Selling can be tough and will always be a mix of highs and lows. Being able to stay mentally strong and focused during these fluctuations and the general chaos that can come with selling will impact the level of your success.
Believe it or not, there are very small things that you can do to build have more mental clarity, focus, and strength and we will outline those in our next webinar on “How to Build and Maintain Mental Strength While Selling”.
3. • How to Build a Cold Call Script that Works
• Make Small Talk Track Changes – See Big Sales Improvements
• Improve How You Onboard New Inside Sales Resources
• How to Operate in a World Where Prospects don’t Answer the Phone
• How to Decrease Sales Staff Turnover and All the Costs that Come with It
• How to Effectively Use Voicemail as a Sales Prospecting Tool
• How to Train Your Salespeople to Always Ask the Right Questions
• How to Consistently Get Around Sales Objections
• How to Immediately Become a Better Closer
6. Closing should be the easiest step in the
sales process.
• Will operate with a level of anxiety
• Will not be happy in what we have to do everyday
• Will not put in as much activity as we should
• Will not perform as well as we could
• Will not make as much money as we want
• Will not stay at a job as long as we should
11. The External Environment
• Prospects are busy
• Tremendous competition
• Prospects do not answer their
phone
• Prospects are putting gatekeepers
in our way
• Prospects are not in “buying mode”
when we reach them
• Prospects will have their guard at a
medium level when we talk with
them
12. • Sales Reluctance
• Approach Anxiety/Fear of rejection
• Lack of confidence
• Feeling like there is a lack of
control
• Not knowing what to do
• Low belief in product/service
• Low belief in the profession of
sales
• Lack of motivation
The Internal Environment
18. Value Awareness
• Operating with constant awareness
of the value that you offer
• Step 1: Identify your value
• Step 2: Don’t lose sight of it
19. View Yourself as a Helper
• Your products help someone
• You are looking for the people that
need your help
• Stop being a taker
20. Eliminate Weak Language
“I know you are busy right now.”
“I am sorry for the interruption.”
“I will only take few minutes of
your time.”
“Did I catch you at a bad time?”
“I am sorry to bother you…”
21. Sales Affirmations
• Positive statements that remind
you of your strengths
• Can pertain to your products, your
company, or you as a sales
professional
• Keep them in the front of your
mind
– Write down
– Print out
– Post on a wall
– Read them daily
22. Set Personal Targets
• Daily, weekly, monthly, yearly
goals
• Calls, events, meetings, leads,
sales
• Try to make realistic to stretch at
most
• Keep them in the front of your
mind
– Write down
– Print out
– Post on a wall
– Read them daily
23. Shift from a mindset of
trying to pick fruit.
To one that is more
focused on planting
seeds.
25. Compartmentalize Your Time
• Identify your different categories of tasks
• Assign parts of the days and week to
categories
• Only focus on assigned category at
designated time
• Minimize multi-tasking
30. Creating a Sales Coaching Group
• Meet as a group every week for 1 hour
• Group size around 10
• Topics: phone prospecting, lead generation, objections,
gatekeepers, messaging, closing, etc.
• Cost: $100 per month ($20 to $25 per session)
