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How to improve your control over the sales process

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Do you feel like you are following up with prospects that don’t respond? Or that you should be closing more of the prospects that you meet with?

If so, you should view this slide deck on “How to Improve Your Control Over the Sales Process” where we will outline the sales process stages and goals that you should take prospects through.

If you adopt some of the concepts that we will present in this session, you will:

Establish conversations easier
Generate more leads
Improve the quality of leads that you produce
Have more clarity around what to do next
Make a better impression
Improve relationships and rapport with prospects
Improve your close rate

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How to improve your control over the sales process

  1. 1. How to Improve Your Control Over the Sales Process Michael Halper SMART Sales Selling System
  2. 2. The ultimate goal is to close the sale.
  3. 3. The immediate goal is to move to the next step in the sales process.
  4. 4. We can often focus primarily on the ultimate goal.
  5. 5. “I am not interested.”
  6. 6. Turn Questions into Statements Examples
  7. 7. Sales Process Steps Closing Sales Follow-Up
  8. 8. Early Sales Process Stages Stage GoalsInitial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-Qualify Gather high-level information Build interest in having conversation Schedule the Appointment Pre-Qualify (Cont.) Hard Qualify Gather detailed Information (Discovery) Build interest in meeting Schedule the Presentation Sell Product Map out Next Steps Close (Sale or agreement to move forward)
  9. 9. Early Sales Process Stages Stage GoalsInitial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-Qualify Gather high-level information Build interest in having conversation Schedule the Appointment Pre-Qualify (Cont.) Hard Qualify Gather detailed Information (Discovery) Build interest in meeting Schedule the Presentation Sell Product Map out Next Steps Close (Sale or agreement to move forward)
  10. 10. Early Sales Process Stages Stage GoalsInitial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-Qualify Gather high-level information Build interest in having conversation Schedule the Appointment Pre-Qualify (Cont.) Hard Qualify Gather detailed Information (Discovery) Build interest in meeting Schedule the Presentation Sell Product Map out Next Steps Close (Sale or agreement to move forward)
  11. 11. Early Sales Process Stages Alternative Path – Instant AppointmentInitial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-Qualify Gather high-level information Build interest in having conversation Schedule the Appointment Sell Product Map out Next Steps Close (Sale or agreement to move forward) Pre-Qualify (Cont.) Hard Qualify Gather detailed Information (Discovery) Build interest in meeting Schedule the Presentation
  12. 12. Splitting Initial Contact and Appointment • It can be common for your first contact to flow into an appointment • There are benefits from preventing that and having two separate conversations: – An appointment at the time of first contact will be rushed – Scheduling on another day allows you to put time on the prospects calendar – The break and scheduling of the meeting will allow you and the prospect to be more prepared for the first call – You will have more time and attention to work with • How to prevent: – “You are asking very good questions. I actually would like to talk with you about this in more detail and I have called you out of the blue. Do you have another 20 minutes to go through all of this now or should we put some time on the calendar to get together?”
  13. 13. Early Sales Process Stages Alternate Path – Instant PresentationInitial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-Qualify Gather high-level information Build interest in having conversation Schedule the Appointment Sell Product Map out Next Steps Close (Sale or agreement to move forward) Pre-Qualify (Cont.) Hard Qualify Gather detailed Information (Discovery) Build interest in meeting Schedule the Presentation
  14. 14. Early Sales Process Stages Alternative Path – One Call CloseInitial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Pre-Qualify Gather high-level information Build interest in having conversation Confirm Opportunity to Present Sell Product Map out Next Steps Close (Sale or agreement to move forward) Pre-Qualify (Cont.) Hard Qualify Gather detailed Information (Discovery) Build interest
  15. 15. Early Sales Process Stages Alternative Path – Webinar/EventInitial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Pre-Qualify Gather high-level information Build interest in having conversation Register for Event Pre-Qualify (Cont.) Hard Qualify Gather detailed Information (Discovery) Build interest in meeting Schedule the Presentation Sell Product Map out Next Steps Close for the Appointment
  16. 16. Pre-Qualify Building Your Questions Here is a step-by-step process that you can use to build an optimum list of 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
  17. 17. Early Sales Process Stages Stage GoalsInitial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-Qualify Gather high-level information Build interest in having conversation Schedule the Appointment Pre-Qualify (Cont.) Hard Qualify Gather detailed Information (Discovery) Build interest in meeting Schedule the Presentation Sell Product Map out Next Steps Close (Sale or agreement to move forward)
  18. 18. Sales Process Steps Closing Sales Follow-Up
  19. 19. Focus on the Right Goal
  20. 20. Closing should be the easiest step in the sales process.
  21. 21. Indirect Closing Tactics • Communicating the value you offer (benefits) • Building a business case, ROI calculation, identifying payback period • Finding prospect pain that you can resolve • Qualifying the prospect • Building rapport • Building interest • Building credibility
  22. 22. Some direct closing tactics:
  23. 23. Trial ClosingTrial Close • What do you think of what we have discussed so far? • How would that feature help your operation? • Is this something you could see your employees using? • Are we heading in the right direction? • Does the agenda match up with your expectations today? • Is this what you were expecting to see?
  24. 24. Letting the Prospect Lead Let the Prospect Lead (Soft Close) • What would you like to do next? • What direction would you like to go in? • Do you want to continue talking about this? • When would you like to talk again?
  25. 25. Turn Questions into Statements Hard Closing Questions • Are you ready to move forward to the next step in the process? • What would you need to be able to make a commitment to move forward? • If you had everything that you want, are you prepared to move forward? • If we were able to give you what you are asking for, would you be able to move forward with the purchase? • When are you going to make your final decision? • (If delaying the decision for a period of time – X months) OK, but do you mind if I ask if there will be a change or something different at that time that will make that a better time to look at moving forward? • Is there anything that is preventing you from being able to move forward with this purchase?
  26. 26. Use a Partnership Plan Activity Date Owner Status Meeting with Shawn Adams 6/25/2010 Smith Complete Meeting with Executive team 7/23/2010 Smith Complete Send info and call Shawn Adams first week of August Smith Open Whiteboard session 8/13/2010 Smith/Adams Open Process Recommendations/Proof of Capabilities 8/27/2010 Smith/Jones Open Build Business Case 9/3/2010 Smith/Adams Open Presentation of Draft Proposal and Contract Language 9/10/2010 Tech Inc./ XYZ Corp. Open Communication of change requests to documents 9/17/2010 XYZ Corp. Open Delivery of Final Executable Documents 9/24/2010 Smith Open Partnership Agreement signed 9/30/2010 Tech Inc./ XYZ Corp. Open Implementation TBD Tech Inc./ XYZ Corp. Open Go live with partnership 1/2011 Tech Inc./ XYZ Corp. Open
  27. 27. Partnership Plan • Create a word version • Include with your proposal and update through out the sales process
  28. 28. Compelling Event • Natural compelling event: – Existing contract expiring – Site opening or moving – Existing system being discontinued • Manufactured compelling event: – Expiring discount – Expiring promotion – Limited product availability
  29. 29. Disqualifying Disqualify (Takeaway) • Maybe this is not the right direction for you to go. • It sounds like you all are doing pretty good and might not need this. • It does not seem like this is something you are really interested in.
  30. 30. Sales Process Steps Closing Sales Follow-Up
  31. 31. Sales Follow-Up • Identify and discuss the different directions to take the conversation • Identify which direction the prospect would like to go • Clarify the timing • Reconcile time with compelling event • Reconcile with agreed to evaluation plan • Schedule reminders • Add to appropriate drip campaign • Follow-up at agreed timing
  32. 32. SMART Sales System S M A R T ales essaging nd esponse actics SMART Sales System
  33. 33. SMART Sales System Sales Methodology Software Platform Professional Services
  34. 34. SMART Sales System Sales Methodology Software Platform Professional Services
  35. 35. 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
  36. 36. 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
  37. 37. 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
  38. 38. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

