How to Create a Sales Message

1. Creating Your Sales Message

2. Module 1: Introduction to SMART
Module 2: Consultative Selling
Module 3: Sales Message
Module 4: Sales Scripts
Module 5: Sales Process
Module 6: Cold Calling
Module 7: Cold Emailing
Module 8: Voicemail
Module 9: Connecting
Module 10: Objections
Module 11: Gatekeepers
Module 12: Qualifying
Module 13: Appointments
Module 14: Closing
Module 15: Rapport
Module 16: Mindset

3. Chapters 4 - 9
Link in Description

4. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

5. PRODUCT TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE

6. PRODUCT
Product A
Product B
Product C
Product ABC
SalesScripter software
Sales training
Consulting / Coaching
The SMART Sales System
The SMART Sales System

7. PRODUCT
The SMART Sales System
FEATURES
• Web-based sales script
generator
• Sales script library
• Sales role-play software
• CRM and email automation
• Sales training program
• Sales consulting and coaching
DIFFERENTIATION
• We are the only sales tool that
helps with what to say
• We are a true consultative
selling approach
• We provide the only AI-driven
sales role-play software

8. PRODUCT
The SMART Sales System
TARGET
Size: Small businesses, Multinational Corporations, etc.
Industries: Manufacturers, Hospitals, Banks, etc.
Department: IT, Finance, Human Resources, Marketing, etc.
Title: CXOs, VPs of IT, Directors of Operations, etc.
Broad: Businesses, Individuals, People, etc.

9. Product ABC
Businesses
Product A
Businesses
Product A
Manufacturers
CRAWL WALK RUN
Product ABC
Manufacturers

10. PRODUCT
The SMART Sales System
TARGET
Size: Small businesses, Multinational Corporations, etc.
Industries: Manufacturers, Hospitals, Banks, etc.
Department: IT, Finance, Human Resources, Marketing, etc.
Title: CXOs, VPs of IT, Directors of Operations, etc.
Broad: Businesses, Individuals, People, etc.
FOR SALES TRAINERS

11. PRODUCT
The SMART Sales System
TARGET VALUE

12. The improvements the product and
features creates
What the product does
WHAT’S IN IT FOR ME?
FEATURES / FUNCTIONALITY VALUE

13. PRODUCT
The SMART Sales System
TARGET
1. Make something work better
2. Make something easier
3. Decrease the time
4. Increase revenue or income
5. Decrease costs or expenses
6. Improve the customer’s
product
7. Decrease risk
8. Improve visibility
VALUE
FEATURES
• Web-based sales script
generator
• Sales script library
• Sales role-play software
• CRM and email automation
• Sales training program
• Sales consulting and coaching
DIFFERENTIATION
• We are the only sales tool that
helps with what to say
• We are a true consultative
selling approach
• We provide the only AI-driven
sales role-play software
• Make it easier to teach reps what to say
• Decrease new hire ramp-up time
• Improve the performance for every rep
on the team
• Make the training department look
great
SALES TRAINERS
IMPROVEMENTS

14. • Generate more leads
• Get into new accounts
• Increase sales and commissions
• Make it easier to teach reps what to say
• Decrease new hire ramp-up time
• Improve underperforming reps
• Make the training department look great
THE POWER OF TARGETED MESSAGING
SALES TRAINERS SALESPEOPLE

15. PRODUCT
The SMART Sales System
TARGET
1. Make something work better
2. Make something easier
3. Decrease the time
4. Increase revenue or income
5. Decrease costs or expenses
6. Improve the customer’s
product
7. Decrease risk
8. Improve visibility
VALUE
FEATURES
• Web-based sales script
generator
• Sales script library
• Sales role-play software
• CRM and email automation
• Sales training program
• Sales consulting and coaching
DIFFERENTIATION
• We are the only sales tool that
helps with what to say
• We are a true consultative
selling approach
• We provide the only AI-driven
sales role-play software
IMPROVEMENTS
• Make it easier to teach reps what to say
• Decrease new hire ramp-up time
• Improve the performance for every rep
on the team
• Make the training department look
great
FOR SALES TRAINERS

