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How to Sell During a Global Pandemic
Finding the Right Tone
Shifting to Virtual Selling
Modifying Your Message
Dealing with Objections
Understand the Prospect
Businesses are fighting to survive
Many businesses have already closed
Prospects are worried about job security
Prospects are worried about their health and safety
Prospects are worried about their families
Increased levels of stress
Do not contact
Talk too much about virus
Try to be here Business as usual
Don’t mention virus
Use hard sell
Talk all about you
Finding the Right Balance
Finding the Right Tone
Shifting to Virtual Selling
Modifying Your Message
Dealing with Objections
Initial Contact Phone | Email | Social Media | Networking | Cold Walking
Meeting Phone Conversations | Face-to-Face Meetings | Online Meetings
Presentation Face-to-Face Meetings | Online Meetings
Cold call script
Questions to ask
Objection responses
Cold email templates
Email guesser
Email automation
Zoom | GoToMeeting | Join.me
Docusign
Email marketing
Virtual Selling Tools
Finding the Right Tone
Shifting to Virtual Selling
Modifying Your Message
Dealing with Objections
Product Target Value Pain Questions Name Drop
Value Points
We help businesses to:
• Decrease costs
• Improve profitability
• Increase sales
Modified Value Points
We are helping businesses minimize the impacts of
COVID-19 by:
• Decreasing costs
• Improving profitability
• Increasing sales
Pain Points
A lot of business we work with have concerns with:
• It is difficult to decrease costs
• Profitability is not what it needs to b
• Sales growth is not where it needs to be
Modified Pain Points
A lot of business we work with have concerns about
COVID-19 making:
• It is difficult to decrease costs
• Profitability is not what it needs to b
• Sales growth is not where it needs to be
Product Target Value Pain Questions Name Drop
Cold Email – Value PointsSubject Line: [Value Point]
Hello [Contact First Name],
The reason for the email is that we are helping [Target Buyer Type] minimize the impacts of COVID-19 by:
• Value Point 1
• Value Point 2
• Value Point 3
I don't know if you want to improve those areas and that is why I am reaching out.
Are you available for a brief 15 to 20-minute meeting where I can share some examples of how we have
helped other [Target Buyer Type] to [Value Point]?
Best Regards,
[Email Signature]
Cold Email – Pain PointsSubject Line: [Pain Point]
Hello [Contact First Name],
The reason for the email is that a lot of [Target Buyer Type] that we work with are having challenges with
COVID-19 making:
• Pain Point 1
• Pain Point 2
• Pain Point 3
I don't know if you are concerned about any of those areas and that is why I am reaching out.
Are you available for a brief 15 to 20-minute meeting where I can share some examples of how we have
helped other [Target Buyer Type] to [Value Point]?
Best Regards,
[Email Signature]
Opening the Call
State the Purpose of Your Call
Pre-Qualify
Product and Company Details
Close
Deliver a Sales Takeaway
Share Pain Points
Value Points
Great. The reason for my call is that we are helping
[Target Buyer Type] minimize the impacts of COVID-19
by:
• Value Point 1
• Value Point 2
• Value Point 3
Opening the Call
State the Purpose of Your Call
Pre-Qualify
Product and Company Details
Close
Deliver a Sales Takeaway
Share Pain Points
Pain Points
Great. The reason for my call is that a lot of [Target Buyer
Type] we work with are having challenges with COVID-19
making:
• Pain Point 1
• Pain Point 2
• Pain Point 3
Finding the Right Tone
Shifting to Virtual Selling
Modifying Your Message
Dealing with Objections
We are currently shut down.
Deflect to Sales Process
I understand. And I want you to know that I am not trying to sign you up or sell you anything
during this difficult time. I am simply trying to open the dialogue between our two
companies.
While you all are shut down, are you available for a brief conversation to discuss how we
are [insert value point]?
That way once we get back to normal and you all open back up, you can know who we are
and how we can help.
We do not have budget/money to spend right now.
Deflect to Sales Process
I understand. And I want you to know that I am not trying to sign you up or sell you
anything. I am simply trying to open the dialogue between our two companies.
Are you available for just a brief conversation to discuss how we are [insert value point]?
We will keep in mind that you do not have budget to spend and we will spend too much of
anybody’s time.
That way when your budget opens back up or becomes more available, you can know who
we are and how we can help.
Call me back in X months.
Deflect to Sales Process
I understand. And I want you to know that I am not trying to sign you up or sell you anything
during this difficult time. I am simply trying to open the dialogue between our two
companies.
Are you available for just a brief conversation to discuss how we are [insert value point]?
That way when you are ready to get back to this, you can know who we are and how we
can help.
Please
Like
Comment
Share
Subscribe
Thank You!!!
