10 Things to Do When You Feel Like You Suck at Sales
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Regardless of how much experience you have selling, it can be easy to feel like you are not doing a good job. If you feel like that or that you do not know what to do to get better, join us for our next webinar “10 Things to Do When You Feel Like You Suck at Sales”. In this training session, we outline 10 very practical things you can do that will immediately make you a better salesperson.
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10 Things to Do When You Feel Like You Suck at Sales
- 1. 10 Things to Do When You Feel Like You Suck at Sales Michael Halper Founder and CEO SalesScripter
- 2. 1. Get Your Mind in a Better Place
- 3. Step 1: Focus on the right goal
- 4. 1. Get Your Mind Right
- 5. 1. Get Your Mind Right
- 6. You Have What it Takes to Be the Perfect Fit
- 7. How to Build and Maintain Mental Strength While Selling https://salesscripter.com/sales-training-webinar- how-to-build-and-maintain-mental-strength-while- selling/ More info on improving your mindset:
- 8. 2. Learn from Others
- 9. 2. Learn from Others
- 10. Sales Prospecting Basics https://salesscripter.com/sales-prospecting- basics-full-and-free-sales-training-program/ More info on our prospecting methodology:
- 11. Sales Prospecting Advanced Techniques https://salesscripter.com/sales-prospecting- advanced-techniques-sales-training-program/ More info on our prospecting methodology:
- 12. 3. Establish Value Awareness
- 13. Operating with more awareness of the value that you offer
- 14. • Your products help in some way or another • Stop to think about how (benefits) • Keep this in the front of your mind everyday • Will improve your mindset • Will improve how you communicate
- 15. Product Gym Membership Treadmills Weights Classes Personal Training Lap pool Sauna Steam room Yoga Studio
- 16. Product Benefits Lose weight Get healthier Get on and stay on a workout schedule Transition to a healthier lifestyle Feel better Become more attractive Improve self-confidence Decrease stress Become happier Gym Membership Treadmills Weights Classes Personal Training Lap pool Sauna Steam room Yoga Studio
- 17. How to Build a Value Proposition that Generates Leads https://salesscripter.com/how-to-build-a-value- proposition-that-generates-leads-webinar/ More info on value:
- 18. 4. Identify the Pain Points You Help With
- 19. 3. Identify the Problems that You Solve
- 20. Product Benefits Lose weight Get healthier Get on and stay on a workout schedule Transition to a healthier lifestyle Feel better Become more attractive Improve self-confidence Decrease stress Become happier Pain Points Need to lose weight and get in better shape Not healthy and do not feel good Difficult to get on and stay on a workout schedule Do not feel good and often get sick Not happy with physical appearance Do not have a very good self-image and level of self-confidence Often feel stressed and depressed Gym Membership Treadmills Weights Classes Personal Training Lap pool Sauna Steam room Yoga Studio
- 21. How to Use Prospect Pain to Generate Leads https://salesscripter.com/how-to-use-prospect- pain-to-generate-leads/ More info on pain points:
- 22. 5. Make a List of Questions to Ask
- 23. The Best Salesperson is the One that Asks the Best Questions
- 24. Product Benefits Lose weight Get healthier Get on and stay on a workout schedule Transition to a healthier lifestyle Feel better Become more attractive Improve self-confidence Decrease stress Become happier Pain Points Questions Need to lose weight and get in better shape Not healthy and do not feel good Difficult to get on and stay on a workout schedule Do not feel good and often get sick Not happy with physical appearance Do not have a very good self-image and level of self-confidence Often feel stressed and depressed Gym Membership Treadmills Weights Classes Personal Training Lap pool Sauna Steam room Yoga Studio How do you feel about your physical appearance or level of fitness? How important is it for you to lose weight or get in better shape? Have you ever had difficulty getting into a routine of working out? How do you feel about your overall level of health or how you generally feel on a daily basis? How would you describe your image of yourself or your level of self-confidence? How often do you find yourself stressed out or depressed?
- 25. How to Always Know the Right Questions to Ask https://salesscripter.com/how-to-always-know- the-right-sales-questions-to-ask/ More info on asking questions:
- 26. 6. Prepare for Objections
- 27. • I am busy right now. • What is this in regards to? • Is this a sales call? • I am not interested. • Just send me some information. • We already use somebody for that. • We are not looking to make any changes right now. • We do not have budget/money to spend. • Call me back in X months.
- 28. Sales Objection Rebuttals that Defuse Common Sales Objections https://salesscripter.com/sales-objection- rebuttals-that-defuse-common-sales-objections/ More info on objection handling:
- 29. 7. Focus More on the Sales Process
- 31. 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 • Goal is to get to a presentation • Try to further qualify • Deflect or Overcome Objections • Goal is to get to the meeting • Try to pre-qualify • Deflect Objections • Goal is to close (Sale or agreement to move forward) • Overcome Objections
- 32. How to Improve Your Control Over the Sales Process https://salesscripter.com/how-to-improve-your- control-over-the-sales-process/ More info on managing the sales process:
- 33. 8. Have a Game Plan for Gatekeepers
- 34. 7. Have a Game Plan for Gatekeepers
- 35. How to Consistently Get Around Gatekeepers when B2B Cold Calling Webinar Recording https://salesscripter.com/how-to-consistently-get- around-gatekeepers-when-b2b-cold-calling/ More info on dealing with gatekeepers:
- 38. How to Be an Awesome Networker https://salesscripter.com/how-to-be-an-awesome- networker/ More info on networking:
- 39. 10. Organize Your Schedule
- 40. 9. Organize Your Schedule
- 41. 1. Get Your Mind in a Better Place 2. Learn from Others 3. Establish Value Awareness 4. Identify the Pain Points You Help With 5. Make a List of Questions to Ask 6. Prepare for Objections 7. Focus More on the Sales Process 8. Have a Game Plan for Gatekeepers 9. Increase Networking 10. Organize Your Schedule
- 43. SMART Sales System Sales Methodology Software Platform Professional Services
- 44. SMART Sales System Sales Methodology Software Platform Professional Services
- 45. 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
- 46. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation • Library of Scripts and Templates • CRM Functionality • Email Automation
- 47. SMART Sales System 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
- 48. SMART Sales System Pricing • Software - $49 per user per month (40% discount for annual subscription) • Sales Training – No cost on YouTube • Scripter Walk-Through (2 hour engagement to create your pitch) - $200 For $249, you will get a full library of sales scripts, emails, and tools
- 49. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter
Notas del editor
- The next concept that we are going to discuss is value awareness. We will actually discuss what value is in more detail and how to figure out what value you have to offer in another module, but value is basically how you help or what you provide to others. One way to improve you mental strength is to become more aware of the value that you offer and to not lose site of it, which is what we usually do when we are in the trenches selling day in and day out. When we are not aware of how we help, we can slip into having a needy frame of mind and we are taking from our prospects. Having value awareness will flip that and give you the mindset that you are helping and giving something when you sell. To improve your level of value awareness, you can start with first identifying the value that you offer and we will go through that later. But from there it is really all about keeping that value at the forefront of your mind when you sell and talk with prospects so that you have the mental frame of mind that you are helping and have something to offer. By improving you value awareness, you will decrease reluctance, decrease anxiety, improve confidence, improve motivation, and improve your belief in what you sell, what you do, and who you are
- 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.