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SMART Sales System Webinar Series – Week 3

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SMART Sales System Webinar Series – Week 3

  1. 1. 15-Week Sales Training Webinar Series – Week 3
  2. 2. Get your copy here https://www.amazon.com/dp/0578615762
  3. 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. 4. 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
  5. 5. Chapter 10 – Building Blocks
  6. 6. Individual Points (Edited in Products and Campaigns) Value Point 1 Value Point 2 Value Point 3 Pain Point 1 Pain Point 2 Pain Point 3 Product Detail 1 Product Detail 2 Product Detail 3 Pain Question 1 Pain Question 2 Pain Question 3 Value Points Pain Points Product Details Pain Questions Building Blocks (Edited in Building Blocks) Introduction Close Name Drop Scripts and Templates (Edited in Sales Playbook) Value Points Pain Points Product Details Pain Questions Introduction Close Name Drop Value Points Pain Points Product Details Pain Questions Introduction Close Name Drop
  7. 7. Product We provide [Product Name] and that includes: • Feature 1 • Feature 2 • Feature 3 Benefits Our [Product Name] can help [Target Buyer Type] to: • Value Point 1 • Value Point 2 • Value Point 3 Differentiation Some ways that we differ from other options out there are: • Differentiation 1 • Differentiation 2 • Differentiation 3 Impact of Doing Nothing Some things to be concerned about when not doing anything in this area are: • Pain Point 1 • Pain Point 2 • Pain Point 3 Company Bragging Points Other key details about us are: • Company Fact 1 • Company Fact 2 • Company Fact 3
  8. 8. Value Points We help [Target Buyer Type] to: • Value Point 1 • Value Point 2 • Value Point 3 Pain Points When I talk with other [Target Buyer Type], they often have challenges with: • Pain Point 1 • Pain Point 2 • Pain Point 3 Are you concerned about any of those areas?
  9. 9. Pain Questions If I could ask you real quick: • Pain Question 1 • Pain Question 2 • Pain Question 3 Name Drop • We worked with [Customer Name] and helped them to [Technical Improvement]. • We were able to do this by providing our [Product Name]. • This ultimately helped them to [Business Improvement].
  10. 10. Current Environment Questions • Who are you currently using today? • How long have you been with them? • How is everything going? • What are some things you like about what they provide? • What are some things that you think could be better? • If you could change one thing about their product/service, what would it be? • When was the last time you considered other options in this area? • (Sizing Question) How many _____ do you currently have? • Are you the right person to discuss this area with?
  11. 11. Qualifying Questions Need vs. Want • 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?  Funding Availability • What is the budgetary range that you need this purchase 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?
  12. 12. Qualifying Questions (Cont.) Decision Authority • 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? Level of Competition • 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?
  13. 13. Sales Takeaway • I do not know if you need what we provide. • I do not know if you are a good fit with what we do. • I do not know if we can help you in the same way that we have helped others. • I do not know if you are interested in those improvements. • I do not know if you are concerned about those areas. • I do not know if you are the right person to speak with. • I do not know if it makes sense for us to talk. • Maybe this is not the right time for you to look at this purchase. • Maybe we are not the right product for you. • Maybe this is more than you need right now.
  14. 14. Closing Questions Trial Closing • What do you think about what you have seen 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? Soft Closing • What would you like to do next? • What direction do you want to go from here? • Do you want to continue talking about this? • When would you like to talk again? • What does the path forward look like?
  15. 15. Closing Questions (Cont.) Hard Closing • 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 are asking for, are you prepared to move forward? • When are you going to make your final decision? • (If delaying the decision for a period of time) OK, but do you mind if I ask if there will be a change or something different at that time that will make it a better time to look at moving forward? • Is there anything that is preventing you from being able to move forward with this purchase?
  16. 16. Meeting Warm-Up Questions • How is your day going so far? • [Ask a question regarding the weather, sports, recent current event, etc.] • 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?
