Sales Prospecting 101 - Module 1: Value
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Sales Prospecting 101 is a training program that helps a sales person to improve everything they do while prospecting. Working hard alone will not lead to great results. It is more important to work smart and this program gives you the small changes that you can make that lead to big results. This is the Value module and it focuses on helping you to figure out how best to communicate to the prospects that you interact with by emphasizing the value that you offer.
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Sales Prospecting 101 - Module 1: Value
- 1. How to Build Your Value Proposition Michael Halper Founder and CEO SalesScripter, LLC
- 6. What is wrong with this picture? • We are all a little self-serving and this caters more to our interests than the prosepct’s • A prospect might not care yet about your company and all the great things it has going on • A prospecting might not really understand what your product/service is and does • This does not build interest, curiosity, and intrigue • It does not tell the prospect how you can help them • This can trigger guardedness – “Uh oh, sales person trying to sell something”
- 7. Benefits Why do we do this? Product Company Features Functionality What we say when talking with prospects Very inward focused – me, my product, my company • Foundation of knowledge • Focus of training • Wealth of experience • Where we have interest • What leads to us getting paid • Introductions • Cold calls • Emails • Networking • Company website • Social media • Presentations
- 8. Interest An Alternative ApproachValue Pain Qualify Credibility Objections Prospect Focused What we say when talking with prospects • Get outside your comfort zone • Identify how you help • Focus on the problems that you solve • Introductions • Cold calls • Emails • Networking • Company website • Social media • Presentations
- 9. Value
- 10. What is Value • It is not your product, it is what your product helps your clients to do or to achieve • Some examples of delivering value: – Improving processes – Helping to save time – Helping to save money – Helping to make money – Providing valuable information – Making someone’s day easier
- 11. Three Levels of Value Technical Value • Processes • Systems • People Automation of manual processes Improve performance Decrease time to perform work Improve reliability Business Value • Revenue • Costs • Services Improve revenue / market share / close rate Decrease cost of goods sold / labor cost Improve delivery of services Personal Value • Income • Career • Workload Increased bonuses, commissions Recognition and promotions Decreased/increased workload
- 12. There are 11 more slides in this training and you can watch the remainder of this training as well as the rest of our Sales Prospecting 101 training modules for no cost with a SalesScripter Pro subscription.
- 13. • Sales Messaging Workshop • How to Communicate Value to Build Interest • How to Use Prospect Pain to Generate Leads • Focusing on the Ideal Prospect • How to Effectively Qualify Prospects • How to Deal with Prospect Objections • How to Get Around the Gatekeeper • Building Rapport, Interest, and Credibility • Lead Generation Tools and Processes • Improving Your Ability to Connect with Prospects • Improving Your Mental Strength and Frame of Mind • How to Effectively Manage Sales Cycles • How to Manage Prospect Meetings • How to Get Prospects to Say “Yes” by Disqualifying Them • Improving Your Close Rate • How to Build Email Drip Campaigns Here are the modules that you will have access to with your Scripter Pro subscription:
- 14. All modules are recorded and you can watch them multiple times and at your own pace.
- 15. Even if you don’t plan to use SalesScripter, signing up just to get access to the recorded training modules justify the price for the subscription.
- 16. Go to www.salesscripter.com to sign up for Scripter Pro to watch the rest of this and the rest of the Sales Prospecting 101 recorded training program.
- 17. www.salesscripter.com | info@salesscripter.com | 713-802-2026
Hinweis der Redaktion
- Before we go any further, let’s clearly discuss what value is specifically in the context that we are using it as it can mean different things to different people. When we talk about value, we are referring to the transfer of something from one party to another that has a positive net worth. Now, the important thing to get your hands around with this is that value is an intangible attribute. It is not something you can see or pick up, yet it is definitely there, has a positive net worth. And actually the transfer between parties can be visible when you are aware of the value that exists and you know what to look for, and that is what we will teach you hear today.Let me provide a little more color around that by sharing a few examples. First, it is important to note that value is something that is transferred everyday at a personal level between family and friends. For example, when you bring humor to a group or conversation and make someone laugh, you are providing value as you are improving the conversation from what it would be without that. Or by teaching someone something, being a good listener, providing security, or making someone’s life easier are all examples of providing value at a personal level. You are essentially giving something or contributing something to another person.Once we understand how we offer value at a personal level, we can better understand how we deliver value at a business level. Just as we can improve the lives and interactions with friends, we can do this for our clients as well by helping them to save money, helping them to make more money, by providing valuable information, or again making someone’s day easier. These are all examples of the value that we can transfer from us to our prospects and clients.One important thing to start to get your hands around is that value is not the same thing as the product that you provide. It is what your product helps your clients to do or helps them to achieve.
- The value that we deliver can typically impact our clients on three different levels.At the lowest level, we offer technical value. These are the benefits and improvements that we can deliver that make things work better and are realized in the areas of processes, systems, and people. Examples are helping a business to save time, automate certain tasks, improve performance, improve reliability, etc.As a business begins to realize value at the technical level, those benefits will trickle up and be realized at the business level and be seen as a decrease in costs, increase in revenue, or decrease in risk. For example, if manual processes are able to be automated, that will lead to a decrease in the labor that is needed and as a result, there could be a decrease labor costs and this is an example of realizing business value.When we help clients to realize business value, that can also continue to trickle up to impact the clients on a personal level and be realized in the form of recognition, compensation, decreased work load, etc. For example, if processes are automated and that decreases costs, that could lead to a promotion for the person that is responsible for that area. Or they could get an extra bonus for the year. Or maybe it means that they no longer have to work over the weekend and are able to spend more time with their family and this is realizing personal value.So when your clients consume your products and services, they are likely going to realize some sort of value and benefits in these three areas.