SMART Sales System - Module 16: Presentations

1. Presentations

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: Rapport
Module 16: Presentations
Module 16: Mindset

3. Pre-Presentation Tips
Creating Your Presentation
Closing Tactics

4. INITIAL CONTACT
CONVERSATION
EXPLANATION

5. Product Selling Consultative Selling
Company
Product
Features
Benefits
Goal: Get Customers
Value
Pain Points
Questions
Product
Company
Name Drop
Goal: Starting Conversations /
Next Step in Process

6. INITIAL CONTACT
CONVERSATION
EXPLANATION

7. I
C
E

8. 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
INITIAL CONTACT

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
• Build interest in
product
• Close for Explanation
QUESTIONS
• Pain
• Current state
• Desired state
• Organization
• Qualifying
CONVERSATION

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
• Build interest in
product
• Close for Explanation
QUESTIONS
• Pain
• Current state
• Desired state
• Organization
• Qualifying
CONVERSATION

11. 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
• Desired state
• Organization
• Qualifying
• Closing
EXPLANATION

12. 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
• Desired state
• Organization
• Qualifying
• Closing
EXPLANATION

13. INITIAL CONTACT
CONVERSATION
EXPLANATION
Our standard process is to ask
some questions before our
presentation (or
demonstration). That way we
can customize what we talk
about to your needs.
We can schedule a short call
for that or we can go through
those now if you are free.
SELLING THE
CONVERSTION

14. INITIAL CONTACT
CONVERSATION
EXPLANATION
Instant
Meeting

15. Pre-Presentation Tips
Creating Your Presentation
Closing Tactics

16. VALUE POINTS
• Increase the revenue generated through their
website
• improve website conversion rates
• Increase website traffic
TARGET BUYER
• Small businesses
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 someone that can make changes to your website?
• Are you currently working with a web design agency?
• How happy are you with person working on your website?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• What CMS platform is your website built on?
• When was the last time you considered redoing your website?
• How many different websites do you currently have?
• Are you the person to that makes decisions regarding your website?
NAME DROP
• We worked with an accounting firm and helped them to
do a complete refresh of their corporate website.
• This helped to improve how they told the story of what
they do and the services they provide to website
visitors.
• After only 6 months, they increased the number of
leads that they were generating through their website
by over 500% and increase their overall revenue by
20%.
PRODUCT
• Web design services
FEATURES
• Design and build websites
• Graphic design
• Copywriting
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

17. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP PRODUCT
Building Blocks

18. • How is your day going so far?
• [Ask a question regarding the weather, sports, recent current event, etc.]
• [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?
VALUE
POINTS
PAIN POINTS
NAME DROP
PRODUCT
INTRO
Meeting Warm-Up Questions

19. Summary of Our Findings
From our previous discussions and research, we found that:
• 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 those challenges correct?
Is there anything you would like to add to that list?
VALUE
POINTS
PAIN POINTS
NAME DROP
PRODUCT
INTRO

20. Common Challenges
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?
VALUE
POINTS
PAIN POINTS
NAME DROP
PRODUCT
INTRO

21. How We Can Help
We help small businesses to:
• Increase the revenue generated through their website
• improve website conversion rates
• Increase website traffic
VALUE
POINTS
PAIN POINTS
NAME DROP
PRODUCT
INTRO

22. How We Do That
We provide web design services
• Design and build websites
• Graphic design
• Copywriting
VALUE
POINTS
PAIN POINTS
NAME DROP
PRODUCT
INTRO

23. How We Are Different
Some ways we differ from other options are:
• We only work with accountants
• We use AI to develop the optimum website layout
• We guarantee results
VALUE
POINTS
PAIN POINTS
NAME DROP
PRODUCT
INTRO

24. About Us
A little more about us:
• Won design awards 5 years
• In business for 30 years
• Woman owned business
VALUE
POINTS
PAIN POINTS
NAME DROP
PRODUCT
INTRO

25. How We Helped Someone Similar to You
• We worked with an accounting firm and helped them to do a complete refresh of their
corporate website.
• This helped to improve how they told the story of what they do and the services they
provide to website visitors.
• After only 6 months, they increased the number of leads that they were generating
through their website by over 500% and increase their overall revenue by 20%.
VALUE
POINTS
PAIN POINTS
NAME DROP
PRODUCT
INTRO

26. Decrease
Wordcount

27. Pre-Presentation Tips
Creating Your Presentation
Closing Tactics

28. • What do you think of what we have discussed so far?
• How do you think this fits with what you are needing?
• How would that feature help you?
• Is this something you could see your organization using?
• Are we heading in the right direction?
• Is this what you were expecting to see?
TRIAL CLOSE
SOFT CLOSE
HARD CLOSE
Trial Close Questions

