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SMART Sales System - Module 13: Appointments

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SMART Sales System - Module 13: Appointments

  1. 1. Appointments
  2. 2. Module 2: Consultative Selling Module 3: Sales Message Module 4: Sales Scripts Module 5: Sales Process Module 6: Cold Calling Module 7: Cold Emailing Module 8: Voicemail Module 9: Connecting Module 10: Objections Module 11: Gatekeepers Module 12: Qualifying Module 13: Appointments Module 14: Closing Module 15: Presentations Module 16: Networking Module 17: LinkedIn
  3. 3. Appointment Dos and Don’ts How to Structure Appointments What to Say Sales Discovery
  4. 4. • Don’t ”show up and throw up” • Make it more about the prospect Don’ts Dos Appointment Dos and Don’ts • Stay out of order taking mode • Treat the prospect as not interested yet • Don’t wing it • At least have a list of questions to ask
  5. 5. Appointment Dos and Don’ts How to Structure Appointments What to Say Sales Discovery
  6. 6. INITIAL CONTACT CONVERSATION EXPLANATION
  7. 7. I C E FORMAT • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event CONVERSATION
  8. 8. I C E FORMAT • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event GOALS • Qualify • Gather prospect info • Build interest • Close for Explanation CONVERSATION
  9. 9. 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 • Gather prospect info • Build interest • Close for Explanation CONVERSATION
  10. 10. 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 • Gather prospect info • Build interest • Close for Explanation QUESTIONS • Pain • Current state • Desired state • Organization • Qualifying CONVERSATION
  11. 11. How to Organize Appointments INTRODUCTION ABOUT THEM ABOUT US QUALIFY CLOSE 30-Minute Appointments 60-Minute Appointments 2.5 minutes 5 minutes 10 minutes 20 minutes 10 minutes 20 minutes 5 minutes 10 minutes 2.5 minutes 5 minutes
  12. 12. Appointment Dos and Don’ts How to Structure Appointments What to Say Sales Discovery
  13. 13. VALUE POINTS • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic TARGET BUYER Small businesses PRODUCT Web design services FEATURES • Design and build websites • Graphic design • Copywriting PAIN POINTS • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic PAIN QUESTIONS • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? CURRENT STATE • Do you currently have a website? • Are you currently working with a web design agency? • What CMS platform is your website built on? • Do you have internal web design resources? • When does your current agreement expire? • How many different websites do you currently have? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • When was the last time you considered redoing your website? DIFFERENTIATION • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results COMPANY FACTS • Won design awards 5 years • In business for 30 years • Woman owned business NAME DROP NAME DROP • We worked with an accounting firm and they needed to generate more leads online. • To solve this we helped them to redesign their website. • This helped to them to convert more traffic into leads. • This ultimately helped them to increase the amount of revenue they were generating through their website.
  14. 14. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT Building Blocks
  15. 15. Meeting Warm-Up Questions • How is your day going so far? • [Ask a question regarding the weather, sports, recent current event, etc.] • Where are you based? (if virtual appointment) • How long have you been working here? • What did you do before this? • Where are you from? • What do you like most about what you do? • I know why I wanted to meet with you. Is there anything that motivated you to want to meet with me? • [Share agenda for meeting] Does that match up with your expectations for this meeting? • Is there anything in particular that you are hoping to get out of this meeting? • Do you have a hard stop for this meeting? INTRODUCTION ABOUT THEM ABOUT US QUALIFY CLOSE
  16. 16. Current State Questions • Do you currently have a website? • Are you currently working with a web design agency? • What CMS platform is your website built on? • Do you have internal web design resources? • When does your current agreement expire? • How many different websites do you currently have? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • When was the last time you considered redoing your website? INTRODUCTION ABOUT THEM ABOUT US QUALIFY CLOSE
  17. 17. INTRODUCTION ABOUT THEM ABOUT US QUALIFY CLOSE • What are the short-term goals for the organization? Long-term? • What are the top priorities for the organization? • What objectives are you focused on? • What areas are targets for future improvements? • What issues or challenges would you like to fix? • If you could wave a wand and change one thing, what would that be? Desired State Questions
  18. 18. Pain Questions • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? INTRODUCTION ABOUT THEM ABOUT US QUALIFY CLOSE
  19. 19. Pain Points A lot of businesses that we work with are having issues with: • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic Are you concerned about any of those? INTRODUCTION ABOUT THEM ABOUT US QUALIFY CLOSE
