10 Inside Sales Tips that will Transform Your Game
•Download as PPTX, PDF•
5 likes•4,834 views
Inside sales can be one of the more challenging roles in a sales organization. Most of the day can be spent with prospects that are ice cold and are impossible to get a hold of. If that is something you can relate to, you need to join us for our next webinar “10 Inside Sales Tips that Will Transform Your Game” where we will outline very small and simple changes that will make selling easier and more successful.
Recommended
Recommended
More Related Content
More from SalesScripter
More from SalesScripter (20)
Recently uploaded
Recently uploaded (20)
10 Inside Sales Tips that will Transform Your Game
- 1. 10 Inside Sales Tips that Will Transform Your Game Michael Halper Founder and CEO SalesScripter
- 2. Try to avoid sounding like a salesperson that is trying to sell something. TIP #1
- 3. Example Hey Michael, I hope you’re doing well today. I’ll keep this short and to the point: we recently launched [product name] after three years of development. It's a total game changer. Basically, [product name] uses [product explanation]. It's a self-service platform unlike anything you may have seen. The kicker is that our service is inexpensive and fast. Do you have time this week for a quick call or demo to discuss how we could help you? or can you tell me who I should speak with? Best, [contact name]
- 4. Why Understand the Prospect • Extremely busy • Gets a lot of sales calls • Likely not in buying mode • It is an “all about me” approach • Guard will be at a medium level
- 5. How • Minimize the company and product discussion • Focus more on the prospect than on you • Perform a soft takeaway • Try to sound more like a business person than a salesperson
- 6. Step 3 – Elevator Pitch Grab the Prospect’s Attention One or two sentences that communicate how you help your clients. Here are three options: 1. Share a value statement 2. Share examples of common problems 3. Share a quick client example Full training module on YouTube – Building a Value Proposition that Generates Leads Deliver an Elevator Pitch TIP #2
- 7. Elevator Pitch One or two sentences that communicate how you help your clients. Here are three options: 1. Share a value statement 2. Share examples of common problems 3. Share a quick client example Full training module on YouTube – Building a Value Proposition that Generates Leads
- 11. Perform a Soft Takeaway TIP #3
- 12. Step 4 – Soft Disqualify Decrease the Prospect’s Guard Perform a soft takeaway right after your elevator pitch. “I am not sure if we are a good fit for you.” “I am not sure if you all need what we provide.” “I am not sure you are the right person to speak with.” Full training module on YouTube - How to Perform the Perfect Takeaway
- 13. Have a List of Pre-Qualifying Questions TIP #4
- 14. Pre-Qualifying Questions Questions that learn more about the prospect in the area that you impact. – Makes call more conversational – Extracts valuable information – Pre-qualifies to determine if it makes sense to keep talking – Improves the impression that you make Full training module on YouTube – Sell More by Screening the Good Prospects from Bad
- 15. Building Your 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. Be aware of problems you help with. TIP #5
- 19. Don’t Sell the Product, Sell the Conversation TIP #6
- 20. Focus on the Right Goal You Always Have Two Goals 1. Ultimate Goal: Close the sale, sell the product, get a new client 2. Immediate Goal: Advance prospect to next stage of the sales process Initial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Conversation (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Full training module on YouTube - Mapping Out Your Ideal Sales Process
- 21. Have Responses for Anticipated Objections TIP #7
- 22. 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. Full training module on YouTube – How to Consistently Get Around Sales Objections
- 24. Have a Game Plan for Gatekeepers. TIP #8
- 25. You can spend up to 50% of your time talking with with gatekeepers. Gatekeepers Voicemail Prospect
- 26. Call Script “What is this call in regards to?” Full training module on YouTube – How to Consistently Get Around Gatekeepers When B2B Cold Calling
- 27. Use Some Sort of Call Cadence TIP #9
- 29. Use Some Sort of Call Guide/Playbook TIP #10
- 30. Assumptive Close • Elevator Pitch • Key Questions • Common Problems • Company and Product Points • Objection Responses
- 33. SMART Sales System S M A R T ales essaging nd esponse actics SMART Sales System
- 34. SMART Sales System Sales Methodology Software Platform Professional Services
- 35. SMART Sales System Sales Methodology Software Platform Professional Services
- 36. 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
- 37. 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
- 38. 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
- 39. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter
Editor's Notes
- 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.
- Before we go any further, let’s clearly discuss what objections are. Objections are a prospect’s best weapon when they answer your cold call. They are statements or questions that the prospect will throw at you and they are like mini stops signs that the prospect will hold up. They use to try to take a control of the call and take it in a direction of their choosing. And if they begin to feel like you are selling something when they are not looking to buy, they will want try to end the call and will use objections to get there as soon as possible. Now let’s take a look at common objections and ones that you are just about guaranteed to run up against. 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 any budge to spend. Those are eight objections that consistently come up. You could maybe tweak those for your situation, and add a couple that are specific to your products, you would have a complete list of objections to be prepared for. As part of this training, we will explain these one at a time and show you how to get around them.