Editor's Notes

  • Cold call ongoing
    Networking
    Objections
    Try to sell to everybody
  • When a gatekeeper answers your call, he or she is instantly trying to screen you out and determine if you are a friend or a foe. A friend would be someone who is already connected with the company in someway like a current vendor or business partner and a foe would be someone who is an outsider trying to get in, like one of those cold callers that is calling to try to get in and sell something.

    What we want to do is try to get the gatekeeper to see us as a friend so they will less likely to screen us out and one very easy way to do that is to use a tactic of name dropping.

    For example, we can say something like, I spoke with Tom White in accounting and now I am trying to reach someone in HR. This presents the image that we are already engaged and not a complete outsider and this minor tweak can often be the difference in the gatekeeper letting you in.

    And if we have not met with Tom White in accounting, we could still name drop his name by saying something like, I am planning on meeting with Tom White in accounting and before I do that, I would like with someone in HR.” Nothing misleading there as we likely are planning on meeting with Tom at some point and by sharing his name and our plans, we give off the image as we are not a complete outsider.

    We can also name drop external clients that we work with to establish some level of credibility. That is not going to be as strong as sharing internal names and is probably only going to really help when talking with more senior gatekeepers like executive assistants.




  • Pros: Trial closing improves qualifying and deal management by collecting valuable information. This tactic can also improve rapport, as it can sub-communicate positive vibes like confidence, experience, abundance, and putting the prospect’s interests first.

    Cons: One challenge with this tactic is that it gives the prospect an opportunity to share negative thoughts and gives him more control. If you have not been successful in building interest and rapport and you then invite the prospect to share thoughts, you might not get the answers that you want to hear.
  • Pros: Letting the prospect lead can help to build rapport, as it is a very unthreatening way to interact with prospects. This can also increase the quality of leads as you will know that all of the prospects you are meeting with want to be there and were not pressured to do anything.
    Cons: One challenge with this tactic is that it gives the prospect more control. If you have not been successful in building interest and rapport and then you give control to the prospect to chose what direction to go in, he might not chose to go in the right direction.


  • Pros: This tactic displays confidence and can motivate action.
    Cons: One downside to this tactic is that you are telling the prospect what to do instead of letting the prospect tell us what to do. This can motivate action but we may create action with prospects who are not fully on board and this could decrease the quality of leads.
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