  17. 17. Networking Questions • How is your day going so far? • What do you do? • How long have you been doing that? • What did you do before? • What do you like most about what you do? • Is there something that motivated you to get into that type of work? • Where are you from? • What brought you to this event? • Have you found this to be a productive event for you? • Are there any other networking events that you recommend? • How can I help you to be successful? • What does a good prospect look like for you? • What is the best way to refer business to you? • What is the best way to stay in touch? • What is the best way to work together?
  18. 18. Chapter 11 – Call Scripts
  19. 19. Call Script – Value Points Intro Hello, [Contact’s Name]. This is [Your Name] with [Your Company]. Have I caught you in the middle of anything? Introduction Value Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  20. 20. Call Script – Value Points Intro Great. The reason for my call is that we help [Target Buyer Type] to: • Value Point 1 • Value Point 2 • Value Point 3 Introduction Value Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  21. 21. Call Script – Value Points Intro I don't know if those are areas that you want to improve and that is why I wanted to call you with a question or two. Introduction Value Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  22. 22. Call Script – Value Points Intro If I could ask you real quick: • Pain Question 1 • Pain Question 2 • Pain Question 3 Introduction Value Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  23. 23. Call Script – Value Points Intro • Who are you currently using today? • How long have you been with them? • How is everything going? • What are some things you like about what they provide? • What are some things that you think could be better? • If you could change one thing about their product/service, what would it be? • When was the last time you considered other options in this area? • (Sizing Question) How many _____ do you currently have? • Are you the right person to discuss this area with? Introduction Value Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  24. 24. Call Script – Value Points Intro When I talk with other [Target Buyer Type], they often have challenges with: • Pain Point 1 • Pain Point 2 • Pain Point 3 Are you concerned about any of those areas? Introduction Value Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  25. 25. Call Script – Value Points Intro We provide [Product Name] and that includes: • Feature 1 • Feature 2 • Feature 3 Benefits Our [Product Name] can help [Target Buyer Type] to: • Value Point 1 • Value Point 2 • Value Point 3 Differentiation Some ways that we differ from other options out there are: • Differentiation 1 • Differentiation 2 • Differentiation 3 Introduction Value Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  26. 26. Call Script – Value Points Intro Impact of Doing Nothing Some things to be concerned about when not doing anything in this area are: • Pain Point 1 • Pain Point 2 • Pain Point 3 Company Bragging Points Other key details about us are: • Company Fact 1 • Company Fact 2 • Company Fact 3 Name Drop • We worked with [Customer Name] and helped them to [Technical Improvement]. • We were able to do this by providing our [Product Name]. • This ultimately helped them to [Business Improvement]. Introduction Value Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  27. 27. Call Script – Value Points Intro But I have called you out of the blue and I am not sure if this is the best time to discuss this. Are you interested in discussing this a little more? Are you available for a brief 15 to 20-minute meeting where I can share some examples of how we have helped other [Target Buyer Type] to: • Value Point 1 • Value Point 2 • Value Point 3 Or are you available to continue talking about this now? Introduction Value Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  28. 28. Call Script – Pain Points Intro Hello, [Contact’s Name]. This is [Your Name] with [Your Company]. Have I caught you in the middle of anything? Introduction Pain Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  29. 29. Call Script – Pain Points Intro Great. The reason for my call is that we work [Target Buyer Type] and help them to solve the challenges of: • Pain Point 1 • Pain Point 2 • Pain Point 3 Introduction Pain Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  30. 30. Call Script – Pain Points Intro I don't know if you are concerned about any of those areas and that is why I wanted to call you with a question or two. Introduction Pain Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  31. 