29. • What would you like to do next?
• What direction would you like to go form here?
• Do you want to continue talking about this?
• When would you like to talk again?
• What does the path forward look like?
TRIAL CLOSE
SOFT CLOSE
HARD CLOSE
Soft Close Questions

30. • 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?
• 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?
TRIAL CLOSE
SOFT CLOSE
HARD CLOSE
Hard Close Questions

31. Partnership Plan
Activity Due Date Owner Status
Initial Meeting 11/05/2019
Michael Jones
Dennis Martin
Complete
Presentation / Demonstration 11/16/2019
Michael Jones
Dennis Martin
Veronica Flores
Complete
Discovery Meeting 11/23/2019
Michael Jones
Stan Wilson
Open
X Corp to provide requirements 11/29/2019 Stan Wilson Open
Presentation of draft proposal and contract
language
12/2/2019 Michael Jones Open
Communication of change requests to
documents
12/5/2019 Dennis Martin Open
Delivery of final executable documents 12/12/2019 Michael Jones Open
Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open
Implementation begins 1/15/2020 Tech Bee / X Corp Open
Go live 4/1/2020 X Corp Open
If you would like to keep moving
forward, this is what our partner-
ship plan looks like. These are
some of the steps that need to be
taken between now and you
getting up and running.
Based on what we discussed
today, are you interested in moving
forward with this plan?

32. Partnership Plan
Activity Due Date Owner Status
Initial Meeting 11/05/2019
Michael Jones
Dennis Martin
Complete
Presentation / Demonstration 11/16/2019
Michael Jones
Dennis Martin
Veronica Flores
Complete
Discovery Meeting 11/23/2019
Michael Jones
Stan Wilson
Open
X Corp to provide requirements 11/29/2019 Stan Wilson Open
Presentation of draft proposal and contract
language
12/2/2019 Michael Jones Open
Communication of change requests to
documents
12/5/2019 Dennis Martin Open
Delivery of final executable documents 12/12/2019 Michael Jones Open
Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open
Implementation begins 1/15/2020 Tech Bee / X Corp Open
Go live 4/1/2020 X Corp Open
OK, no problem at all. Do you
have enough interest to move
to the next step on this
partnership plan?
CLOSE FOR NEXT STEP

33. Partnership Plan
Activity Due Date Owner Status
Initial Meeting 11/05/2019
Michael Jones
Dennis Martin
Complete
Presentation / Demonstration 11/16/2019
Michael Jones
Dennis Martin
Veronica Flores
Complete
Discovery Meeting 11/23/2019
Michael Jones
Stan Wilson
Open
X Corp to provide requirements 11/29/2019 Stan Wilson Open
Presentation of draft proposal and contract
language
12/2/2019 Michael Jones Open
Communication of change requests to
documents
12/5/2019 Dennis Martin Open
Delivery of final executable documents 12/12/2019 Michael Jones Open
Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open
Implementation begins 1/15/2020 Tech Bee / X Corp Open
Go live 4/1/2020 X Corp Open
Great. Do these steps and
time estimates look correct
and acceptable to you?
Do you have anything that you
want to add or change?
BUILD PLAN TOGETHER

34. Partnership Plan
Activity Due Date Owner Status
Initial Meeting 11/05/2019
Michael Jones
Dennis Martin
Complete
Presentation / Demonstration 11/16/2019
Michael Jones
Dennis Martin
Veronica Flores
Complete
Discovery Meeting 11/23/2019
Michael Jones
Stan Wilson
Open
X Corp to provide requirements 11/29/2019 Stan Wilson Open
Presentation of draft proposal and contract
language
12/2/2019 Michael Jones Open
Communication of change requests to
documents
12/5/2019 Dennis Martin Open
Delivery of final executable documents 12/12/2019 Michael Jones Open
Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open
Implementation begins 1/15/2020 Tech Bee / X Corp Open
Go live 4/1/2020 X Corp Open
Sure, we can definitely delay the
meeting. But according to our agreed
upon partnership plan, you want to have
the system implemented by January 1st,
and if we delay the meeting to next
month, that will likely impact your ability
to be up and running by January 1st.
USE TO MANAGE THE SALES
PROCESS

35. Key Takeaways
• The key step is taken before the presentation – the Conversation
• Make the presentation more about the prospect
• End with a partnership plan

36. 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: Rapport
Module 16: Presentations
Module 16: Mindset

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39. SMART
Sales
System
S
M
A
R
T
ales
essaging
nd
esponse
actics

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

42. 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

44. 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

46. 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

48. 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

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50. www.salesscripter.com