How to Sell When You Are An Inrovert
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How to Sell When You Are An Inrovert
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How to Sell When You Are An Inrovert
- 1. How to Sell When You Are An Introvert
- 2. Mindset Tips and Tricks Building Your Message
- 3. Salespeople are born, not made.
- 4. Extrovert Introvert Gift of Gab Ability to communicate Ability to learn Ambition and drive Can an Introvert Sell? 1. 2. 3.
- 5. Extrovert Introvert Can an Introvert Sell Better? Talk too much Not as good at listening Not as planned out Good listeners Analytical More prepared
- 6. Mindset Tips and Tricks Building Your Message
- 7. Asking Questions is Easy
- 8. Can memorize a list Can always ask the same questions Gets the prospect talking more Questions
- 9. • 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? INTRO
- 10. Great. The reason for my call is that we help small businesses to: • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic But I am not sure if we can help you in the same way. • Do you currently have someone that can make changes to your website? • Are you currently working with a web design agency? • How happy are you with person working on your website? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • What CMS platform is your website built on? • When was the last time you considered redoing your website? • How many different websites do you currently have? • Are you the person to that makes decisions regarding your website? CURRENT STATE INTRO
- 11. • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? PAIN QUESTIONS CURRENT STATE INTRO
- 13. Cold Call Script VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE
- 14. VALUE POINTS PAIN POINTS CURRENT STATE PRODUCT PAIN QUESTIONS QUALIFY INTRO CLOSE CURRENT STATE PAIN POINTS PRODUCT NAME DROP Meeting Script
- 17. • I am not interested. • We do not have budget/money right now. • We already use somebody for that. • We are not looking to make any changes right now. • Just send me your information. • Call me back in X months.
- 18. I understand. If I could ask you real quick: • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? I am not interested. We are not making any changes. We do not have budget right now. We already use someone right now. PAIN QUESTIONS CURRENT STATE INTRO VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE
- 19. I understand. If I could ask you real quick: • Do you currently have someone that can make changes to your website? • Are you currently working with a web design agency? • How happy are you with person working on your website? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • What CMS platform is your website built on? • When was the last time you considered redoing your website? • How many different websites do you currently have? • Are you the person to that makes decisions regarding your website? I am not interested. We are not making any changes. We do not have budget right now. We already use someone right now. PAIN QUESTIONS CURRENT STATE INTRO VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE
- 20. Sure, I can do that. So that I know what best to send you, could ask you real quick: • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? Just send me your information. PAIN QUESTIONS CURRENT STATE INTRO VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE
- 21. Sure, I can do that. So that I know what best to send you, could ask you real quick: • Do you currently have someone that can make changes to your website? • Are you currently working with a web design agency? • How happy are you with person working on your website? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • What CMS platform is your website built on? • When was the last time you considered redoing your website? • How many different websites do you currently have? • Are you the person to that makes decisions regarding your website? Just send me your information. PAIN QUESTIONS CURRENT STATE INTRO VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE
- 23. You Don’t Have to Be a Pushy Closer
- 24. • 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? Need to Purchase Questions NEED TO PURCHASE
- 25. • 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? Ability to Purchase Questions NEED TO PURCHASE ABILITY TO PURCHASE
- 26. • 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? Authority to Purchase Questions NEED TO PURCHASE ABILITY TO PURCHASE AUTHORITY TO PURCHASE
- 27. • 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? Intent to Purchase Questions NEED TO PURCHASE ABILITY TO PURCHASE AUTHORITY TO PURCHASE INTENT TO PURCHASE
- 29. Mindset Tips and Tricks Building Your Message
- 30. Product Selling Consultative Selling Company Product Features Benefits Goal: Get Customers Value Pain Points Questions Product Company Name Drop Goal: Starting Conversations
- 31. VALUE POINTS TARGET BUYER Small businesses PRODUCT Web design services FEATURES • Design and build websites • Graphic design • Copywriting DIFFERENTIATION • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results COMPANY FACTS • Won design awards 5 years • In business for 30 years • Woman owned business
- 32. • Make something work better COMMON BENEFITS • Decrease the time it takes to do something • Increase revenue / income VALUE POINTS • Increase website traffic • improve website conversion rates • Increase the revenue generated through their website • Decrease costs / expenses • Improve quality of products or services being sold • Decrease risk • Improve visibility, information, or decision-making
- 33. VALUE POINTS TARGET BUYER Small businesses PAIN POINTS PRODUCT Web design services FEATURES • Design and build websites • Graphic design • Copywriting DIFFERENTIATION • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results COMPANY FACTS • Won design awards 5 years • In business for 30 years • Woman owned business VALUE POINTS • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic
- 34. • Increase the revenue generated through their website VALUE POINTS • improve website conversion rates • Increase website traffic PAIN POINTS • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic
- 35. PAIN POINTS VALUE POINTS • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic TARGET BUYER Small businesses PAIN POINTS • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic PAIN QUESTIONS PRODUCT Web design services FEATURES • Design and build websites • Graphic design • Copywriting DIFFERENTIATION • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results COMPANY FACTS • Won design awards 5 years • In business for 30 years • Woman owned business
- 36. • Need to generate more revenue through the website PAIN POINTS • Website visitors are not converting to customers • There is a need to increase website traffic PAIN QUESTIONS • How important is it to get more revenue out of your website? • How important is it for you to improve website conversion rates? • Do you need to increase website traffic and visitors?
