 
[00:10:24] The survey script technique in action. 
[00:17:45] Providing value beyond the close. 
[00:23:08] Handling soft brush-offs. 
[00:29:30] How to keep engaging leads that are unresponsive to cold calls. 
[00:36:05] Every buyer has an ideal seller. 
[00:41:15] Calling before and after hours. 
[00:44:50] Remain prepared to be called back. 
[00:50:58] The importance of local presence. 

Connect and learn more about James: LinkedIn: https://www.linkedin.com/in/jamessaywhatsalesbuckley/ 

|Connect with Kevin: Kevin Hopp: https://www.linkedin.com/in/khopp/ 

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