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SMART Sales System - Module 5: Sales Process

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SMART Sales System - Module 5: Sales Process

  1. 1. Sales Process
  2. 2. Module 1: Introduction to SMART Module 2: Consultative Selling Module 3: Building Your Consultative Sales Message Module 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses Module 5: Managing the Sales Process Module 6: Cold Calling Module 7: Email Prospecting Module 8: Voicemail Strategy Module 9: Getting into New Accounts Module 10: Dealing with Objections Module 11: Getting Around Gatekeepers Module 12: Qualifying the Prospect Module 13: Closing Module 14: Networking Module 15: Prospecting on LinkedIn Module 16: Improving Mental Strength
  3. 3. INITIAL CONTACT DECISION
  4. 4. 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
  5. 5. INITIAL CONTACT CONVERSATION EXPLANATION DECISION
  6. 6. One of the most important SMART topics Cold calling Email prospecting Questions you ask Objection handling Closing Impacts what you say and ask
  7. 7. Ultimate Goal: Close the sale Immediate Goal: Close on the next step in the sales process
  8. 8. We can often focus primarily on the ultimate goal.
  9. 9. INITIAL CONTACT CONVERSATION EXPLANATION DECISION
  10. 10. I C E
  11. 11. I C E FORMAT • Cold calls • Cold emails • Networking • Inbound calls • Inbound emails • Website chat • Social media INITIAL CONTACT
  12. 12. I C E FORMAT • Cold calls • Cold emails • Networking • Inbound calls • Inbound emails • Website chat • Social media GOALS • Pre-Qualify • Build interest in talking • Close for conversation INITIAL CONTACT
  13. 13. 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 INITIAL CONTACT
  14. 14. 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
  15. 15. I C E FORMAT • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event CONVERSATION
  16. 16. 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
  17. 17. 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
  18. 18. 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
  19. 19. I C E FORMAT • Presentation • Demonstration • Proposal • Quotation • List of options EXPLANATION
  20. 20. I C E FORMAT • Presentation • Demonstration • Proposal • Quotation • List of options GOALS • Qualify • Build interest in product • Close for purchase EXPLANATION
  21. 21. 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 EXPLANATION
  22. 22. 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
  23. 23. INITIAL CONTACT CONVERSATION EXPLANATION
  24. 24. INITIAL CONTACT 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
  25. 25. INITIAL CONTACT CONVERSATION EXPLANATION Instant Explanation
  26. 26. INITIAL CONTACT CONVERSATION EXPLANATION One-Call-Close
  27. 27. 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
  28. 28. Don’t Sell the Product, Sell the Meeting INTERACTION CONVERSATION EXPLANATION
  29. 29. Module 1: Introduction to SMART Module 2: Consultative Selling Module 3: Building Your Consultative Sales Message Module 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses Module 5: Managing the Sales Process Module 6: Cold Calling Module 7: Email Prospecting Module 8: Voicemail Strategy Module 9: Getting into New Accounts Module 10: Dealing with Objections Module 11: Getting Around Gatekeepers Module 12: Qualifying the Prospect Module 13: Closing Module 14: Networking Module 15: Prospecting on LinkedIn Module 16: Improving Mental Strength
  30. 30. Please Like Comment Share Subscribe Thank You!!!
  31. 31. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
  32. 32. SMART Sales System S M A R T ales essaging nd esponse actics
  33. 33. 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 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
  34. 34. 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 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
  35. 35. 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 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
  36. 36. 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
  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. Get your copy here https://www.amazon.com/dp/0578615762
  39. 39. www.salesscripter.com

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