SMART Sales System Webinar Series – Week 2

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. 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

6. Chapter 4 – Product

7. What We Mean by “Product”
• What you are ultimately trying to sell to the prospect
• Could be a physical product
• Could be a service
• Could be a grouping of products or services
• Could be a feature
• Could be an event

8. Brainstorm Your Products and Services

9. Brainstorm the Features of Your Products

10. Brainstorm Product Groupings and Packages

11. Pick a Product for Your Sales Message

12. Identify Your Differentiation
• Identify how your product differs form the competition
• Is your product easier to use, better quality, last longer, looks better, is cheaper, etc.
• Try to think of two or three ways if possible

13. Identify Any Company Bragging Points
• Years in business (been in business for 30 years)
• Number of customers (have worked with over 20,000 clients)
• Size of the company (we have over 10,000 recruiters on staff)
• Countries you operate in (we have offices in over 60 countries)
• Awards you have won (Capstone Innovation Award for the past two years)
• Significant accomplishments (have over 1,000 patents on file)
• Financial strength of your company (we have over $1 billion in cash reserves)
• Ownership details (woman-owned, veteran-own, private, publicly traded, etc.)

14. Chapter 5 – Target

15. Creating a Buyer Persona-Focused Message
• Tailored to the buyer that you are communicating with
• Benefits, pain points, and questions can change when you change the buyer
• Allows you to literally speak the buyer’s language

16. Brainstorming Target Buyer Types

17. Broad Target Buyer Types
• Businesses
• Small businesses
• Business owners
• Small business owners
• Executives
• People
• Individuals

18. Size
• Revenue between $1 million and $10 million
• Employee count between 1,000 and 10,000
• Small Businesses
• Multinational Corporations

19. Industry
• Construction companies
• Retail businesses
• Manufacturers
• Healthcare providers
• Government agencies (Local, State, Federal)
• Educational institutions

20. Department
• Finance
• IT
• Operations
• Human resources
• Sales
• Marketing

21. Title
• CXO’s
• VP’s
• Directors
• Managers

22. Sales Stage
• Cold suspects
• Referred prospects
• Inbound leads
• Qualified prospects
• Current customers
• Past customers

23. Creating Your Campaign Coordinates

25. Crawl / Walk / Run
• Crawl – one sales message use for all products and all prospects
• Walk – create additional sales messages for individual products
• Run – create additional sales messages for different buyer types

26. Chapter 6 – Value

27. What Is Value
• The benefits or improvements that your customer has from using your product
• If a customer is likely to use the benefit

28. Technical Value
• Processes
• Systems
• People
Automate manual tasks
Make something work better
Decrease the amount of time or effort required to do something
Make something easier
Increase visibility or access to information
Improve communications or connectivity
Improve the performance of systems, processes, or people
Improve the reliability of systems, processes, or people
Business Value
• Revenue
• Costs
• Delivery of services
Improve revenue, market share, close rate, conversion rate,
profitability etc.
Decrease cost of goods sold, inventory costs, labor costs, etc.
Decrease risk
Improve decision-making
Decrease product delivery time
Improve the delivery of services
Improve product quality
Improve customer satisfaction
Increase customer retention
Personal Value
• Income
• Career
• Workload
Increase personal income, bonuses, commissions, etc.
Decrease personal expenses
Create opportunities for career advancement
Increase recognition for performance
Decrease workload
Decrease stress level
Increase level of happiness
Improve work/life balance
Improve personal relationships

30. Product Target
Your Product
• Health and fitness club
Features
• Weights
• Exercise equipment
• Classes
• Pool
• Sauna
Value
The Target Buyer Type
• Individuals looking to get healthier
Potential Improvements
• Become healthier
• Decrease stress
• Feel better
• Become more confident
• Improve personal
relationships
• Decrease medical costs
• Transform one’s life

31. Technical Value Brainstorming Questions
Does [Your Product] help [Target Buyer Type] to:
• Improve any processes? How?
• Make anything work better? How?
• Make anything easier? How?
• Save time? How?
• Improve visibility or access to information? How?
• Improve communications or connectivity? How?
• Make anything more reliable? How?
• Reduce the effort, energy, or manpower needed to do something? How?
• Automate anything? How?

32. Business Value Brainstorming Questions
Does [Your Product] help [Target Buyer Type] to:
• Decrease costs? How?
• Increase revenue? How?
• Increase profitability? How?
• Improve decision-making? How?
• Decrease risk? How?
• Improve the quality their products or services? How?
• Improve customer satisfaction? How?

