15-Week Sales Training Webinar Series – Week 4

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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)

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

Chapter 16 – Managing the Sales Process

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

One of the most
important SMART
topics
Cold calling
Email prospecting
Questions you ask
Objection handling
Closing
Impact what you say and ask

Ultimate Goal:
Close the sale
Immediate Goal:
Close on the next step in
the sales process

We can often focus primarily on
the ultimate goal.

Turn Questions into Statements
Examples

Initial Contact
Meeting
Presentation

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

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

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

Initial Contact
Meeting
Presentation

Initial Contact
Meeting
Presentation
Instant Meeting

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

Why to Avoid Instant Meetings
• Get more time and attention
• Able to be more prepared
• Closing opportunity

Initial Contact
Meeting
Presentation
Instant Presentation

Initial Contact
Meeting
Presentation
One-Call-Close

Don’t Sell the Product, Sell the Meeting

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)

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SMART Sales System
Sales Methodology Software Platform Professional Services

SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Message Builder
• Sales Scripts
• Email Templates
• CRM Functionality
• Email Automation

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

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