10 inside sales tips that will transform your game

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10 Inside Sales Tips that Will Transform Your Game Michael Halper Founder and CEO SalesScripter

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Page 1: 10 Inside Sales Tips that will Transform Your Game

10 Inside Sales Tips that Will Transform Your Game

Michael HalperFounder and CEO

SalesScripter

Page 2: 10 Inside Sales Tips that will Transform Your Game

Try to avoid sounding like a salesperson that is trying to sell something.

TIP #1

Page 3: 10 Inside Sales Tips that will Transform Your Game

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]

Page 4: 10 Inside Sales Tips that will Transform Your Game

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

Page 5: 10 Inside Sales Tips that will Transform Your Game

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

Page 6: 10 Inside Sales Tips that will Transform Your Game

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

Page 7: 10 Inside Sales Tips that will Transform Your Game

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

Page 8: 10 Inside Sales Tips that will Transform Your Game
Page 9: 10 Inside Sales Tips that will Transform Your Game
Page 10: 10 Inside Sales Tips that will Transform Your Game
Page 11: 10 Inside Sales Tips that will Transform Your Game

Perform a Soft Takeaway

TIP #3

Page 12: 10 Inside Sales Tips that will Transform Your Game

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

Page 13: 10 Inside Sales Tips that will Transform Your Game

Have a List of Pre-Qualifying Questions

TIP #4

Page 14: 10 Inside Sales Tips that will Transform Your Game

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

Page 15: 10 Inside Sales Tips that will Transform Your Game

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

Page 16: 10 Inside Sales Tips that will Transform Your Game
Page 17: 10 Inside Sales Tips that will Transform Your Game

Be aware of problems you help with.

TIP #5

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Don’t Sell the Product, Sell the Conversation

TIP #6

Page 20: 10 Inside Sales Tips that will Transform Your Game

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

Page 21: 10 Inside Sales Tips that will Transform Your Game

Have Responses for Anticipated Objections

TIP #7

Page 22: 10 Inside Sales Tips that will Transform Your Game

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

Page 23: 10 Inside Sales Tips that will Transform Your Game
Page 24: 10 Inside Sales Tips that will Transform Your Game

Have a Game Plan for Gatekeepers.

TIP #8

Page 25: 10 Inside Sales Tips that will Transform Your Game

You can spend up to 50% of your time talking with with gatekeepers.

GatekeepersVoicemailProspect

Page 26: 10 Inside Sales Tips that will Transform Your Game

Call Script“What is this call in regards to?”

Full training module on YouTube – How to Consistently Get Around Gatekeepers When B2B Cold Calling

Page 27: 10 Inside Sales Tips that will Transform Your Game

Use Some Sort of Call Cadence

TIP #9

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Use Some Sort of Call Guide/Playbook

TIP #10

Page 30: 10 Inside Sales Tips that will Transform Your Game

Assumptive Close•Elevator Pitch

•Key Questions

•Common Problems

•Company and Product Points

•Objection Responses

Page 31: 10 Inside Sales Tips that will Transform Your Game
Page 32: 10 Inside Sales Tips that will Transform Your Game
Page 33: 10 Inside Sales Tips that will Transform Your Game

SMART Sales System

SMART

ales

essaging

nd

esponse

actics

SMART Sales System

Page 34: 10 Inside Sales Tips that will Transform Your Game

SMART Sales System

Sales Methodology Software Platform Professional Services

Page 35: 10 Inside Sales Tips that will Transform Your Game

SMART Sales System

Sales Methodology Software Platform Professional Services

Page 36: 10 Inside Sales Tips that will Transform Your Game

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

Page 37: 10 Inside Sales Tips that will Transform Your Game

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

Page 38: 10 Inside Sales Tips that will Transform Your Game

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

Page 39: 10 Inside Sales Tips that will Transform Your Game

Contact Us

Michael HalperFounder and CEO

[email protected]

@salesscripter