31. Call Script – Pain Points Intro If I could ask you real quick: • Pain Question 1 • Pain Question 2 • Pain Question 3 Introduction Pain Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  32. 32. Call Script – Pain Points Intro • Who are you currently using today? • How long have you been with them? • How is everything going? • What are some things you like about what they provide? • What are some things that you think could be better? • If you could change one thing about their product/service, what would it be? • When was the last time you considered other options in this area? • (Sizing Question) How many _____ do you currently have? • Are you the right person to discuss this area with? Introduction Pain Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  33. 33. Call Script – Pain Points Intro When I talk with other [Target Buyer Type], they often have challenges with: • Pain Point 1 • Pain Point 2 • Pain Point 3 Are you concerned about any of those areas? Introduction Pain Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  34. 34. Call Script – Pain Points Intro We provide [Product Name] and that includes: • Feature 1 • Feature 2 • Feature 3 Benefits Our [Product Name] can help [Target Buyer Type] to: • Value Point 1 • Value Point 2 • Value Point 3 Differentiation Some ways that we differ from other options out there are: • Differentiation 1 • Differentiation 2 • Differentiation 3 Introduction Pain Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  35. 35. Call Script – Pain Points Intro Impact of Doing Nothing Some things to be concerned about when not doing anything in this area are: • Pain Point 1 • Pain Point 2 • Pain Point 3 Company Bragging Points Other key details about us are: • Company Fact 1 • Company Fact 2 • Company Fact 3 Name Drop • We worked with [Customer Name] and helped them to [Technical Improvement]. • We were able to do this by providing our [Product Name]. • This ultimately helped them to [Business Improvement]. Introduction Pain Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  36. 36. Call Script – Pain Points Intro But I have called you out of the blue and I am not sure if this is the best time to discuss this. Are you interested in discussing this a little more? Are you available for a brief 15 to 20-minute meeting where I can share some examples of how we have helped other [Target Buyer Type] to: • Value Point 1 • Value Point 2 • Value Point 3 Or are you available to continue talking about this now? Introduction Pain Points Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  37. 37. Call Script – Name Drop Intro Hello, [Contact’s Name]. This is [Your Name] with [Your Company]. Have I caught you in the middle of anything? Introduction Name Drop Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  38. 38. Call Script – Name Drop Intro Great. The reason for my call is that: • We worked with [Customer Name] and helped them to [Technical Improvement]. • This ultimately helped them to [insert business improvement]. Introduction Name Drop Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  39. 39. Call Script – Name Drop Intro I don't know if we can help you in the same way or not and that is why I wanted to call you with a question or two. Introduction Name Drop Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  40. 40. Call Script – Name Drop Intro If I could ask you real quick: • Pain Question 1 • Pain Question 2 • Pain Question 3 Introduction Name Drop Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  41. 41. Call Script – Name Drop Intro • Who are you currently using today? • How long have you been with them? • How is everything going? • What are some things you like about what they provide? • What are some things that you think could be better? • If you could change one thing about their product/service, what would it be? • When was the last time you considered other options in this area? • (Sizing Question) How many _____ do you currently have? • Are you the right person to discuss this area with? Introduction Name Drop Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  42. 42. Call Script – Name Drop Intro When I talk with other [Target Buyer Type], they often have challenges with: • Pain Point 1 • Pain Point 2 • Pain Point 3 Are you concerned about any of those areas? Introduction Name Drop Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  43. 43. Call Script – Name Drop Intro We provide [Product Name] and that includes: • Feature 1 • Feature 2 • Feature 3 Benefits Our [Product Name] can help [Target Buyer Type] to: • Value Point 1 • Value Point 2 • Value Point 3 Differentiation Some ways that we differ from other options out there are: • Differentiation 1 • Differentiation 2 • Differentiation 3 Introduction Name Drop Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  44. 