The document provides 10 tips for selling more by selling less, such as using sales takeaways instead of pushing products, focusing conversations on how you help prospects rather than features, making discussions more about the prospect than yourself, and broadcasting your message through blogs, videos, and other content rather than direct sales pitches. It also promotes consultative selling over product pitches and provides additional resources on each tip from the company SalesScripter, including sales training, software, and consulting services.
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
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
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. 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
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. 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:
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. 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:
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. 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. Sales Objection Rebuttals that Defuse Common
Sales Objections
https://salesscripter.com/sales-objection-
rebuttals-that-defuse-common-sales-objections/
More info on objection handling:
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. 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
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
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.