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SMART Sales System Webinar Series – Week 4

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15-Week Sales Training Webinar Series – Week 4

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

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Week 1: Introduction to SMART and Consultative Selling (Chapters 1 - 3)
Week 2: Building Your Consultative Sales Message (...

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SMART Sales System Webinar Series – Week 4

  1. 1. 15-Week Sales Training Webinar Series – Week 4
  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 16 – Managing the Sales Process
  6. 6. Organize and simplify steps you take a prospect through Improve awareness for which step you are in Make it easier to know what to say and ask
  7. 7. One of the most important SMART topics Cold calling Email prospecting Questions you ask Objection handling Closing Impact what you say and ask
  8. 8. Ultimate Goal: Close the sale Immediate Goal: Close on the next step in the sales process
  9. 9. We can often focus primarily on the ultimate goal.
  10. 10. Turn Questions into Statements Examples
  11. 11. Initial Contact Meeting Presentation
  12. 12. Initial Contact Meeting Presentation Initial Contact Types • 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 more • Close for meeting Questions • Pain • Current Environment
  13. 13. Initial Contact Meeting Presentation Meeting Types • 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 learning about your product • Close for Presentation Questions • Pain • Current Environment • Qualifying
  14. 14. Initial Contact Meeting Presentation Types • Presentation • Demonstration • Proposal • Quotation • List of options Structure • 30 minutes to 2 hours • 20% on prospect • 80% on you Goals • Qualify • Build interest in purchasing your product • Close for purchase Questions • Pain • Current Environment • Qualifying • Closing
  15. 15. Initial Contact Meeting Presentation
  16. 16. Initial Contact Meeting Presentation Instant Meeting
  17. 17. When to Have an Instant Meeting • Your prospect is extremely difficult to get a hold of • Your Initial Contact is a face-to-face conversation • Your product is fairly simple • Your prospect wants to move quickly
  18. 18. Why to Avoid Instant Meetings • Get more time and attention • Able to be more prepared • Closing opportunity
  19. 19. Initial Contact Meeting Presentation Instant Presentation
  20. 20. Initial Contact Meeting Presentation One-Call-Close
  21. 21. Don’t Sell the Product, Sell the Meeting
  22. 22. 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)
  23. 23. Please Like Comment Share Subscribe Thank You!!!
  24. 24. SMART Sales System Sales Methodology Software Platform Professional Services
  25. 25. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Message Builder • Sales Scripts • Email Templates • CRM Functionality • Email Automation
  26. 26. 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
  27. 27. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @Michael_halper @salesscripter

Hinweis der Redaktion

  • Cold call ongoing
    Networking
    Objections
    Try to sell to everybody
  • Cold call ongoing
    Networking
    Objections
    Try to sell to everybody

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