44. Call Script – Name Drop Intro Impact of Doing Nothing Some things to be concerned about when not doing anything in this area are: • Pain Point 1 • Pain Point 2 • Pain Point 3 Company Bragging Points Other key details about us are: • Company Fact 1 • Company Fact 2 • Company Fact 3 Name Drop • We worked with [Customer Name] and helped them to [Technical Improvement]. • We were able to do this by providing our [Product Name]. • This ultimately helped them to [Business Improvement]. Introduction Name Drop Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  45. 45. Call Script – Name Drop Intro But I have called you out of the blue and I am not sure if this is the best time to discuss this. Are you interested in discussing this a little more? Are you available for a brief 15 to 20-minute meeting where I can share some examples of how we have helped other [Target Buyer Type] to: • Value Point 1 • Value Point 2 • Value Point 3 Or are you available to continue talking about this now? Introduction Name Drop Pain Questions Pain Points Product Cold Call Close Sales Takeaway Current Environment Questions
  46. 46. Call Script – Product Intro Hello, [Contact’s Name]. This is [Your Name] with [Your Company]. Have I caught you in the middle of anything? Introduction Product Pain Questions Pain Points Cold Call Close Sales Takeaway Current Environment Questions
  47. 47. Call Script – Product Intro Introduction Product Pain Questions Pain Points Cold Call Close Sales Takeaway Current Environment Questions Great. The reason for the call is that we provide [Product Name] and that includes: • Feature 1 • Feature 2 • Feature 3 Benefits Our [Product Name] can help [Target Buyer Type] to: • Value Point 1 • Value Point 2 • Value Point 3 Differentiation Some ways that we differ from other options out there are: • Differentiation 1 • Differentiation 2 • Differentiation 3
  48. 48. Call Script – Product Intro Introduction Product Pain Questions Pain Points Cold Call Close Sales Takeaway Current Environment Questions Impact of Doing Nothing Some things to be concerned about when not doing anything in this area are: • Pain Point 1 • Pain Point 2 • Pain Point 3 Company Bragging Points Other key details about us are: • Company Fact 1 • Company Fact 2 • Company Fact 3 Name Drop • We worked with [Customer Name] and helped them to [Technical Improvement]. • We were able to do this by providing our [Product Name]. • This ultimately helped them to [Business Improvement].
  49. 49. Call Script – Product Intro I don't know if you are a good fit with what we provide and that is why I wanted to call you with a question or two. Introduction Product Pain Questions Pain Points Cold Call Close Sales Takeaway Current Environment Questions
  50. 50. Call Script – Product Intro If I could ask you real quick: • Pain Question 1 • Pain Question 2 • Pain Question 3 Introduction Product Pain Questions Pain Points Cold Call Close Sales Takeaway Current Environment Questions
  51. 51. Call Script – Product Intro • Who are you currently using today? • How long have you been with them? • How is everything going? • What are some things you like about what they provide? • What are some things that you think could be better? • If you could change one thing about their product/service, what would it be? • When was the last time you considered other options in this area? • (Sizing Question) How many _____ do you currently have? • Are you the right person to discuss this area with? Introduction Product Pain Questions Pain Points Cold Call Close Sales Takeaway Current Environment Questions
  52. 52. Call Script – Product Intro When I talk with other [Target Buyer Type], they often have challenges with: • Pain Point 1 • Pain Point 2 • Pain Point 3 Are you concerned about any of those areas? Introduction Product Pain Questions Pain Points Cold Call Close Sales Takeaway Current Environment Questions
  53. 53. Call Script – Product Intro Introduction Product Pain Questions Pain Points Cold Call Close Sales Takeaway Current Environment Questions But I have called you out of the blue and I am not sure if this is the best time to discuss this. Are you interested in discussing this a little more? Are you available for a brief 15 to 20-minute meeting where I can share some examples of how we have helped other [Target Buyer Type] to: • Value Point 1 • Value Point 2 • Value Point 3 Or are you available to continue talking about this now?
