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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 Ideal Sales Process module and it focuses on helping you to have more clarity around the steps you should take a prospect through and how best to manage those.
Citation preview
How to Effectively Manage Your Sales Process
Sales Training
Michael Halper
What is a Sales Process
• A set of steps and stages to take prospect through that will lead to a closed sale
• Not fixed and can vary from:– One business to another
– One product to another
– One prospect to another
Why this is Important
• ABC – Always Be Closing
• Not enough time to completely sell during early prospecting stages
• Helps to break down the entire process into separate steps with different goals
• Helps you to be more focused and in more control
• Improve your ability to deflect objections
• Can greatly improve effectiveness
Early Sales Process Stages
• Ultimate goal: close the sale
• Immediate goal: get commitment to advance to next stage in sales process
• Always stay focused on the immediate goal
• Figuring out early stage steps is what is most important
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 you
Early Sales Process Stages
Stage GoalsInitial 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 you
Pre-qualifyGather high-level informationBuild interest in having conversationSchedule a First Conversation
Hard QualifyGather detailed InformationBuild interest in meetingSchedule a First Meeting
Sell ProductMap out Next StepsClose (Sale or agreement to move forward)
There are 15 minutes and 17 slides remaining in this training module.
You can watch the remainder of this as well as the rest of our Sales Prospecting 101 training
modules inside SalesScripter for no cost with a Pro subscription.
• 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 GenerationTools 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:
All modules are recorded and you can watch them multiple times and at your own pace.
Even if you don’t plan to use SalesScripter, signing up just to get access to the recorded
training modules justifies the price for the subscription.
Go to www.salesscripter.com to sign up for Scripter Pro to watch the rest of this training module.
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