  20. 20. Product and Company We might be able to help you because we provide web design services • Design and build websites • Graphic design • Copywriting Some ways we differ from other options out there are: • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results A little more about us: • Won design awards 5 years • In business for 30 years • Woman owned business INTRODUCTION ABOUT THEM ABOUT US QUALIFY CLOSE
  21. 21. Name Drop • We worked with an accounting firm and they needed to generate more leads online. • To solve this we helped them to redesign their website. • This helped to them to convert more traffic into leads. • This ultimately helped them to increase the amount of revenue they were generating through their website. INTRODUCTION ABOUT THEM ABOUT US QUALIFY CLOSE
  22. 22. Need to Purchase Questions INTRODUCTION ABOUT THEM ABOUT US QUALIFY CLOSE • What motivated you to look at us (brought you to us)? • Do you mind if I ask why you took time out of your schedule to meet with us? • What improvements could you see if you make this purchase? • What will happen if you do not purchase something? • Is there a date when this purchase needs to be made? • What happens if the purchase is not made by that date? • What is the time frame that the project needs to work along?
  23. 23. INTRODUCTION ABOUT THEM ABOUT US QUALIFY CLOSE • What is the range that you need your budget to stay within? • Is there a budget approved for this project? • Have the funds been allocated to this purchase? • What budget (department) will this purchase be made under? • Are there other purchases that this funding may end up being used for? • How does the project fit with other initiatives from a priority standpoint? Ability to Purchase Questions
  24. 24. INTRODUCTION ABOUT THEM ABOUT US QUALIFY CLOSE • What is the decision-making process? • What parties will be involved in making the decision? • What are the key factors that a decision will be based on? • What functional areas (departments) will be impacted by the purchase? • Is there a committee that this type of purchase has to go through? • Who is the ultimate decision maker? • Who is the person that will need to sign the agreement/contract? Authority to Purchase Questions
  25. 25. INTRODUCTION ABOUT THEM ABOUT US QUALIFY CLOSE • What other options are you considering? • How far along are you in discussions with them? • How do you feel about your other options? • What do you like about them? What do you not like about them? • How do they compare with what we have to offer? • Is there a reason why you would choose us over them? • If you had to make a decision today, which way would you lean? Intent to Purchase Questions
  26. 26. INTRODUCTION ABOUT THEM ABOUT US QUALIFY CLOSE • What does the organization look like? • What objectives is the organization measured against? • How is the organization structured? • What does your team look like? • What other departments do you interface with? • Who do you report to? • Is it possible to get a copy of an org chart? Organization Questions
  27. 27. Close • What do you think about what we have discussed? • Is this something that you would like more information on? • A great next step would be for us to show you a demonstration/presentation? • Is that something you would like put on the calendar? INTRODUCTION ABOUT THEM ABOUT US QUALIFY CLOSE
  28. 28. Appointment Dos and Don’ts How to Structure Appointments What to Say Sales Discovery
  29. 29. What is sales discovery?
  30. 30. Can I schedule a sales discovery meeting with you where I can ask you a bunch of questions? Our standard process is to have a discovery meeting where we can gather some details about your environment. What is the best way to get that on the calendar? How to Sell the Sales Discovery
  31. 31. INITIAL CONTACT EXPLANATION APPOINTMENT DISCOVERY INITIAL CONTACT EXPLANATION APPOINTMENT DISCOVERY
  32. 32. Key Takeaways • Don’t “show up and throw up” • Focus half of the appointment on learning about the prospect • Use the appointment to sell the Explanation of how you can help
  33. 33. Module 2: Consultative Selling Module 3: Sales Message Module 4: Sales Scripts Module 5: Sales Process Module 6: Cold Calling Module 7: Cold Emailing Module 8: Voicemail Module 9: Connecting Module 10: Objections Module 11: Gatekeepers Module 12: Qualifying Module 13: Appointments Module 14: Closing Module 15: Presentations Module 16: Networking Module 17: LinkedIn
  34. 34. Please Like Comment Share Subscribe Thank You!!!
  35. 35. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
  36. 36. SMART Sales System S M A R T ales essaging nd esponse actics
  37. 37. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  38. 38. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  39. 39. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  40. 40. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  41. 41. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  42. 42. Get your copy here https://www.amazon.com/dp/0578615762
  43. 43. www.salesscripter.com

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