SMART Sales System Training - Week 1

1. 15-Week Sales Training Webinar Series

2. Get your copy here https://www.amazon.com/dp/0578615762

3. Week 1: Introduction to SMART and Consultative Selling (Chapters 1 - 3)
Week 2: Building Your Consultative Sales Message (Chapters 4 - 9)
Week 3: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15)
Week 4: Managing the Sales Process (Chapter 16)
Week 5: Cold Calling (Chapter 17)
Week 6: Email Prospecting (Chapter 18)
Week 7: Voicemail Strategy (Chapter 19)
Week 8: Getting into New Accounts (Chapter 20)
Week 9: Dealing with Objections (Chapter 21)
Week 10: Getting Around Gatekeepers (Chapter 22)
Week 11: Qualifying the Prospect (Chapter 23)
Week 12: Closing (Chapter 24)
Week 13: Networking (Chapter 25)
Week 14: Prospecting on LinkedIn (Chapter 26)
Week 15: Improving Mental Strength (Chapter 27)

4. Chapter 1 – Introduction

5. What does SMART stand for?
In what way is this a system?
What can you expect from all of this?

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

7. What does SMART stand for?
In what way is this a system?
What can you expect from all of this?

9. The SMART Sales System will
tell you what to do and say

10. All Fluff

11. It is practical and easy to
implement

12. The system offers a prospecting software application

13. What does SMART stand for?
In what way is this a system?
What can you expect from all of this?

14. You will know what to do and say
You will make a better impression
Establish more conversations
Have better interactions
Build more rapport
Make SMARTer decisions
Generate more leads
Selling will become easier
Anxiety will decrease

15. The System is Built on 3 Levels

16. 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

17. Chapter 2 – Core Concepts

18. Understand the Prospect
Prospects are Extremely Busy
Prospects Get Sold to a Lot
Don’t Sound Like a Salesperson
Focus on the Prospect’s Interests, Not Yours
The Best Salesperson is the One That Asks the Best Questions
Prospects Are Likely Not in Buying Mode
Don’t Sell the Product, Sell the Meeting

19. Chapter 3 – Consultative Selling

20. Product Selling
• Talk about the product and company as much as you can
• Talk about the product and company to as many people that you
• Try to build and validate interest in buying the product in every conversation

21. Problems with Product Selling
• Prospects get sold to a lot
• Don’t sound like a salesperson
• Focus on their interests, not yours
• Prospects are likely not in buying mode

22. Understandable to Use Product Selling
• Aligned with our natural instincts
• It is how companies train their salespeople
• It is easier in some ways

23. Consultative Selling
• Focuses more on learning about the prospect’s needs
• Centered around asking good questions
• Looking for prospects that need what you sell
• Providing product as solution to the prospect’s needs

24. Everybody
Do not need
May need
There is a need
There is a need now

25. Example

26. Product Selling Consultative Selling
Company
Product
Features
Pricing
Benefits (Value Points)
Common Problems (Pain Points)
Questions Probing for Problems (Pain Questions)
Customer Examples (Name Drop)
Features, Differentiation, ROI (Product / Company)

27. 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

28. Week 1: Introduction to SMART and Consultative Selling (Chapters 1 - 3)
Week 2: Building Your Consultative Sales Message (Chapters 4 - 9)
Week 3: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15)
Week 4: Managing the Sales Process (Chapter 16)
Week 5: Cold Calling (Chapter 17)
Week 6: Email Prospecting (Chapter 18)
Week 7: Voicemail Strategy (Chapter 19)
Week 8: Getting into New Accounts (Chapter 20)
Week 9: Dealing with Objections (Chapter 21)
Week 10: Getting Around Gatekeepers (Chapter 22)
Week 11: Qualifying the Prospect (Chapter 23)
Week 12: Closing (Chapter 24)
Week 13: Networking (Chapter 25)
Week 14: Prospecting on LinkedIn (Chapter 26)
Week 15: Improving Mental Strength (Chapter 27)

29. Please
Like
Comment
Share
Subscribe
Thank You!!!

30. SMART Sales System
Sales Methodology Software Platform Professional Services

31. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training

32. SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation

33. 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

34. Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@Michael_halper
@salesscripter