Regardless of how much experience you have selling, it can be easy to feel like you are not doing a good job. If you feel like that or that you do not know what to do to get better, join us for our next webinar “10 Things to Do When You Feel Like You Suck at Sales”.
In this training session, we outline 10 very practical things you can do that will immediately make you a better salesperson.
7. How to Build and Maintain Mental Strength While
Selling
https://salesscripter.com/sales-training-webinar-
how-to-build-and-maintain-mental-strength-while-
selling/
More info on improving your mindset:
11. Sales Prospecting Advanced Techniques
https://salesscripter.com/sales-prospecting-
advanced-techniques-sales-training-program/
More info on our prospecting methodology:
14. • Your products help in some way
or another
• Stop to think about how
(benefits)
• Keep this in the front of your
mind everyday
• Will improve your mindset
• Will improve how you
communicate
16. Product
Benefits
Lose weight
Get healthier
Get on and stay on a workout schedule
Transition to a healthier lifestyle
Feel better
Become more attractive
Improve self-confidence
Decrease stress
Become happier
Gym Membership
Treadmills
Weights
Classes
Personal Training
Lap pool
Sauna
Steam room
Yoga Studio
17. How to Build a Value Proposition that Generates
Leads
https://salesscripter.com/how-to-build-a-value-
proposition-that-generates-leads-webinar/
More info on value:
20. Product Benefits
Lose weight
Get healthier
Get on and stay on a
workout schedule
Transition to a healthier
lifestyle
Feel better
Become more attractive
Improve self-confidence
Decrease stress
Become happier
Pain Points
Need to lose weight and get in better shape
Not healthy and do not feel good
Difficult to get on and stay on a workout schedule
Do not feel good and often get sick
Not happy with physical appearance
Do not have a very good self-image and level of
self-confidence
Often feel stressed and depressed
Gym Membership
Treadmills
Weights
Classes
Personal Training
Lap pool
Sauna
Steam room
Yoga Studio
21. How to Use Prospect Pain to Generate Leads
https://salesscripter.com/how-to-use-prospect-
pain-to-generate-leads/
More info on pain points:
24. Product Benefits
Lose weight
Get healthier
Get on and stay on a
workout schedule
Transition to a healthier
lifestyle
Feel better
Become more attractive
Improve self-confidence
Decrease stress
Become happier
Pain Points
Questions
Need to lose weight
and get in better shape
Not healthy and do not
feel good
Difficult to get on and
stay on a workout
schedule
Do not feel good and
often get sick
Not happy with
physical appearance
Do not have a very
good self-image and
level of self-confidence
Often feel stressed
and depressed
Gym Membership
Treadmills
Weights
Classes
Personal Training
Lap pool
Sauna
Steam room
Yoga Studio
How do you feel about your physical
appearance or level of fitness?
How important is it for you to lose weight
or get in better shape?
Have you ever had difficulty getting into a
routine of working out?
How do you feel about your overall level of
health or how you generally feel on a daily
basis?
How would you describe your image of
yourself or your level of self-confidence?
How often do you find yourself stressed
out or depressed?
25. How to Always Know the Right Questions to Ask
https://salesscripter.com/how-to-always-know-
the-right-sales-questions-to-ask/
More info on asking questions:
27. • I am busy right now.
• What is this in regards to?
• Is this a sales call?
• I am not interested.
• Just send me some information.
• We already use somebody for that.
• We are not looking to make any changes right now.
• We do not have budget/money to spend.
• Call me back in X months.
28. Sales Objection Rebuttals that Defuse Common
Sales Objections
https://salesscripter.com/sales-objection-
rebuttals-that-defuse-common-sales-objections/
More info on objection handling:
31. Initial Contact
(First time to speak)
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
First Conversation
(Appointment/Meeting)
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
First Meeting
(Presentation)
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
• Goal is to get to a presentation
• Try to further qualify
• Deflect or Overcome Objections
• Goal is to get to the meeting
• Try to pre-qualify
• Deflect Objections
• Goal is to close (Sale or agreement to
move forward)
• Overcome Objections
32. How to Improve Your Control Over the Sales
Process
https://salesscripter.com/how-to-improve-your-
control-over-the-sales-process/
More info on managing the sales process:
35. How to Consistently Get Around Gatekeepers
when B2B Cold Calling Webinar Recording
https://salesscripter.com/how-to-consistently-get-
around-gatekeepers-when-b2b-cold-calling/
More info on dealing with gatekeepers:
41. 1. Get Your Mind in a Better Place
2. Learn from Others
3. Establish Value Awareness
4. Identify the Pain Points You Help With
5. Make a List of Questions to Ask
6. Prepare for Objections
7. Focus More on the Sales Process
8. Have a Game Plan for Gatekeepers
9. Increase Networking
10. Organize Your Schedule
45. 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
46. SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
47. 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
48. SMART Sales System
Pricing
• Software - $49 per user per month (40% discount for annual subscription)
• Sales Training – No cost on YouTube
• Scripter Walk-Through (2 hour engagement to create your pitch) - $200
For $249, you will get a full library of sales scripts,
emails, and tools
The next concept that we are going to discuss is value awareness. We will actually discuss what value is in more detail and how to figure out what value you have to offer in another module, but value is basically how you help or what you provide to others.
One way to improve you mental strength is to become more aware of the value that you offer and to not lose site of it, which is what we usually do when we are in the trenches selling day in and day out. When we are not aware of how we help, we can slip into having a needy frame of mind and we are taking from our prospects. Having value awareness will flip that and give you the mindset that you are helping and giving something when you sell.
To improve your level of value awareness, you can start with first identifying the value that you offer and we will go through that later. But from there it is really all about keeping that value at the forefront of your mind when you sell and talk with prospects so that you have the mental frame of mind that you are helping and have something to offer.
By improving you value awareness, you will decrease reluctance, decrease anxiety, improve confidence, improve motivation, and improve your belief in what you sell, what you do, and who you are
Before we go any further, let’s clearly discuss what objections are.
Objections are a prospect’s best weapon when they answer your cold call. They are statements or questions that the prospect will throw at you and they are like mini stops signs that the prospect will hold up. They use to try to take a control of the call and take it in a direction of their choosing. And if they begin to feel like you are selling something when they are not looking to buy, they will want try to end the call and will use objections to get there as soon as possible.
Now let’s take a look at common objections and ones that you are just about guaranteed to run up against.
I am busy right now. Who are you with?
What is this in regards to?
I am not interested.
Just send me some information.
We already use somebody.
We are not looking to make a change right now.
We do not have any budge to spend.
Those are eight objections that consistently come up. You could maybe tweak those for your situation, and add a couple that are specific to your products, you would have a complete list of objections to be prepared for. As part of this training, we will explain these one at a time and show you how to get around them.