Make Small Talk Track Changes – See Big Sales Improvements

Michael Halper Founder and CEO - SalesScripter

Three Key Assumptions

1. People don’t enjoy being sold to

2. The thing you care about most is you

3. Prospects get sold to a lot

Two Changes to Make

1. Don’t sound like a salesperson

2. Focus more on them than you

Some Examples

Thanks for connecting. A lot of new things are going on with my company and I would like to share them with you in the near future.

We help business owners acquire financial freedom in their business through coaching, training and personal development. I welcome the opportunity to work with you. 

Some Examples

Hi Michael,XXX specializes in accounting and financial services at affordable rates. 

We have experienced CPAs, and staff to handle all your bookkeeping, financial and tax needs. 

We offer per hour as well as dedicated outsource staff at a lower payroll cost then any in-house staff.

Take advantage of our current 30% off any service, ends July 30, Book keeping rates start at $15/hr(after discount).Free trial, if you are not satisfied after 10hours of work, then you don't pay.Call us at XXXXXXXXXX

Some Examples

Hey,

I would like to introduce myself as a part of XXXX - A leader in data driven marketing solutions. If you're looking to acquire new customers or launch a new product or expanding your target market, you can gain access to all relevant databases from our repository of more than 32 million datasets worldwide. 

Do, let me know a good time to connect over the Phone and Email to discuss further strategies for your business. 

We also provide Integrated Marketing Solutions like:SEO (Search Engine Optimization)Digital MarketingEmail MarketingWeb DevelopmentEmail AppendingData Provisioning360 Degree ProfilingEmail Verification & validationMultichannel Prospect ListsHTML Design/Creative ServicesMarket ResearchEvent Marketing ServicesCRMSales Lead

Some Examples

I hope everything is going great and thank you for connecting with me! I wanted to reach out and ask how you are handling your payroll and HR for your company? I am sure you have everything taken care of, but if there is any opportunity for myself and XXXXXX to earn your business, I would love to talk with you about what myself and XXXXXXX has to offer a business your size.

I can be reached at XXXXXXXXX or XXXXXXXXX. What is the best way to reach you? I look forward to hearing from you!

Some Examples

Hi Michael ,

On behalf of my team at XXXXXXXX, it would be a pleasure if you would allow us to help you expand the reach of your business through multi-channel marketing such as;

- Appointment Setting- Telemarketing / Voice Campaign- Email and Social Media Marketing- Database Services with some value-added services.

If you would like to know more about our services, as well as pricing and how our services work, drop us a message with your number to reach you best or book an appointment online;

Ben

efit

s

Why do we do this?

Pro

du

ct

Co

mp

any

Fea

ture

s

Fu

nct

ion

alit

y

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

It is what we are trained to do

Inte

rest

An Alternative ApproachV

alu

e

Pai

n

Qu

alif

y

Cre

dib

ility

Ob

ject

ion

s

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

Inte

rest

Val

ue

Pai

n

Qu

alif

y

Cre

dib

ility

Ob

ject

ion

s

What is Value

• Transfer of an intangible attribute from one party to another that has a positive net worth

• It is not your product, it is what your product helps your clients to do or to achieve

• Examples:– Making something work better – Helping to save time– Helping to make money– Proving valuable information– Making someone’s day easier

Three Levels of Value

Technical Value

• Processes• Systems• People

Automation of manual processesImprove performanceDecrease time to perform workImprove reliability

Business Value

• Revenue• Costs• Services

Improve revenue / market share / close rateDecrease cost of goods sold / labor costImprove delivery of services

Personal Value

• Income• Career• Workload

Increased bonuses, commissionsRecognition and promotionsDecreased/increased workload

Creating a Value Statement

Short and Sweet Template

We help [target prospect] to [insert technical, business, or personal value].

We help businesses to improve their ability to effectively manage their inventory levels.

We help CFO’s to decrease cost of goods sold and administrative time.

Creating a Value Statement

Connect Technical Value with Business Value Template

We help [target prospect] to [technical value] and this often leads to [business value].

We help businesses to improve their ability to effectively manage their inventory levels and this often leads to a decrease in cost of goods sold as well as administrative time.

Creating a Value Statement

Connect the Product with Value Template

We provide [insert product] and this helps [target prospect] to [insert technical or business value].

We provide inventory management software and this helps businesses to improve their ability to effectively manage inventory levels.

We provide inventory management software and this helps CFO’s to decrease their cost of goods sold and decrease administrative time.