33. Personal Value Brainstorming Questions
Does [Your Product] help [Target Buyer Type] to:
• Increase personal income? How?
• Decrease personal expenses? How?
• Increase the potential for a promotion? How?
• Increase the potential for job performance recognition? How?
• Improve work/life balance? How?
• Decrease stress? How?
• Improve happiness? How?
• Be more comfortable? How?
• Improve job security? How?
• Improve the workplace atmosphere? How?

34. Chapter 7 – Pain

36. Technical Pain
• Processes
• Systems
• People
Tasks are manual and time-consuming
Things are not working well
It takes a lot of time or effort to do something
Current processes are difficult
It is difficult to see what is going on and access information
Connectivity or communicating is difficult
Performance of systems, processes, or people is not what it
needs to be
Reliability of systems, processes, or people is not what it needs
to be
Business Pain
• Revenue
• Costs
• Delivery of Services
Difficult to find ways to increase revenue, market share,
profitability, etc.
Difficult to close sales and leads
Conversion rates are not what they need to be
Decision-making process is slow and not as good as it
needs to be
Difficult to decrease cost of goods sold, inventory costs,
labor costs, etc.
Long product delivery time
Poor product or service quality
Customer satisfaction is not what it needs to be
Customer retention is not what it needs to be
Personal Pain
• Income
• Career
• Work Environment
Not making enough income, bonuses, commissions, etc.
Lack of financial strength
Need to get promoted or advance career
Not getting enough recognition
Working too much or too much of a workload
Job is extremely stressful and chaotic
Not a good work/life balance
Not happy

37. Product Target Value
Potential Improvements
• Become healthier
• Decrease stress
• Feel better
• Become more confident
• Improve personal
relationships
• Decrease medical costs
• Transform one’s life
Pain
Potential Problems or Challenges
• Not as healthy as they should be
• A lot of stress in daily life
• Don’t feel well overall
• Don’t have self-confidence
• Wanting better personal relationships
• Spending too much on medical expenses
• Not happy and enjoying life

38. Chapter 8 – Pain Questions

40. Latent Pain

41. State of Denial

42. Product Target Value Pain
Potential Problems or Challenges
• Not as healthy as they should be
• A lot of stress in daily life
• Don’t feel well overall
• Don’t have self-confidence
• Wanting better personal relationships
• Spending too much on medical expenses
• Not happy and enjoying life
Pain
Questions
Questions to Ask
• How important is it for you to lose weight or get
in better shape?
• How much of a priority is it for you to get
healthier or live a healthier lifestyle?
• How do you feel about your level of self-
confidence?
• On a scale from 1 to 10, how stressful do you
think your daily life is?

43. Try to Use Open-Ended Questions
• Try to avoid starting questions with “Do you have…”
Technical Pain: Trouble sleeping at night.
Pain Question: Do you have trouble sleeping at night?

44. “How Do You Feel about…” Questions
• How do you feel about the amount of time that it takes to train new salespeople?
• How concerned are you about the amount of time that it takes to train new
salespeople?
• How happy are you with the amount of time that it takes to train new salespeople?

45. “How Important Is It for You…” Questions
• How much of a priority is it for you to find new ways to increase your website
traffic?
• How important is it for you to find new ways to increase your website traffic?

46. “When Was the Last Time You…” Questions
• How often have you experienced errors in your invoices?
• When was the last time you analyzed your invoices for errors?
• How often do you reconcile your vendor invoices?

47. Yes/No Questions
• Do you currently have a system in place for error scanning?
• Have you ever had trouble synchronizing data across systems?
• Is your process for transferring sales data manual?

48. Don’t Be Too Invasive
• How do you feel about your ability to meet all of the different compliance
requirements?
• How concerned are you about getting fined for compliance issues?
• How important is it for you to improve your ability to stay compliant?
• How much of a priority is it for you to decrease having to pay fines for compliance
issues?

49. Chapter 9 – Name Drop

51. Four Simple Questions to Answer
1. Name of a previous or current customer
2. Product or service they purchased
3. Initial or technical improvement
4. Ultimate or business improvement

52. Product Target Value Pain
Potential Improvements
• Become healthier
• Decrease stress
• Feel better
• Become more confident
• Improve personal relationships
• Decrease medical costs
• Transform one’s life
Pain
Questions
Example to Share
• We worked with a 35-year old man that was about
30 pounds overweight.
• We provided him with a membership, personal
trainer, and nutrition counseling.
• This helped him to successfully adopt a workout
routine and a healthier diet.
• After only 6 months, he lost 30 pounds and felt
better both physically and mentally. This helped
him not only improve his performance at work, he
also ended up finding a new romantic relationship.
Name Drop

53. 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

54. 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)

55. Please
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Thank You!!!

56. SMART Sales System
Sales Methodology Software Platform Professional Services

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

58. 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

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