  54. 54. For more sales scripts: Go to www.salesscripter.com Or Purchase The SMART Sales System book - https://www.amazon.com/dp/0578615762
  55. 55. Chapter 12 – Email Templates
  56. 56. Cold Email – Value Points Subject Line: [Value Point] Hello [Contact First Name], The reason for the email is that we help [Target Buyer Type] to: • Value Point 1 • Value Point 2 • Value Point 3 I don't know if you want to improve those areas and that is why I am reaching out. Are you available for a brief 15 to 20-minute meeting where I can share some examples of how we have helped other [Target Buyer Type] to [Value Point]? Best Regards, [Email Signature]
  57. 57. Cold Email – Pain Points Hello [Contact First Name], The reason for the email is that we help [Target Buyer Type] with the challenges of: • Pain Point 1 • Pain Point 2 • Pain Point 3 I don't know if you are concerned about any of those areas and that is why I am reaching out. Are you available for a brief 15 to 20-minute meeting where I can share some examples of how we have helped other [Target Buyer Type] to [Value Point]? Best Regards, [Email Signature]
  58. 58. Cold Email – Name Drop Subject Line: [Technical or Business Improvement Realized] Hello [Contact First Name], The reason for the email is that we worked with [Customer Name] and helped them to [Technical Improvement]. This ultimately led to them being able to [Business Improvement]. I don't know if we can help you in the same way and that is why I am reaching out. Are you available for a brief 15 to 20-minute meeting where I can share some examples of how we have helped other [Target Buyer Type] to [Value Point]? Best Regards, [Email Signature]
  59. 59. Cold Email – Pain Questions Subject Line: [Pain Question] Hello [Contact First Name], I am trying to determine if we can help you in the same way that have helped our other clients. These are some of the questions that I would ask you to figure that out: • Pain Question 1 • Pain Question 2 • Pain Question 3 Do any of those connect with a challenge or interest that you have? If so, let’s put a few minutes on the calendar to have a brief conversation. Best Regards, [Email Signature]
  60. 60. Cold Email – Product Subject Line: [Product Name] Hello [Contact First Name], The reason for the email is that we provide [Product Name] and that includes: • Feature 1 • Feature 2 • Feature 3 Some ways we differ from other options out there are: • Differentiation 1 • Differentiation 2 • Differentiation 3 Are you available for a brief 15 to 20-minute meeting where I can share some examples of how we have helped other [Target Buyer Type] to [Value Point]? Best Regards, [Email Signature]
  61. 61. For more email templates: Go to www.salesscripter.com Or Purchase The SMART Sales System book - https://www.amazon.com/dp/0578615762
  62. 62. Chapter 13 – Voicemail Messages
  63. 63. Voicemail Message – Value Points Hello [Prospect Name], this is [Your Name] and I am with [Your Company]. The reason for my call is that we help [Target Buyer Type] to: (Share 1 to 3 benefits) • Value Point 1 • Value Point 2 • Value Point 3 I don’t know if you want to improve those areas and that is why I am reaching out. I will try you again next week. If you would like to reach me in the meantime, my number is [Your Number]. Again, this is [Your Name] calling from [Your Company], [Your Number Again]. Thank you and I look forward to talking with you soon.
  64. 64. Voicemail Message – Pain Points Hello [Prospect Name], this is [Your Name] and I am with [Your Company]. The reason for my call is that we help [Target Buyer Type] with the challenges of: (Share 1 to 3 pain points) • Pain Point 1 • Pain Point 2 • Pain Point 3 I don’t know if you are concerned about those areas and that is why I am reaching out. I will try you again next week. If you would like to reach me in the meantime, my number is [Your Number]. Again, this is [Your Name] calling from [Your Company], [Your Number Again]. Thank you and I look forward to talking with you soon.
  65. 65. Voicemail Message – Name Drops Hello [Prospect Name], this is [Your Name] and I am with [Your Company]. The reason for my call is that we worked with [Customer Name] and helped them to [Technical Improvement]. This ultimately led to them being able to [Business Improvement]. I don't know if we can help you in the same way and that is why I am reaching out. I will try you again next week. If you would like to reach me in the meantime, my number is [Your Number]. Again, this is [Your Name] calling from [Your Company], [Your Number Again]. Thank you and I look forward to talking with you soon.