Messaging Workflow

Your Product

1. Inventory management software

Your Value

1. Decreases time spent ordering

2. Increases ordering accuracy

3. Decreases time gathering information

Product Value

Inte

rest

Val

ue

Pai

n

Qu

alif

y

Cre

dib

ility

Ob

ject

ion

s

What is Pain

• Something not working well – Causing a negative impact

• Something could be working better – Results are not as good as could be

• Are things great, good, ok, or could be better ?– Great or good: probably no pain– OK or could be better: likely pain

Three Levels of Pain

Technical Pain

• Processes• Systems• People

Slow, broken, or manual processesPoor system or employee performanceLack of reliability

Business Pain

• Revenue• Costs• Services

Low revenue / market share / close rateHigh cost of goods sold / labor costPoor delivery of services

Personal Pain

• Income• Career• Work Environment

Low bonuses, commissions, compensationNo recognition, no promotions / career pathHigh workload, poor work–life balance

Messaging Workflow

The Pain You Resolve

1. Spending too much time ordering

2. Ordering errors are occurring

3. Difficult and time consuming to gather information, no visibility

Your Value

1. Decreases time spent ordering

2. Increases ordering accuracy

3. Decreases time gathering information

Product Value Pain

Inte

rest

Val

ue

Pai

n

Qu

alif

y

Cre

dib

ility

Ob

ject

ion

s

What is Qualifying

• Assessing prospects in two areas:1. How well they fit with what you have to offer

2. How likely they will be to purchase

• Performed two ways– Researching the prospect– Asking good questions

2 Step Qualifying Process

Step 1 – Pre-Qualifying

• To make sure it makes sense to meet and keep talking

• Takes place in first contact

Step 2 – Qualifying

• Identify if you can consider the prospect and lead are real

• Takes place in first meeting

Messaging Workflow

The Questions to Ask

1. How concerned are you about the time it takes to produce orders?

2. How often are there errors with the orders that are processed?

3. Do you feel like you have access and visibility to the information that you need ?

The Pain You Resolve

1. Spending too much time ordering

2. Ordering errors are occurring

3. Difficult and time consuming to gather information, no visibility

Product Value Pain Qualify

Inte

rest

Val

ue

Pai

n

Qu

alif

y

Cre

dib

ility

Ob

ject

ion

s

Building Interest

• High level product/service details

• Connect pain with value

• Communicate ROI

• Explain differentiation

• Share client story

• Paint a picture of the future state

• Discuss impacts of doing nothing

• Share company facts

Messaging Workflow

Product Value Pain Qualify

Building Interest Points

1. Have helped our clients to decrease inventory cost by between 20 to 30% in first 12 months

2. Purchased paid for itself within 18 months

Interest

Your Value

1. Decreases time spent ordering

2. Increases ordering accuracy

3. Decreases time gathering information

Inte

rest

Val

ue

Pai

n

Qu

alif

y

Cre

dib

ility

Ob

ject

ion

s

Establishing Credibility

• Name Dropping

• Storytelling

• Lack of Availability

• Lack of Neediness

• Picture of Consensus

Messaging Workflow

Product Value Pain Qualify

Name Drop

1. We provide d inventory management software to Johnson Materials.

2. This helped them to reduce time spent ordering by 50%.

3. That lead to s reduction of warehouse managers and a decrease of labor cost of 17%.

Interest Credibility

Your Value

1. Decreases time spent ordering

2. Increases ordering accuracy

3. Decreases time gathering information

Inte

rest

Val

ue

Pai

n

Qu

alif

y

Cre

dib

ility

Ob

ject

ion

s

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.

Building an Objections Map

• Tool to build to use as a guide for dealing with objections

• List out anticipated objections

• Formulate best responses

• Can include redirects and overcome responses

Messaging Workflow

Product Value Pain Qualify Objections

Objection Responses1. How concerned are you about

the time it takes to produce orders?

2. Spending too much time ordering

3. Decreases time spent ordering

4. Decrease inventory cost by 20 to 30%

5. We helped Johnson Materials…

The Value You Offer

The Pain You Resolve

The Questions You Should Ask

Your Building Interest Points

Your Name Drop Statement

Interest Credibility

SalesScripter

What do you sell? ___________

How does it help? ___________

What problems do you fix? ___________

What questions should you ask? ___________

SalesScripter

SalesScripter

If You Want More Help

• https://www.youtube.com/user/LaunchPadSol• Or search Sales Scripter• Over 130 videos• Sales Prospecting 101 Training Program• Webinars• Sales Tips• SalesScripter demo videos• Subscribe

Step 1 – Go to our YouTube Channel

If You Want More Help

• Five ebooks – Found at https://salesscripter.com/ebooks/– Do’s and Don’ts of Cold Calling– How to Get around Cold Call Objections– How to Build a Value Proposition that Generates

Leads– How to Build Sales Campaigns that Sell– How to Build Email Drip Campaigns that Convert

Sales

• The Cold Calling Equation – PROBLEM SOLVED– Found at http://

www.amazon.com/The-Cold-Calling-Equation-Problem/dp/1468173545

Step 2 – Get One of Our Books

If You Want More Help

• Free 30 day trial– Found at https://salesscripter.com/members/signup

• Scripter Walk-Through– 2 hour coaching session– We answer all of the questions with you– Included with an annual subscription

Step 3 – Sign up for SalesScripter Trial

If You Want More Help

• One-on-one Sales Coaching

• Sales Consulting– Script development– Strategy development– Sales process development

• Sales Training– Custom sales training programs– Content aligned with your information in SalesScripter– Delivered virtually or in-person

Step 4 – Contact us for Coaching, Consulting, or Training

Questions?

David Droogleever

Co-Founder and CSO

Pipeline Nitro

david@pipelinenitro.com

www.pipelinenitro.com

Michael Halper

Founder and CEO

SalesScripter

mhalper@salesscripter.com

www.salesscripter.com