16. Technical Value
• Processes
• Systems
• People
Automate manual tasks
Make something work better
Decrease the amount of time or effort required to do something
Make something easier
Increase visibility or access to information
Improve communications or connectivity
Improve the performance of systems, processes, or people
Improve the reliability of systems, processes, or people
Business Value
• Revenue
• Costs
• Delivery of services
Improve revenue, market share, close rate, conversion rate, profitability etc.
Decrease cost of goods sold, inventory costs, labor costs, etc.
Decrease risk
Improve decision-making
Decrease product delivery time
Improve the delivery of services
Improve product quality
Improve customer satisfaction
Increase customer retention
Personal Value
• Income
• Career
• Workload
Increase personal income, bonuses, commissions, etc.
Decrease personal expenses
Create opportunities for career advancement
Increase recognition for performance
Decrease workload
Decrease stress level
Increase level of happiness
Improve work/life balance
Improve personal relationships
ADVANCED BRAINSTORMING

17. PRODUCT
The SMART Sales System
TARGET
• For each improvement, there
is an opposite problem that is
resolved.
• What is the opposite of the
improvement?
• What problem goes away with
the improvement?
• What problem starts to
happen if this improvement is
not provided?
VALUE PAIN
IMPROVEMENTS
• Make it easier to teach reps what to say
• Decrease new hire ramp-up time
• Improve the performance for every rep
on the team
• Make the training department look
great
CHALLENGES/CONCERNS
• Difficult teaching reps everything they need to
say
• Takes a long time to get reps ramped up and
producing
• Not enough reps performing well
• Training does not get enough credit
FOR SALES TRAINERS

18. Technical Pain
• Processes
• Systems
• People
Tasks are manual and time-consuming
Things are not working well
It takes a lot of time or effort to do something
Current processes are difficult
It is difficult to see what is going on and access information
Connectivity or communicating is difficult
Performance of systems, processes, or people is not what it needs to be
Reliability of systems, processes, or people is not what it needs to be
Business Pain
• Revenue
• Costs
• Delivery of Services
Difficult to find ways to increase revenue, market share, profitability, etc.
Difficult to close sales and leads
Conversion rates are not what they need to be
Decision-making process is slow and not as good as it needs to be
Difficult to decrease cost of goods sold, inventory costs, labor costs, etc.
Long product delivery time
Poor product or service quality
Customer satisfaction is not what it needs to be
Customer retention is not what it needs to be
Personal Pain
• Income
• Career
• Work Environment
Not making enough income, bonuses, commissions, etc.
Lack of financial strength
Need to get promoted or advance career
Not getting enough recognition
Working too much or too much of a workload
Job is extremely stressful and chaotic
Not a good work/life balance
Not happy
ADVANCED BRAINSTORMING

19. PRODUCT
The SMART Sales System
TARGET
• For each pain point the
product fixes is a question
that could be asked.
• What question could we ask to
see if the prospect has each
challenge or concern?
VALUE PAIN QUESTIONS
CHALLENGES/CONCERNS
• Difficult teaching reps everything they
need to say
• Takes a long time to get reps ramped up
and producing
• Not enough reps performing well
• Training does not get enough credit
FOR SALES TRAINERS PAIN QUESTIONS
• How difficult is it to get reps to know what
to say and ask?
• How do you feel about the time it takes to
get sales reps ramped up and producing?
• How much of a priority is it to get reps
performing better?
• How important is it to get more
recognition for the training department?

20. Try to Use Open-Ended Questions
Try to avoid starting questions with “Do you have…”
• Technical Pain: Trouble sleeping at night.
• Pain Question: Do you have trouble sleeping at night?

21. “How Do You Feel about…” Questions
• How do you feel about the quality of sleep you get at night?
• How concerned are you about getting quality sleep at night?
• How happy are you with your ability to get quality sleep at night?

22. “How Important Is It for You…” Questions
• How much of a priority is it to find new ways to increase your website traffic?
• How important is it to find new ways to increase your website traffic?

23. Yes/No Questions
• Do you currently have a system in place for error scanning?
• Have you ever had trouble synchronizing data across systems?
• Is your process for transferring sales data manual?

