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Simplifying the Sales Process

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Chapter 16 – Managing the Sales Process

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INTERACTION
PURCHASE

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Subject: Update your website
Hi [Prospect Name],
I am a with Company XYZ and we provide website design services.
Are you n...

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Simplifying the Sales Process

  1. 1. Chapter 16 – Managing the Sales Process
  2. 2. INTERACTION PURCHASE
  3. 3. Subject: Update your website Hi [Prospect Name], I am a with Company XYZ and we provide website design services. Are you needing to redo your website or make any changes? Are you available for a 15 to 20-minute meeting? Best Regards, XXX XXX XXXXXX
  4. 4. INTERACTION CONVERSATION EXPLANATION PURCHASE
  5. 5. One of the most important SMART topics Cold calling Email prospecting Questions you ask Objection handling Closing Impacts what you say and ask
  6. 6. Ultimate Goal: Close the sale Immediate Goal: Close on the next step in the sales process
  7. 7. We can often focus primarily on the ultimate goal.
  8. 8. INTERACTION CONVERSATION EXPLANATION PURCHASE
  9. 9. Subject: Update your website Hi [Prospect Name], I am a with Company XYZ and we provide website design services. Are you needing to redo your website or make any changes? Are you available for a 15 to 20-minute meeting? Best Regards, XXX XXX XXXXXX
  10. 10. INTERACTION CONVERSATION EXPLANATION
  11. 11. I C E
  12. 12. I C E FORMAT • Cold calls • Cold emails • Networking • Inbound calls • Inbound emails • Website chat • Social media STRUCTURE • 2 to 5 minutes • 80% on prospect • 20% on you GOALS • Pre-Qualify • Build interest in talking • Close for conversation QUESTIONS • Pain • Current State INTERACTION
  13. 13. I C E FORMAT • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event STRUCTURE • 10 to 60 minutes • 50% on prospect • 50% on you GOALS • Qualify • Build interest in product • Close for Explanation QUESTIONS • Pain • Current State • Qualifying CONVERSATION
  14. 14. I C E FORMAT • Presentation • Demonstration • Proposal • Quotation • List of options STRUCTURE • 30 minutes to 2 hours • 20% on prospect • 80% on you GOALS • Qualify • Build interest in product • Close for purchase QUESTIONS • Pain • Current State • Qualifying • Closing EXPLANATION
  15. 15. INTERACTION CONVERSATION EXPLANATION Instant Meeting WHEN • Prospect is difficult to get a hold of • Interaction is a face-to-face • Product is not complex • Prospect wants to move quickly WHY AVOID • Get more time and attention • Able to be more prepared • Closing opportunity
  16. 16. INTERACTION CONVERSATION EXPLANATION Instant Explanation
  17. 17. INTERACTION CONVERSATION EXPLANATION One-Call-Close
  18. 18. ICE Sales Process I C E COOL, CALM, AND COLLECTED • Making cold calls • Asking questions • Dealing with objections • Managing meetings • Closing • Sales lead follow-up
  19. 19. Don’t Sell the Product, Sell the Meeting
  20. 20. Week 1: Introduction to SMART (Chapters 1 - 2) Week 2: Consultative Selling (Chapters 3) Week 3: Building Your Consultative Sales Message (Chapters 4 - 9) Week 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15) Week 5: Managing the Sales Process (Chapter 16) Week 6: Cold Calling (Chapter 17) Week 7: Email Prospecting (Chapter 18) Week 8: Voicemail Strategy (Chapter 19) Week 9: Getting into New Accounts (Chapter 20) Week 10: Dealing with Objections (Chapter 21) Week 11: Getting Around Gatekeepers (Chapter 22) Week 12: Qualifying the Prospect (Chapter 23) Week 13: Closing (Chapter 24) Week 14: Networking (Chapter 25) Week 15: Prospecting on LinkedIn (Chapter 26) Week 16: Improving Mental Strength (Chapter 27)
  21. 21. Please Like Comment Share Subscribe Thank You!!!
  22. 22. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @salesscripter @michael_halper and Sales Tips Club
  23. 23. SMART Sales System S M A R T ales essaging nd esponse actics
  24. 24. Get your copy here https://www.amazon.com/dp/0578615762
  25. 25. SMART Sales System Sales Methodology Software Platform Professional Services
  26. 26. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Message Builder • Sales Scripts • Email Templates • CRM Functionality • Email Automation
  27. 27. 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
  28. 28. www.salesscripter.com

Hinweis der Redaktion

  • Cold call ongoing
    Networking
    Objections
    Try to sell to everybody

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