10 Sales Tips for How to Sell More by Selling Less

1. 10 Tips to How to Sell More by Selling Less Michael Halper Founder and CEO SalesScripter

2. Sell: To try to talk someone into buying something

3. Some Assumptions

4. It is Fun Buying Stuff

5. It is not Fun Being Sold To

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. Try to avoid sounding like a salesperson that is trying to sell something.

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. 1. Use the Sales Takeaway

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. 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. 2. Resist the Desire to Talk About Your Products and Company

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. 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. 3. Talk About How You Help

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. 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. 4. Make it More About the Prospect than About You

20. The Best Salesperson is the One that Asks the Best Questions

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. 5. Don’t Sell the Product, Sell the Conversation

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. 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. 7. Don’t Try to Overcome Objections

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.

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. 8. Don’t Try to Sell to Everybody

32. Why This Can Be Difficult

37. 9. Be a Giver Instead of a Taker

38. • Look for ways to help the people you interact with • Provide an introduction • Provide a tip, idea, feedback

39. 10. Broadcast Your Message

40. Blog posts Videos (Vlog) Ebooks Webinars Email Drip Campaigns

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

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44. SMART Sales System S M A R T ales essaging nd esponse actics

45. SMART Sales System Sales Methodology Software Platform Professional Services

46. SMART Sales System Sales Methodology Software Platform Professional Services

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. 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. 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. 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. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

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