- 37. PAIN POINTS VALUE POINTS • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic TARGET BUYER Small businesses PAIN POINTS • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic PAIN QUESTIONS PRODUCT Web design services FEATURES • Design and build websites • Graphic design • Copywriting DIFFERENTIATION • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results COMPANY FACTS • Won design awards 5 years • In business for 30 years • Woman owned business PAIN QUESTIONS • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? NAME DROP CURRENT STATE • Do you currently have someone that can make changes to your website? • Are you currently working with a web design agency? • How happy are you with person working on your website? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • What CMS platform is your website built on? • When was the last time you considered redoing your website? • How many different websites do you currently have? • Are you the person to that makes decisions regarding your website?
- 38. NAME DROP • An accounting firm • Small businesses TARGET BUYER
- 39. • Need to generate more revenue through the website PAIN POINTS NAME DROP • They needed to get more leads online • An accounting firm
- 40. PRODUCT NAME DROP • They needed to get more leads online • An accounting firm • Web design services • We helped them to redesign their website
- 41. VALUE POINTS NAME DROP • They needed to get more leads online • An accounting firm • We helped them to redesign their website • Increase the revenue generated through their website • improve website conversion rates • This helped them to convert traffic to leads • They were able to increase the revenue generated online
- 42. VALUE POINTS • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic TARGET BUYER Small businesses PAIN POINTS • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic PAIN QUESTIONS • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? CURRENT STATE • Do you currently have someone that can make changes to your website? • Are you currently working with a web design agency? • How happy are you with person working on your website? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • What CMS platform is your website built on? • When was the last time you considered redoing your website? • How many different websites do you currently have? • Are you the person to that makes decisions regarding your website? NAME DROP PRODUCT Web design services FEATURES • Design and build websites • Graphic design • Copywriting DIFFERENTIATION • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results COMPANY FACTS • Won design awards 5 years • In business for 30 years • Woman owned business NAME DROP • We worked with an accounting firm and they needed to generate more leads online. • To solve this we helped them to redesign their website. • This helped to them to convert more traffic into leads. • This ultimately helped them to increase the amount of revenue they were generating through their website.
- 43. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT Building Blocks
- 44. Cold Call Script VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE
- 45. VALUE POINTS PAIN POINTS CURRENT STATE PRODUCT PAIN QUESTIONS QUALIFY INTRO CLOSE CURRENT STATE PAIN POINTS PRODUCT NAME DROP Meeting Script
- 47. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
- 49. 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
- 51. 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
- 52. Get your copy here https://www.amazon.com/dp/0578615762
Notas do Editor
- We want to start out this module by getting a baseline of how you feel and think about some sales related topics. We will go through a list of areas and what we want you to do is identify three words that describe how you feel or the first three words that come to your mind. I would encourage you to be honest here as it will help make the exercise more productive. When you identify the three words, write those down on your worksheet in front of you. (Go through the list one at a time letting the students write their answers. When you complete the list, go around the room and gather one answer from each question from each student and write on the board.)
- 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.
- 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.