How to Respond to What Is This In Regards To

1. “What is this in regards to?”

2. Most Common Objections

3. Are you a salesperson that is trying to sell something? Should I try to get rid of you? Goal

4. Honest Answer • Introduce yourself and your company • Schedule an appointment or meeting • Learn about the prospect’s needs • Share details about the product that you have to offer • Sell your product to the prospect

5. Objection Handling Options Option 1 – Comply Option 2 – Overcome Option 3 – Deflect

6. Option 1 – Comply

7. Option 2 – Overcome

8. Option 3 – Deflect the Objection

9. Well, the reason for my call is that we help [value proposition]. What is this in regards to? • Does not provide salesperson confirmation • Functions almost as a curve ball • Keeps you alive and call going • Could create curiosity

10. The reason for my call is that we help sales trainers to: • Make it easier to teach reps what to say • Decrease new hire ramp-up time • Improve how reps perform • Make the training department look great What is this in regards to? Is this a sales call? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE

11. PRODUCT The SMART Sales System FEATURES • Web-based sales training system • Teaches what to say and ask • Sales playbook library • Sales Role-Play Simulator • Sales gamification DIFFERENTIATION • Only sales tool that tells what to say and ask • Only sales simulation tool • Consultative selling approach • Makes learning how to sell easy TARGET SALES TRAINERS IMPROVEMENTS • Make it easier to teach reps what to say • Decrease new hire ramp-up time • Improve how reps perform • Make the training department look great • Make something work better • Make something easier • Decrease the time it takes to do something • Increase revenue or income • Decrease costs or expenses • Improve product quality • Decrease the risk of something bad happening • Improve visibility or access to information VALUE

12. The SMART Sales System FEATURES • Web-based sales training system • Teaches what to say and ask • Sales playbook library • Sales Role-Play Simulator • Sales gamification DIFFERENTIATION • Only sales tool that tells what to say and ask • Only sales simulation tool • Consultative selling approach • Makes learning how to sell easy FOR SALES TRAINERS IMPROVEMENTS • Make it easier to teach reps what to say • Decrease new hire ramp-up time • Improve how reps perform • Make the training department look great CHALLENGES/CONCERNS • Difficult teaching reps everything they need to say • Takes a long time to get reps ramped up and producing • Too many reps not performing well • Training does not get enough credit PAIN QUESTIONS • How difficult is it to teach reps everything they need to say? • Do you need to decrease the time it takes to get sales reps ramped up and producing? • How much pressure is there to get reps performing better? • Is the training department getting the credit it deserves? CUSTOMER EXAMPLE • We worked with a sales trainer • They were having difficulty teaching reps everything they need to say • We helped to solve that with our SMART Sales System • Made it easier to teach reps what to say • Improved performance for every rep on the team PRODUCT TARGET VALUE PAIN QUESTIONS CUSTOMER EXAMPLE

13. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT Building Blocks

14. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE QUESTIONS CUSTOMER EXAMPLE PRODUCT OPEN CLOSE Cold Call Script

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

18. 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 Customer 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

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