24. PRODUCT
The SMART Sales System
TARGET
• Currently have what you sell?
• Current vendor/provider
• Current systems and
processes
• People in the organization
• Current contracts and
expiration dates
• Size details – number of sites,
people, systems, etc.
• Current performance/stats
(technical, marketing,
financial, etc.)
• Last time evaluated other
options
VALUE PAIN QUESTIONS
CURRENT STATE QUESTIONS
• Are you all using any type of sales script or sales
playbook?
• Do you use any type of sales methodology?
• Do you provide sales training to your sales staff?
• Do you have a new hire onboarding training
program?
• How many sales reps do you have?
• Are you doing any type of cold outreach?
• What is your sales staff turnover rate?
• How long does it take to get reps ramped up and
performing?
• When was the last time you looked at improving
your sales training?
FOR SALES TRAINERS

25. The SMART Sales System
CUSTOMER EXAMPLE
• Someone have we helped?
• What problem did they have?
• What did we sell to solve that
problem?
• What are two improvements
we helped to influence?
PRODUCT TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE
• Customer: a sales trainer at a software
company
• Problem: Difficulty getting their reps to learn
the pitch
• Product: The SMART Sales System
• First improvement: Made it easier to teach
reps what to say
• Second improvement: Improved
performance for every rep on the team
FOR SALES TRAINERS

26. The SMART Sales System
FEATURES
• Web-based sales script
generator
• Sales script library
• Sales role-play software
• CRM and email automation
• Sales training program
• Sales consulting and coaching
DIFFERENTIATION
• We are the only sales tool that
helps with what to say
• We are a true consultative
selling approach
• We provide the only AI-driven
sales role-play software
FOR SALES TRAINERS
IMPROVEMENTS
• Make it easier to teach reps what to say
• Decrease new hire ramp-up time
• Improve the performance for every rep
on the team
• Make the training department look
great
CHALLENGES/CONCERNS
• Difficult teaching reps everything they
need to say
• Takes a long time to get reps ramped up
and producing
• Not enough reps performing well
• Training does not get enough credit
PAIN QUESTIONS
• How difficult is it to get reps to know
what to say and ask?
• How do you feel about the time it
takes to get sales reps ramped up
and producing?
• How much of a priority is it to get
reps performing better?
• How important is it to get more
recognition for the training
department?
CUSTOMER EXAMPLE
• Customer: a sales trainer at a
software company
• Problem: Difficulty getting their
reps to learn the pitch
• Product: The SMART Sales
System
• First improvement: Made it
easier to teach reps what to say
• Second improvement: Improved
performance for every rep on
the team
CURRENT STATE QUESTIONS
• Are you all using any type of sales
script or sales playbook?
• Do you use any type of sales
methodology?
• Do you provide sales training to your
sales staff?
PRODUCT TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE

27. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks

28. Cold Call Script
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

29. VALUE
POINTS
PAIN POINTS
CURRENT
STATE
PRODUCT
PAIN
QUESTIONS
DISCOVERY
OPEN
CLOSE
CURRENT
STATE
QUESTIONS
PAIN POINTS
PRODUCT
CUSTOMER
EXAMPLE
First Appointment Script

30. Cold Email Campaigns
Email #1 Email #2
Delay
(1 or 2 weeks)
Email #3
Delay
(1 or 2 weeks)
Email #4
Delay
(1 or 2 weeks)
Email #5
Delay
(1 or 2 weeks)
Email #6
Delay
(1 or 2 weeks)
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
VALUE
POINTS

31. Voicemail Messages
Voicemail #1 Voicemail #2 Voicemail #3 Voicemail #4
VALUE
POINTS
PAIN POINTS
CUSTOMER
EXAMPLE
PRODUCT

32. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
INTRO
CLOSE

33. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks

34. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Questions
Customer
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

35. Module 1: Introduction to SMART
Module 2: Consultative Selling
Module 3: Sales Message
Module 4: Sales Scripts
Module 5: Sales Process
Module 6: Cold Calling
Module 7: Cold Emailing
Module 8: Voicemail
Module 9: Connecting
Module 10: Objections
Module 11: Gatekeepers
Module 12: Qualifying
Module 13: Appointments
Module 14: Closing
Module 15: Rapport
Module 16: Mindset

36. www.salesscripter.com