1.
How to Immediately Become a Better Closer
Michael Halper
Founder and CEO
SalesScripter

2.
Salespeople are not born. They are built.

3.
The best salesperson asks the best
questions.

4.
Some Key Points
• Most common area for desired improvement
• Should be one of the easiest steps of the process
• Born a closer?
• Tremendous control
• Direct closing tactics versus indirect closing tactics

5.
Step 1: Focus on the right goal

6.
Focus on the Right Goal
Stage GoalsInitial 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
Pre-qualify
Gather high-level information
Build interest in having conversation
Schedule a First Conversation
Hard Qualify
Gather detailed Information
Build interest in meeting
Schedule a First Meeting
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)

7.
Closing should be the easiest step in the
sales process.

8.
Indirect Closing Tactics
• Communicating the value you offer (benefits)
• Building a business case, ROI calculation, identifying payback period
• Finding prospect pain that you can resolve
• Qualifying the prospect
• Building rapport
• Building interest
• Building credibility

9.
Some direct closing tactics:

10.
Trial ClosingTrial Close
• What do you think of what we have discussed
so far?
• How would that feature help your operation?
• Is this something you could see your
employees using?
• Are we heading in the right direction?
• Does the agenda match up with your
expectations today?
• Is this what you were expecting to see?

11.
Assumptive CloseAssumptive Close
What time would you like us to
put you down for your free
consultation?

12.
Alternative Close
Alternative Close
We have workshops
available on Monday
afternoon and Thursday
morning. Which one would
you prefer to be signed up
for?”

13.
Letting the Prospect Lead
Let the Prospect Lead
(Soft Close)
• What would you like to do
next?
• What direction would you
like to go in?
• Do you want to continue
talking about this?
• When would you like to talk
again?

14.
Turn Questions into Statements
Turn Questions into
Statements
• Question: Would you like to meet
next week?
• Statement: We should meet next
week.

15.
Turn Questions into Statements
Hard Closing Questions
• Are you ready to move forward to the next step in the process?
• What would you need to be able to make a commitment to move
forward?
• If you had everything that you want, are you prepared to move
forward?
• If we were able to give you what you are asking for, would you be able
to move forward with the purchase?
• When are you going to make your final decision?
• (If delaying the decision for a period of time – X months) OK, but do
you mind if I ask if there will be a change or something different at that
time that will make that a better time to look at moving forward?
• Is there anything that is preventing you from being able to move
forward with this purchase?

16.
Use an Evaluation Plan
Activity Date Owner Status
Meeting with Shawn Adams 6/25/2010 Smith Complete
Meeting with Executive team 7/23/2010 Smith Complete
Send info and call Shawn Adams first week of August Smith Open
Whiteboard session 8/13/2010 Smith/Adams Open
Process Recommendations/Proof of Capabilities 8/27/2010 Smith/Jones Open
Build Business Case 9/3/2010 Smith/Adams Open
Presentation of Draft Proposal and Contract Language 9/10/2010 Tech Inc./ XYZ Corp. Open
Communication of change requests to documents 9/17/2010 XYZ Corp. Open
Delivery of Final Executable Documents 9/24/2010 Smith Open
Partnership Agreement signed 9/30/2010 Tech Inc./ XYZ Corp. Open
Implementation TBD Tech Inc./ XYZ Corp. Open
Go live with partnership 1/2011 Tech Inc./ XYZ Corp. Open

17.
Compelling Event
• Natural compelling event:
– Existing contract expiring
– Site opening or moving
– Existing system being discontinued
• Manufactured compelling event:
– Expiring discount
– Expiring promotion
– Limited product availability

18.
Disqualifying
Disqualify (Takeaway)
• Maybe this is not the right direction for you to
go.
• It sounds like you all are doing pretty good
and might not need this.
• It does not seem like this is something you
are really interested in.

19.
Dealing with Objections
Watch our webinar recording of
How to Consistently Get Around
Sales Objections
https://salesscripter.com/event/h
ow-to-consistently-get-around-
sales-objections-2/

20.
Early Sales Process Stages
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
• Redirect
• Goal is to get to the meeting
• Try to pre-qualify
• Redirect or Overcome
• Goal is to get to a presentation
• Try to further qualify
• Overcome
• Goal is to close (Sale or agreement to
move forward)

21.
Redirect to Pre-Qualifying Questions
During Initial Contact
Response:
I understand. (Redirect to one of the qualifying questions) But if I could ask you real quick:
Are you currently using any automation tools to manage your inventory levels?
- Or -
I understand.
(Optional defuse) And I want you to know that we are not trying to sell anything at this point.
(Optional defuse) I don’t even know if you are a good fit with what we do.
(Redirect to one of the qualifying questions) But if I could ask you real quick:
Are you currently using any automation tools to manage your inventory levels?

22.
Redirect to Pain Points
During Initial Contact
Response:
I understand. (Redirect to one of the qualifying questions) When I talk with other manufacturing
companies, the often express challenges with it taking too long to process orders and there are
sometimes errors.
Have you ever been concerned by those?:

23.
Redirect to Close
During Initial Contact (Late in Call)
Response:
I understand. And I want you to know that we are not trying to sell anything at this point as we
don’t even know if you are a good fit or not.
Our goal is to simply open the dialogue between our two companies so that if you reach a point
where there is budget available, you will know who we are and what we have to offer.
Can I put a brief 15 to 20 minute call on your calendar next Tuesday or Thursday afternoon?

24.
Redirect to Close
During or After Appointment – Before Presentation
Response:
I would like to ask you to do me a favor and hold off on that concern right now. We are not trying
to close any sale with you right now so the topic of budget being available is not completely
relevant.
All we are trying to do right now is clearly identify if we are a good fit for you. That is why we
would like to spend 20 to 30 minutes with you and show you some information on how we can
help based on what you have shared so far.
We will continue forward aware that you have a budget concern and after that next meeting we
can identify the level of fit and direction and pace to go. Does that sound reasonable?

25.
Overcome
Close Attempt – After Presentation
Tactics:
• Get to the root of the concern
• Budget displacement
• Focus on ROI
• Identify sources of funding
• Look for alternative sources of funding
• Plant seed for the future

26.
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

27.
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

28.
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

29.
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

30.
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

31.
SalesScripter
What do you sell? ___________
How does it help? ___________
What problems do you fix? ___________
What questions should you ask? ___________

32.
SalesScripter

33.
SalesScripter

34.
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

35.
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

36.
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

37.
If You Want More Help
• One-on-one 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

38.
Questions?
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
www.salesscripter.com