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Chapter 16 – Managing the Sales Process
INTERACTION
PURCHASE
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
INTERACTION
CONVERSATION
EXPLANATION
PURCHASE
One of the most
important SMART
topics
Cold calling
Email prospecting
Questions you ask
Objection handling
Closing
Impacts what you say and ask
Ultimate Goal:
Close the sale
Immediate Goal:
Close on the next step in
the sales process
We can often focus primarily on
the ultimate goal.
INTERACTION
CONVERSATION
EXPLANATION
PURCHASE
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
INTERACTION
CONVERSATION
EXPLANATION
I
C
E
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
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
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
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
INTERACTION
CONVERSATION
EXPLANATION
Instant
Explanation
INTERACTION
CONVERSATION
EXPLANATION
One-Call-Close
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
Don’t Sell the Product, Sell the Meeting
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)
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SMART
Sales
System
S
M
A
R
T
ales
essaging
nd
esponse
actics
Get your copy here
https://www.amazon.com/dp/0578615762
SMART Sales System
Sales
Methodology
Software
Platform
Professional
Services
SMART Sales System
Sales
Methodology
Software
Platform
Professional
Services
• Sales Message Builder
• Sales Scripts
• Email Templates
• CRM Functionality
• Email Automation
SMART Sales System
Sales
Methodology
Software
Platform
Professional
Services
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Sales Coaching
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Simplifying the Sales Process

Hinweis der Redaktion

  1. Cold call ongoing Networking Objections Try to sell to everybody