• Contact us to join our group staring in January
31. What is SalesScripter?
Cold Calling
Objections
Gatekeepers
Sales Messaging
Voicemail
Qualifying
Closing
Sales Process
Rapport
Building Interest
Cold Emailing
Setting Appointments
Building Credibility
Call Cadence
• Provides complete clarity for what a
salesperson should do and say
• Very practical and easy to understand /
implement / adopt
• Consultative selling approach
• Many tactics are counterintuitive
One Half - Sales Methodology
32. What is SalesScripter?
Cold Calling Scripts
Objection Responses
Key Questions
Marketing Tools
Voicemail Scripts
Meeting Scripts
Cold Email Templates
• Software platform that provides
all the tools needed to execute
the methodology
• Campaign-based (buyer
persona) structure
• Makes it extremely easy to
implement and reinforce the
methodology
One Half – Prospecting Platform Software Application
33. Complete Sales Training Solution
Cold Calling
Objections
Gatekeepers
Sales Messaging
Voicemail
Qualifying
Closing
Sales Process
Rapport
Building Interest
Cold Emailing
Setting Appointments
Building Credibility
Call Cadence
Methodology
Salesperson
Manager
Cold Calling Scripts
Objection Responses
Key Questions
Marketing Tools
Voicemail Scripts
Meeting Scripts
Cold Email Templates
Software PlatformResources and
Services
Books
Training Videos
One-on-One Coaching
Sales Consulting
Live Training
Completely
Aligned
34. Resources
• Five ebooks
– Found at https://salesscripter.com/ebooks/
– Do’s and Don’ts of Cold Calling
– How to Get around Cold Call Objections
– How to Build a Value Proposition that Generates
Leads
– How to Build Sales Campaigns that Sell
– How to Build Email Drip Campaigns that Convert
Sales
• The Cold Calling Equation – PROBLEM
SOLVED
– Found at http://www.amazon.com/The-Cold-
Calling-Equation-Problem/dp/1468173545
Our Books
35. Training
• Week 1
– Understanding the Ideal Sales Process
– How to Make Cold Calls
– Appointment Setting Tactics
– Voicemail Messaging Methodology
• Week 2
– Sales Messaging Workshop
– How to Get Prospect’s on the Phone
– How to Get Around Objections
– How to Incorporate Buyer Personas into Your
Selling
– Overview of a 2-Step Qualifying Process
New Hire Onboarding Training Program / Sales Prospecting 101
• Week 3
– How to Build Your Value Proposition
– How to Focus on Prospect Pain
– How to Get Around Gatekeepers
– How to Perform the Perfect Takeaway
• Week 4
– How to Build Rapport, Interest, and
Credibility
– How to Improve Mental Strength When
Selling
– How to Be a Better Closer
* Available through e-learning videos, live virtual, or live in-person
* Can be tailored to your business
36. SalesScripter
What do you sell? ___________
How does it help? ___________
What problems do you fix? ___________
What questions should you ask? ___________
39. If You Want More Help
• https://www.youtube.com/user/LaunchPadSol
• Or search Sales Scripter
• Over 130 videos
• Sales Prospecting 101 Training Program
• Webinars
• Sales Tips
• SalesScripter demo videos
• Subscribe
Step 1 – Go to our YouTube Channel
40. Resources
• Five ebooks
– Found at https://salesscripter.com/ebooks/
– Do’s and Don’ts of Cold Calling
– How to Get around Cold Call Objections
– How to Build a Value Proposition that Generates
Leads
– How to Build Sales Campaigns that Sell
– How to Build Email Drip Campaigns that Convert
Sales
• The Cold Calling Equation – PROBLEM
SOLVED
– Found at http://www.amazon.com/The-Cold-
Calling-Equation-Problem/dp/1468173545
Step 2 – Get Some of Our Books
41. If You Want More Help
• Build your scripts and campaigns
– Call scripts
– Email templates
– Voicemail Scripts
– Objection responses
– Key Questions
– And more
• $49 per month / $29 per month with annual subscription
– 30 Day Money Back Guarantee
Step 3 – Sign up for SalesScripter
42. If You Want More Help
• Sales Coaching
• Sales Consulting
– Script development
– Strategy development
– Sales process development
• Sales Training
– Custom sales training programs
– Content aligned with your information in SalesScripter
– Delivered virtually or in-person
Step 4 – Contact us for Coaching, Consulting, or Training
Pros: Trial closing improves qualifying and deal management by collecting valuable information. This tactic can also improve rapport, as it can sub-communicate positive vibes like confidence, experience, abundance, and putting the prospect’s interests first.
Cons: One challenge with this tactic is that it gives the prospect an opportunity to share negative thoughts and gives him more control. If you have not been successful in building interest and rapport and you then invite the prospect to share thoughts, you might not get the answers that you want to hear.
We want to start out this module by getting a baseline of how you feel and think about some sales related topics. We will go through a list of areas and what we want you to do is identify three words that describe how you feel or the first three words that come to your mind. I would encourage you to be honest here as it will help make the exercise more productive. When you identify the three words, write those down on your worksheet in front of you.
(Go through the list one at a time letting the students write their answers. When you complete the list, go around the room and gather one answer from each question from each student and write on the board.)
We want to start out this module by getting a baseline of how you feel and think about some sales related topics. We will go through a list of areas and what we want you to do is identify three words that describe how you feel or the first three words that come to your mind. I would encourage you to be honest here as it will help make the exercise more productive. When you identify the three words, write those down on your worksheet in front of you.
(Go through the list one at a time letting the students write their answers. When you complete the list, go around the room and gather one answer from each question from each student and write on the board.)
We want to start out this module by getting a baseline of how you feel and think about some sales related topics. We will go through a list of areas and what we want you to do is identify three words that describe how you feel or the first three words that come to your mind. I would encourage you to be honest here as it will help make the exercise more productive. When you identify the three words, write those down on your worksheet in front of you.
(Go through the list one at a time letting the students write their answers. When you complete the list, go around the room and gather one answer from each question from each student and write on the board.)
Pros: This can help to push a prospect along before he can object or change his mind. This may also motivate a prospect who might be in a neutral or on-the-fence position to act.
Cons: This level of aggressiveness might sub-communicate negative vibes to the prospect, and this could negatively impact rapport and credibility. This approach could push away a prospect who was in a neutral position.
The next concept that we are going to discuss is value awareness. We will actually discuss what value is in more detail and how to figure out what value you have to offer in another module, but value is basically how you help or what you provide to others.
One way to improve you mental strength is to become more aware of the value that you offer and to not lose site of it, which is what we usually do when we are in the trenches selling day in and day out. When we are not aware of how we help, we can slip into having a needy frame of mind and we are taking from our prospects. Having value awareness will flip that and give you the mindset that you are helping and giving something when you sell.
To improve your level of value awareness, you can start with first identifying the value that you offer and we will go through that later. But from there it is really all about keeping that value at the forefront of your mind when you sell and talk with prospects so that you have the mental frame of mind that you are helping and have something to offer.
By improving you value awareness, you will decrease reluctance, decrease anxiety, improve confidence, improve motivation, and improve your belief in what you sell, what you do, and who you are