SMART Sales System
Sales Methodology Software Platform Professional Services
SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Message Builder
• Sales Scripts
• Email Templates
• CRM Functionality
• Email Automation
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
Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@Michael_halper
@salesscripter

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How to Sell During a Global Pandemic

  • 1. How to Sell During a Global Pandemic
  • 2. Finding the Right Tone Shifting to Virtual Selling Modifying Your Message Dealing with Objections
  • 3. Understand the Prospect Businesses are fighting to survive Many businesses have already closed Prospects are worried about job security Prospects are worried about their health and safety Prospects are worried about their families Increased levels of stress
  • 4. Do not contact Talk too much about virus Try to be here Business as usual Don’t mention virus Use hard sell Talk all about you Finding the Right Balance
  • 5. Finding the Right Tone Shifting to Virtual Selling Modifying Your Message Dealing with Objections
  • 6. Initial Contact Phone | Email | Social Media | Networking | Cold Walking Meeting Phone Conversations | Face-to-Face Meetings | Online Meetings Presentation Face-to-Face Meetings | Online Meetings
  • 7. Cold call script Questions to ask Objection responses Cold email templates Email guesser Email automation Zoom | GoToMeeting | Join.me Docusign Email marketing Virtual Selling Tools
  • 8. Finding the Right Tone Shifting to Virtual Selling Modifying Your Message Dealing with Objections
  • 9. Product Target Value Pain Questions Name Drop Value Points We help businesses to: • Decrease costs • Improve profitability • Increase sales Modified Value Points We are helping businesses minimize the impacts of COVID-19 by: • Decreasing costs • Improving profitability • Increasing sales
  • 10. Pain Points A lot of business we work with have concerns with: • It is difficult to decrease costs • Profitability is not what it needs to b • Sales growth is not where it needs to be Modified Pain Points A lot of business we work with have concerns about COVID-19 making: • It is difficult to decrease costs • Profitability is not what it needs to b • Sales growth is not where it needs to be Product Target Value Pain Questions Name Drop
  • 11. Cold Email – Value PointsSubject Line: [Value Point] Hello [Contact First Name], The reason for the email is that we are helping [Target Buyer Type] minimize the impacts of COVID-19 by: • Value Point 1 • Value Point 2 • Value Point 3 I don't know if you want to improve those areas and that is why I am reaching out. Are you available for a brief 15 to 20-minute meeting where I can share some examples of how we have helped other [Target Buyer Type] to [Value Point]? Best Regards, [Email Signature]
  • 12. Cold Email – Pain PointsSubject Line: [Pain Point] Hello [Contact First Name], The reason for the email is that a lot of [Target Buyer Type] that we work with are having challenges with COVID-19 making: • Pain Point 1 • Pain Point 2 • Pain Point 3 I don't know if you are concerned about any of those areas and that is why I am reaching out. Are you available for a brief 15 to 20-minute meeting where I can share some examples of how we have helped other [Target Buyer Type] to [Value Point]? Best Regards, [Email Signature]
  • 13. Opening the Call State the Purpose of Your Call Pre-Qualify Product and Company Details Close Deliver a Sales Takeaway Share Pain Points Value Points Great. The reason for my call is that we are helping [Target Buyer Type] minimize the impacts of COVID-19 by: • Value Point 1 • Value Point 2 • Value Point 3
  • 14. Opening the Call State the Purpose of Your Call Pre-Qualify Product and Company Details Close Deliver a Sales Takeaway Share Pain Points Pain Points Great. The reason for my call is that a lot of [Target Buyer Type] we work with are having challenges with COVID-19 making: • Pain Point 1 • Pain Point 2 • Pain Point 3
  • 15. Finding the Right Tone Shifting to Virtual Selling Modifying Your Message Dealing with Objections
  • 16. We are currently shut down. Deflect to Sales Process I understand. And I want you to know that I am not trying to sign you up or sell you anything during this difficult time. I am simply trying to open the dialogue between our two companies. While you all are shut down, are you available for a brief conversation to discuss how we are [insert value point]? That way once we get back to normal and you all open back up, you can know who we are and how we can help.
  • 17. We do not have budget/money to spend right now. Deflect to Sales Process I understand. And I want you to know that I am not trying to sign you up or sell you anything. I am simply trying to open the dialogue between our two companies. Are you available for just a brief conversation to discuss how we are [insert value point]? We will keep in mind that you do not have budget to spend and we will spend too much of anybody’s time. That way when your budget opens back up or becomes more available, you can know who we are and how we can help.
  • 18. Call me back in X months. Deflect to Sales Process I understand. And I want you to know that I am not trying to sign you up or sell you anything during this difficult time. I am simply trying to open the dialogue between our two companies. Are you available for just a brief conversation to discuss how we are [insert value point]? That way when you are ready to get back to this, you can know who we are and how we can help.
  • 20. SMART Sales System Sales Methodology Software Platform Professional Services
  • 21. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Message Builder • Sales Scripts • Email Templates • CRM Functionality • Email Automation
  • 22. 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
  • 23. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @Michael_halper @salesscripter