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10 Sales Tips for How to Sell More by Selling Less

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10 Sales Tips for How to Sell More by Selling Less

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With most things in life, if you try harder you will increase your odds of success. It does not work that way in sales.

Yes, more activity and effort helps but if people are not buying what you are selling, try to sell “harder” only stands to push people away.

We actually believe that if you decrease how “hard” you try to sell (sell LESS), people will actually by MORE from you and we will explain how that can be in these webinar slides for 10 Ways to Sell More by Selling Less

With most things in life, if you try harder you will increase your odds of success. It does not work that way in sales.

Yes, more activity and effort helps but if people are not buying what you are selling, try to sell “harder” only stands to push people away.

We actually believe that if you decrease how “hard” you try to sell (sell LESS), people will actually by MORE from you and we will explain how that can be in these webinar slides for 10 Ways to Sell More by Selling Less

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10 Sales Tips for How to Sell More by Selling Less

  1. 1. 10 Tips to How to Sell More by Selling Less Michael Halper Founder and CEO SalesScripter
  2. 2. Sell: To try to talk someone into buying something
  3. 3. Some Assumptions
  4. 4. It is Fun Buying Stuff
  5. 5. It is not Fun Being Sold To
  6. 6. It does not feel good to: • Be talked into something • Be tricked in anyway • Be taken advantage of • Be sold something you do not need
  7. 7. Try to avoid sounding like a salesperson that is trying to sell something.
  8. 8. How these tips will help you to “Sell Less”: • Decrease how pushy you are • Will decrease appearing like a salesperson • Decrease the amount of effort, time, energy spent selling • Make selling easier
  9. 9. 1. Use the Sales Takeaway
  10. 10. “I am not sure if we are a good fit for you.” “I am not sure if you all need what we provide.” “I am not sure you are the right person to speak with.” “It sounds like you all are doing pretty good over there.” “Maybe we are not the right fit for you.” “Maybe now is not the best time for you to look into this.”
  11. 11. How to Perform the Perfect Sales Takeaway https://salesscripter.com/portfolio-items/sales- prospecting-101-module-11-how-to-perform-the- perfect-takeaway/ More info on Sales Takeaway
  12. 12. 2. Resist the Desire to Talk About Your Products and Company
  13. 13. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  14. 14. How to Be a Consultative Salesperson https://salesscripter.com/what-is-consultative- selling-and-how-to-be-a-consultative-salesperson/ More info on Consultative Selling
  15. 15. 3. Talk About How You Help
  16. 16. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  17. 17. How to Build a Value Proposition that Generates Leads https://salesscripter.com/how-to-build-a-value- proposition-that-generates-leads-webinar/ More info on value:
  18. 18. How to Use Prospect Pain to Generate Leads https://salesscripter.com/how-to-use-prospect- pain-to-generate-leads/ More info on pain points:
  19. 19. 4. Make it More About the Prospect than About You
  20. 20. The Best Salesperson is the One that Asks the Best Questions
  21. 21. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  22. 22. How to Always Know the Right Questions to Ask https://salesscripter.com/how-to-always-know- the-right-sales-questions-to-ask/ More info on asking questions:
  23. 23. 5. Don’t Sell the Product, Sell the Conversation
  24. 24. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  25. 25. Initial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Conversation (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Early Sales Process Steps
  26. 26. How to Improve Your Control Over the Sales Process https://salesscripter.com/how-to-improve-your- control-over-the-sales-process/ More info on managing the sales process:
  27. 27. 7. Don’t Try to Overcome Objections
  28. 28. • I am busy right now. • What is this in regards to? • Is this a sales call? • I am not interested. • Just send me some information. • We already use somebody for that. • We are not looking to make any changes right now. • We do not have budget/money to spend. • Call me back in X months.
  29. 29. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  30. 30. Sales Objection Rebuttals that Defuse Common Sales Objections https://salesscripter.com/sales-objection- rebuttals-that-defuse-common-sales-objections/ More info on objection handling:
  31. 31. 8. Don’t Try to Sell to Everybody
  32. 32. Why This Can Be Difficult
  33. 33. Why This Can Be Difficult
  34. 34. Why This Can Be Difficult
  35. 35. Why This Can Be Difficult
  36. 36. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  37. 37. 9. Be a Giver Instead of a Taker
  38. 38. • Look for ways to help the people you interact with • Provide an introduction • Provide a tip, idea, feedback
  39. 39. 10. Broadcast Your Message
  40. 40. Blog posts Videos (Vlog) Ebooks Webinars Email Drip Campaigns
  41. 41. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  42. 42. 1. Use the Sales Takeaway 2. Resist the Desire to Talk About Your Products and Company 3. Talk About How You Help 4. Make it More About the Prospect than About You 5. Don’t Sell the Product, Sell the Conversation 6. Don’t Try to Overcome Objections 7. Create some sort of call guide 8. Don’t Try to Sell to Everybody 9. Be a Giver instead of a Taker 10. Broadcast Your Message
  43. 43. Please Like Comment Share Subscribe Thank You!!!
  44. 44. SMART Sales System S M A R T ales essaging nd esponse actics
  45. 45. SMART Sales System Sales Methodology Software Platform Professional Services
  46. 46. SMART Sales System Sales Methodology Software Platform Professional Services
  47. 47. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
  48. 48. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation • Library of Scripts and Templates • CRM Functionality • Email Automation
  49. 49. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
  50. 50. SMART Sales System Pricing • Software - $49 per user per month (40% discount for annual subscription) • Sales Training – No cost on YouTube • Scripter Walk-Through (2 hour engagement to create your pitch) - $200 For $249, you will get a full library of sales scripts, emails, and tools
  51. 51. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

Hinweis der Redaktion

  • Before we go any further, let’s clearly discuss what objections are.

    Objections are a prospect’s best weapon when they answer your cold call. They are statements or questions that the prospect will throw at you and they are like mini stops signs that the prospect will hold up. They use to try to take a control of the call and take it in a direction of their choosing. And if they begin to feel like you are selling something when they are not looking to buy, they will want try to end the call and will use objections to get there as soon as possible.

    Now let’s take a look at common objections and ones that you are just about guaranteed to run up against.

    I am busy right now. Who are you with?
    What is this in regards to?
    I am not interested.
    Just send me some information.
    We already use somebody.
    We are not looking to make a change right now.
    We do not have any budge to spend.

    Those are eight objections that consistently come up. You could maybe tweak those for your situation, and add a couple that are specific to your products, you would have a complete list of objections to be prepared for. As part of this training, we will explain these one at a time and show you how to get around them.

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