  66. 66. Voicemail Message – Product Hello [Prospect Name], this is [Your Name] and I am with [Your Company]. The reason for my call is that we provide [Product Name] and that includes: • Feature 1 • Feature 2 • Feature 3 Some ways that we differ from other options out there are: • Differentiation 1 • Differentiation 2 • Differentiation 3 I don't know if you are a good fit with what we provide and that is why I am reaching out. I will try you again next week. If you would like to reach me in the meantime, my number is [Your Number]. Again, this is [Your Name] calling from [Your Company], [Your Number Again]. Thank you and I look forward to talking with you soon.
  67. 67. Chapter 14 – Objection Responses
  68. 68. What is this in regards to? Value Points The reason for my call is that we help [Target Buyer Type] to: • Value Point 1 • Value Point 2 • Value Point 3
  69. 69. Is this a sales call? Value Points The reason for my call is that we help [Target Buyer Type] to: • Value Point 1 • Value Point 2 • Value Point 3
  70. 70. I am not interested. Option 1: Pain Questions I understand. If I could ask you real quick: • Pain Question 1 • Pain Question 2 • Pain Question 3
  71. 71. I am not interested. Option 2: Pain Points I understand. When I talk with other [Target Buyer Type], they often have challenges with: • Pain Point 1 • Pain Point 2 • Pain Point 3 Are you concerned about any of those areas?
  72. 72. Just send me your information. Option 1: Pain Questions I can certainly do that. So that I know what best to send you, can I ask you real quick: • Pain Question 1 • Pain Question 2 • Pain Question 3
  73. 73. Just send me your information. Option 2: Current Environment Questions I can certainly do that. So that I know what best to send you, can I ask you real quick: • Who are you currently using today? • How long have you been with them? • How is everything going? • What are some things you like about what they provide? • What are some things that you think could be better? • If you could change one thing about their product/service, what would it be? • When was the last time you considered other options in this area? • (Sizing Question) How many _____ do you currently have? • Are you the right person to discuss this area with?
  74. 74. Just send me your information. Option 3: Sales Process Sure, I definitely can. Actually, there is a lot of information that I can send over to you. If you have questions about something in particular, it might be easier and quicker to have a brief conversation over the phone on another day instead of me sending over a bunch of information.
  75. 75. We already use someone for that. Option 1: Current Environment Questions Oh, great. • Who are you currently using today? • How long have you been with them? • How is everything going? • What are some things you like about what they provide? • What are some things that you think could be better? • If you could change one thing about their product/service, what would it be? • When was the last time you considered other options in this area? • (Sizing Question) How many _____ do you currently have? • Are you the right person to discuss this area with?
  76. 76. We already use someone for that. Option 2: Pain Questions Oh, great. If I can ask you real quick: • Pain Question 1 • Pain Question 2 • Pain Question 3
  77. 77. We already use someone for that. Option 3: Pain Points Oh, great. When I talk with other [Target Buyer Type], they often have challenges with: • Pain Point 1 • Pain Point 2 • Pain Point 3 Are you concerned about any of those areas?
  78. 78. We do not have budget/money to spend right now. Option 1: Sales Process I understand. And I want you to know that I am not reaching out to you to try to sign you up or sell you anything. More so, we are just looking to open the dialogue between our two companies and have an initial conversation. We would like to learn a little more about you and possibly share some information about us. That way, when you begin your budget planning or when your budget opens back up, you can know who we are and how we can help. Are you open to having a brief conversation at some point? It does not have to be this week or next, we are not going anywhere.
  79. 79. We do not have budget/money to spend right now. Option 2: Pain Questions I understand. If I can ask you real quick: • Pain Question 1 • Pain Question 2 • Pain Question 3
  80. 80. We do not have budget/money to spend right now. Option 3: Pain Points I understand. When I talk with other [Target Buyer Type], they often have challenges with: • Pain Point 1 • Pain Point 2 • Pain Point 3 Are you concerned about any of those areas?
