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10 Inside Sales Tips that
Will Transform Your Game
Michael Halper
Founder and CEO
SalesScripter
Try to avoid sounding like a salesperson
that is trying to sell something.
TIP #1
Example
Hey Michael,
I hope you’re doing well today. I’ll keep this short and to the point: we recently
launched [product ...
Why
Understand the Prospect
• Extremely busy
• Gets a lot of sales calls
• Likely not in buying mode
• It is an “all about...
How
• Minimize the company and product discussion
• Focus more on the prospect than on you
• Perform a soft takeaway
• Try...
Step 3 – Elevator Pitch
Grab the Prospect’s Attention
One or two sentences that communicate how you
help your clients. Her...
Elevator Pitch
One or two sentences that communicate how you
help your clients. Here are three options:
1. Share a value s...
Perform a Soft Takeaway
TIP #3
Step 4 – Soft Disqualify
Decrease the Prospect’s Guard
Perform a soft takeaway right after your elevator
pitch.
“I am not ...
Have a List of Pre-Qualifying
Questions
TIP #4
Pre-Qualifying Questions
Questions that learn more about the prospect in
the area that you impact.
– Makes call more conve...
Building Your Questions
1. Identify the product you ultimately want to sell
2. Identify the benefits it offers the buyer
3...
Be aware of problems you help with.
TIP #5
Don’t Sell the Product, Sell the
Conversation
TIP #6
Focus on the Right Goal
You Always Have Two Goals
1. Ultimate Goal: Close the sale, sell the product, get
a new client
2. ...
Have Responses for Anticipated
Objections
TIP #7
What are Objections
• I am busy right now.
• Who are you with?
• What is this in regards to?
• I am not interested.
• Just...
Have a Game Plan for Gatekeepers.
TIP #8
You can spend up to 50% of your time talking with
with gatekeepers.
Gatekeepers
Voicemail
Prospect
Call Script
“What is this call in regards to?”
Full training module on YouTube – How to Consistently Get Around
Gatekeeper...
Use Some Sort of Call Cadence
TIP #9
Use Some Sort of Call Guide/Playbook
TIP #10
Assumptive Close
• Elevator Pitch
• Key Questions
• Common Problems
• Company and Product Points
• Objection Responses
SMART Sales System
S
M
A
R
T
ales
essaging
nd
esponse
actics
SMART Sales System
SMART Sales System
Sales Methodology Software Platform Professional Services
SMART Sales System
Sales Methodology Software Platform Professional Services
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• L...
Sales Methodology Software Platform Professional Services
• Will help you to build your pitch
• Library of Scripts and Tem...
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mappi...
Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@salesscripter
10 Inside Sales Tips that will Transform Your Game
10 Inside Sales Tips that will Transform Your Game
10 Inside Sales Tips that will Transform Your Game
10 Inside Sales Tips that will Transform Your Game
10 Inside Sales Tips that will Transform Your Game
10 Inside Sales Tips that will Transform Your Game
10 Inside Sales Tips that will Transform Your Game
10 Inside Sales Tips that will Transform Your Game
10 Inside Sales Tips that will Transform Your Game
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10 Inside Sales Tips that will Transform Your Game

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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.

Published in: Business
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10 Inside Sales Tips that will Transform Your Game

  1. 1. 10 Inside Sales Tips that Will Transform Your Game Michael Halper Founder and CEO SalesScripter
  2. 2. Try to avoid sounding like a salesperson that is trying to sell something. TIP #1
  3. 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. 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. 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. 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. 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
  8. 8. Perform a Soft Takeaway TIP #3
  9. 9. 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
  10. 10. Have a List of Pre-Qualifying Questions TIP #4
  11. 11. 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
  12. 12. 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
  13. 13. Be aware of problems you help with. TIP #5
  14. 14. Don’t Sell the Product, Sell the Conversation TIP #6
  15. 15. 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
  16. 16. Have Responses for Anticipated Objections TIP #7
  17. 17. 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
  18. 18. Have a Game Plan for Gatekeepers. TIP #8
  19. 19. You can spend up to 50% of your time talking with with gatekeepers. Gatekeepers Voicemail Prospect
  20. 20. Call Script “What is this call in regards to?” Full training module on YouTube – How to Consistently Get Around Gatekeepers When B2B Cold Calling
  21. 21. Use Some Sort of Call Cadence TIP #9
  22. 22. Use Some Sort of Call Guide/Playbook TIP #10
  23. 23. Assumptive Close • Elevator Pitch • Key Questions • Common Problems • Company and Product Points • Objection Responses
  24. 24. SMART Sales System S M A R T ales essaging nd esponse actics SMART Sales System
  25. 25. SMART Sales System Sales Methodology Software Platform Professional Services
  26. 26. SMART Sales System Sales Methodology Software Platform Professional Services
  27. 27. 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
  28. 28. 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
  29. 29. 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
  30. 30. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

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