10 inside sales tips that will transform your game
TRANSCRIPT
10 Inside Sales Tips that Will Transform Your Game
Michael HalperFounder and CEO
SalesScripter
Try to avoid sounding like a salesperson that is trying to sell something.
TIP #1
ExampleHey Michael, I hope you’re doing well today. I’ll keep this short and to the point: we recently launched [product name] after three years of development. It's a total game changer. Basically, [product name] uses [product explanation]. It's a self-service platform unlike anything you may have seen. The kicker is that our service is inexpensive and fast. Do you have time this week for a quick call or demo to discuss how we could help you?or can you tell me who I should speak with? Best,[contact name]
WhyUnderstand the Prospect
• Extremely busy
• Gets a lot of sales calls
• Likely not in buying mode
• It is an “all about me” approach
• Guard will be at a medium level
How
• Minimize the company and product discussion
• Focus more on the prospect than on you
• Perform a soft takeaway
• Try to sound more like a business person than a salesperson
Step 3 – Elevator Pitch
Grab the Prospect’s Attention
One or two sentences that communicate how you
help your clients. Here are three options:
1. Share a value statement
2. Share examples of common problems
3. Share a quick client example
Full training module on YouTube – Building a Value Proposition that Generates Leads
Deliver an Elevator Pitch
TIP #2
Elevator Pitch
One or two sentences that communicate how you
help your clients. Here are three options:
1. Share a value statement
2. Share examples of common problems
3. Share a quick client example
Full training module on YouTube – Building a Value Proposition that Generates Leads
Perform a Soft Takeaway
TIP #3
Step 4 – Soft Disqualify
Decrease the Prospect’s Guard
Perform a soft takeaway right after your elevator
pitch.
“I am not sure if we are a good fit for you.”
“I am not sure if you all need what we provide.”
“I am not sure you are the right person to speak with.”
Full training module on YouTube - How to Perform the Perfect Takeaway
Have a List of Pre-Qualifying Questions
TIP #4
Pre-Qualifying Questions
Questions that learn more about the prospect in
the area that you impact.
– Makes call more conversational
– Extracts valuable information
– Pre-qualifies to determine if it makes sense to keep
talking
– Improves the impression that you make
Full training module on YouTube – Sell More by Screening the Good Prospects from Bad
Building Your Questions
1. Identify the product you ultimately want to sell
2. Identify the benefits it offers the buyer
3. Identify the pain point that the benefit fixes
4. Compose one or two question for each pain
point
Full training module on YouTube – Sell More by Screening the Good Prospects from Bad
Be aware of problems you help with.
TIP #5
Don’t Sell the Product, Sell the Conversation
TIP #6
Focus on the Right Goal
You Always Have Two Goals
1. Ultimate Goal: Close the sale, sell the product, get
a new client
2. Immediate Goal: Advance prospect to next stage of
the sales process
Initial Contact(First time to speak)
Cold CallInbound CallEmailEvent
2 to 5 minutes80% on prospect20% on you
First Conversation(Appointment/Meeting)
Phone CallFace-to-FaceDiscovery
20 to 30 minutes50% on prospect50% on you
First Meeting(Presentation)
DiscoveryPresentationDemonstration
1 to 2 hours20% on prospect80% on youFull training module on YouTube - Mapping
Out Your Ideal Sales Process
Have Responses for Anticipated Objections
TIP #7
What are Objections
• 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 budget/money to spend.
Full training module on YouTube – How to Consistently Get Around Sales Objections
Have a Game Plan for Gatekeepers.
TIP #8
You can spend up to 50% of your time talking with with gatekeepers.
GatekeepersVoicemailProspect
Call Script“What is this call in regards to?”
Full training module on YouTube – How to Consistently Get Around Gatekeepers When B2B Cold Calling
Use Some Sort of Call Cadence
TIP #9
Use Some Sort of Call Guide/Playbook
TIP #10
Assumptive Close•Elevator Pitch
•Key Questions
•Common Problems
•Company and Product Points
•Objection Responses
SMART Sales System
SMART
ales
essaging
nd
esponse
actics
SMART Sales System
SMART Sales System
Sales Methodology Software Platform Professional Services
SMART Sales System
Sales Methodology Software Platform Professional Services
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
SMART Sales System
Sales Methodology Software Platform Professional Services
• Will help you to build your pitch
• Library of Scripts and Templates
• Library of Scripts and Templates
• CRM Functionality
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