  81. 81. We are not making any changes right now. Option 1: Pain Questions I understand. If I can ask you real quick: • Pain Question 1 • Pain Question 2 • Pain Question 3
  82. 82. We are not making any changes right now. Option 2: Current Environment Questions I understand. • Who are you currently using today? • How long have you been with them? • How is everything going? • What are some things you like about what they provide? • What are some things that you think could be better? • If you could change one thing about their product/service, what would it be? • When was the last time you considered other options in this area? • (Sizing Question) How many _____ do you currently have? • Are you the right person to discuss this area with?
  83. 83. We are not making any changes right now. Option 3: Pain Points I understand. When I talk with other [Target Buyer Type], they often have challenges with: • Pain Point 1 • Pain Point 2 • Pain Point 3 Are you concerned about any of those areas?
  84. 84. We are not making any changes right now. Option 4: Sales Process I understand. And I want you to know that I am not reaching out to you to try to sign you up or sell you anything. More so, we are just looking to open the dialogue between our two companies and have an initial conversation. We would like to learn a little more about you and possibly share some information about us. That way, when you ready to make a change, you can know who we are and how we can help. Are you open to having a brief conversation at some point? It does not have to be this week or next, we are not going anywhere.
  85. 85. Call me back in X months. Option 1: Sales Process I can certainly do that. But I want you to know that I am not reaching out to you to try to sign you up or sell you anything. More so, we are just looking to open the dialogue between our two companies and have an initial conversation. We would like to learn a little more about you and possibly share some information about us. That way, when you ready to look closer at this, you can know who we are and how we can help. Are you open to having a brief conversation at some point? It does not have to be this week or next, we are not going anywhere.
  86. 86. Call me back in X months. Option 2: Customer Specific Pain Points I can certainly do that. But when we last spoke, you mentioned you had challenges with: Customer concern 1 Customer concern 2 Customer concern 3 Are you sure it makes sense to put off talking for another X months with those going on?
  87. 87. Chapter 15 – Meeting Scripts
  88. 88. First Appointment Script • How is your day going so far? • [Ask a question regarding the weather, sports, recent current event, etc.] • 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? Warm-Up Questions Current Environment Questions Pain Points Qualifying Questions Closing Questions Pain Questions Product
  89. 89. First Appointment Script • Who are you currently using today? • How long have you been with them? • How is everything going? • What are some things you like about what they provide? • What are some things that you think could be better? • If you could change one thing about their product/service, what would it be? • When was the last time you considered other options in this area? • (Sizing Question) How many _____ do you currently have? • Are you the right person to discuss this area with? Warm-Up Questions Current Environment Questions Pain Points Qualifying Questions Closing Questions Pain Questions Product
  90. 90. First Appointment Script If I could ask you real quick: • Pain Question 1 • Pain Question 2 • Pain Question 3 Warm-Up Questions Current Environment Questions Pain Points Qualifying Questions Closing Questions Pain Questions Product
  91. 91. First Appointment Script When I talk with other [Target Buyer Type], they often have challenges with: • Pain Point 1 • Pain Point 2 • Pain Point 3 Are you concerned about any of those areas? Warm-Up Questions Current Environment Questions Pain Points Qualifying Questions Closing Questions Pain Questions Product
  92. 92. First Appointment Script Warm-Up Questions Current Environment Questions Pain Points Qualifying Questions Closing Questions Pain Questions Product We provide [Product Name] and that includes: • Feature 1 • Feature 2 • Feature 3 Benefits Our [Product Name] can help [Target Buyer Type] to: • Value Point 1 • Value Point 2 • Value Point 3 Differentiation Some ways that we differ from other options out there are: • Differentiation 1 • Differentiation 2 • Differentiation 3
  93. 93. First Appointment Script Warm-Up Questions Current Environment Questions Pain Points Qualifying Questions Closing Questions Pain Questions Product Impact of Doing Nothing Some things to be concerned about when not doing anything in this area are: • Pain Point 1 • Pain Point 2 • Pain Point 3 Company Bragging Points Other key details about us are: • Company Fact 1 • Company Fact 2 • Company Fact 3 Name Drop • We worked with [Customer Name] and helped them to [Technical Improvement]. • We were able to do this by providing our [Product Name]. • This ultimately helped them to [Business Improvement].
