How to Build and Maintain Mental Strength
Michael HalperFounder and CEO
SalesScripter
Warning: This Content Will be a Little Fluffy
• How to Build a Cold Call Script that Works
• Make Small Talk Track Changes – See Big Sales Improvements
• Improve How You Onboard New Inside Sales Resources
• How to Operate in a World Where Prospects don’t Answer the Phone
• How to Decrease Sales Staff Turnover and All the Costs that Come with It
• How to Effectively Use Voicemail as a Sales Prospecting Tool
• How to Train Your Salespeople to Always Ask the Right Questions
• How to Consistently Get Around Sales Objections
• How to Immediately Become a Better Closer
Some Key Points
Step 1: Focus on the right goal
Closing should be the easiest step in the sales process.
• Will operate with a level of anxiety
• Will not be happy in what we have to do everyday
• Will not put in as much activity as we should
• Will not perform as well as we could
• Will not make as much money as we want
• Will not stay at a job as long as we should
Trial Closing
Step 1: Decrease Self-Doubt
Sales Myth #1:
You should enjoy prospecting
Sales Myth #2:
Good salespeople are born.
Sales Myth #3:
A good salesperson will be good at prospecting
The External Environment
• Prospects are busy
• Tremendous competition
• Prospects do not answer their phone
• Prospects are putting gatekeepers in our way
• Prospects are not in “buying mode” when we reach them
• Prospects will have their guard at a medium level when we talk with them
• Sales Reluctance
• Approach Anxiety/Fear of rejection
• Lack of confidence
• Feeling like there is a lack of control
• Not knowing what to do
• Low belief in product/service
• Low belief in the profession of sales
• Lack of motivation
The Internal Environment
You Have What it Takes to Be the Perfect Fit
Step 2: Become Super Prepared
Assumptive CloseHow to Prep
•Call scripts
•Key questions to ask
•Objection responses
•Email templates
•Voicemail scripts
•Role-play
Step 3: Shift Your Mindset
Value Awareness
• Operating with constant awareness of the value that you offer
• Step 1: Identify your value
• Step 2: Don’t lose sight of it
View Yourself as a Helper
• Your products help someone
• You are looking for the people that need your help
• Stop being a taker
Eliminate Weak Language
“I know you are busy right now.”
“I am sorry for the interruption.”
“I will only take few minutes of your time.”
“Did I catch you at a bad time?”
“I am sorry to bother you…”
Sales Affirmations
• Positive statements that remind you of your strengths
• Can pertain to your products, your company, or you as a sales professional
• Keep them in the front of your mind– Write down– Print out– Post on a wall– Read them daily
Set Personal Targets
• Daily, weekly, monthly, yearly goals
• Calls, events, meetings, leads, sales
• Try to make realistic to stretch at most
• Keep them in the front of your mind– Write down– Print out– Post on a wall– Read them daily
Shift from a mindset of trying to pick fruit.
To one that is more focused on planting seeds.
Step 4: Maintaining Forward
Compartmentalize Your Time
• Identify your different categories of tasks
• Assign parts of the days and week to categories
• Only focus on assigned category at designated time
• Minimize multi-tasking
Establish a Daily Routine
• Identify daily activities
• Establish consistent schedule
Track Progress
• Number of activities completed
• Progress toward goals and targets
• Use a spreadsheet, tally marks, counter, etc.
Incorporate Alternative Activities into Your Day
• Meditation
• Yoga
• Reading
• Nap
• Exercise
• Walk
Bringing it Together
Maintain
Shift Mindset
Become Super Prepared
Reduce Self-Doubt
Creating a Sales Coaching Group
• Meet as a group every week for 1 hour
• Group size around 10
• Topics: phone prospecting, lead generation, objections, gatekeepers, messaging, closing, etc.
• Cost: $100 per month ($20 to $25 per session)
• Contact us to join our group staring in January
What is SalesScripter?
Cold Calling
Objections
Gatekeepers
Sales Messaging
Voicemail
Qualifying
Closing
Sales Process
Rapport
Building Interest
Cold Emailing
Setting Appointments
Building Credibility
Call Cadence
• Provides complete clarity for what a salesperson should do and say
• Very practical and easy to understand / implement / adopt
• Consultative selling approach
• Many tactics are counterintuitive
One Half - Sales Methodology
What is SalesScripter?
Cold Calling Scripts
Objection Responses
Key Questions
Marketing Tools
Voicemail Scripts
Meeting Scripts
Cold Email Templates
• Software platform that provides all the tools needed to execute the methodology
• Campaign-based (buyer persona) structure
• Makes it extremely easy to implement and reinforce the methodology
One Half – Prospecting Platform Software Application
Complete Sales Training Solution
Cold Calling
Objections
Gatekeepers
Sales Messaging
Voicemail
Qualifying
Closing
Sales Process
Rapport
Building Interest
Cold Emailing
Setting Appointments
Building Credibility
Call Cadence
Methodology
Salesperson
Manager
Cold Calling Scripts
Objection Responses
Key Questions
Marketing Tools
Voicemail Scripts
Meeting Scripts
Cold Email Templates
Software PlatformResources and Services
Books
Training Videos
One-on-One Coaching
Sales Consulting
Live Training
Completely
Aligned
Resources
• 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
Our Books
Training
• Week 1– Understanding the Ideal Sales Process– How to Make Cold Calls– Appointment Setting Tactics– Voicemail Messaging Methodology
• Week 2– Sales Messaging Workshop– How to Get Prospect’s on the Phone– How to Get Around Objections– How to Incorporate Buyer Personas into Your
Selling– Overview of a 2-Step Qualifying Process
New Hire Onboarding Training Program / Sales Prospecting 101• Week 3
– How to Build Your Value Proposition– How to Focus on Prospect Pain– How to Get Around Gatekeepers– How to Perform the Perfect Takeaway
• Week 4– How to Build Rapport, Interest, and
Credibility– How to Improve Mental Strength When
Selling– How to Be a Better Closer
* Available through e-learning videos, live virtual, or live in-person* Can be tailored to your business
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
Resources
• 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 Some of Our Books
If You Want More Help
• Build your scripts and campaigns– Call scripts– Email templates– Voicemail Scripts– Objection responses– Key Questions– And more
• $49 per month / $29 per month with annual subscription– 30 Day Money Back Guarantee
Step 3 – Sign up for SalesScripter
If You Want More Help
• 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?
Michael HalperFounder and CEO
www.salesscripter.com