  94. 94. First Appointment Script Warm-Up Questions Current Environment Questions Pain Points Qualifying Questions Closing Questions Pain Questions Product Need vs. Want • 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?  Funding Availability • What is the budgetary range that you need this purchase 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?
  95. 95. First Appointment Script Warm-Up Questions Current Environment Questions Pain Points Qualifying Questions Closing Questions Pain Questions Product Decision Authority • 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? Level of Competition • 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?
  96. 96. First Appointment Script Warm-Up Questions Current Environment Questions Pain Points Qualifying Questions Closing Questions Pain Questions Product Trial Closing • What do you think about what you have seen 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? Soft Closing • What would you like to do next? • What direction do you want to go from here? • Do you want to continue talking about this? • When would you like to talk again? • What does the path forward look like?
  97. 97. First Appointment Script Warm-Up Questions Current Environment Questions Pain Points Qualifying Questions Closing Questions Pain Questions Product Hard Closing • 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 are asking for, are you prepared to move forward? • When are you going to make your final decision? • (If delaying the decision for a period of time) 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?
  98. 98. Networking Meeting Script • How is your day going so far? • What do you do? • How long have you been doing that? • What did you do before? • What do you like most about what you do? • Is there something that motivated you to get into that type of work? • Where are you from? • What brought you to this event? • Have you found this to be a productive event for you? • Are there any other networking events that you recommend? • How can I help you to be successful? • What does a good prospect look like for you? Networking Questions Current Environment Questions Pain Points Closing Questions Pain Questions Product
  99. 99. Networking Meeting Script • Who are you currently using today? • How long have you been with them? • How is everything going? • What are some things you like about what they provide? • What are some things that you think could be better? • If you could change one thing about their product/service, what would it be? • When was the last time you considered other options in this area? • (Sizing Question) How many _____ do you currently have? • Are you the right person to discuss this area with? Networking Questions Current Environment Questions Pain Points Closing Questions Pain Questions Product
  100. 100. Networking Meeting Script If I could ask you real quick: • Pain Question 1 • Pain Question 2 • Pain Question 3 Networking Questions Current Environment Questions Pain Points Closing Questions Pain Questions Product
  101. 101. Networking Meeting Script When I talk with other [Target Buyer Type], they often have challenges with: • Pain Point 1 • Pain Point 2 • Pain Point 3 Are you concerned about any of those areas? Networking Questions Current Environment Questions Pain Points Closing Questions Pain Questions Product
  102. 102. Networking Meeting Script Networking Questions Current Environment Questions Pain Points Closing Questions Pain Questions Product We provide [Product Name] and that includes: • Feature 1 • Feature 2 • Feature 3 Benefits Our [Product Name] can help [Target Buyer Type] to: • Value Point 1 • Value Point 2 • Value Point 3 Differentiation Some ways that we differ from other options out there are: • Differentiation 1 • Differentiation 2 • Differentiation 3
  103. 103. Networking Meeting Script Networking Questions Current Environment Questions Pain Points Closing Questions Pain Questions Product • What is the best way to work together? • What is the best way to stay in touch? • When would you like to meet again?
  104. 104. 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
  105. 105. 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) Process 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)
  106. 106. Please Like Comment Share Subscribe Thank You!!!
  107. 107. SMART Sales System Sales Methodology Software Platform Professional Services
  108. 108. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation
  109. 109. 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
  110. 110. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @Michael_halper @salesscripter

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