How to Increase Sales Motivation
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How to Increase Sales Motivation
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How to Increase Sales Motivation
- 1. Chapter 27 – Improving Mental Strength
- 2. Mental Challenges Decreasing Self-Doubt Improving Your Mindset Maintaining Mental Strength
- 3. Prospects are extremely busy Tremendous amount of competition Prospects do not answer their phone Prospects are putting gatekeepers in your way Prospects are not in “buying mode” External Environment
- 4. Fear of rejection Call reluctance Lack of clarity for what to do and say Lack of confidence Low belief in product/service Lack of motivation Internal Environment
- 5. Become More Prepared Call scripts Key questions to ask Objection responses Role-play Fear of rejection Call reluctance Lack of clarity for what to do and say Lack of confidence
- 6. Mental Challenges Decreasing Self-Doubt Improving Your Mindset Maintaining Mental Strength
- 7. You should enjoy prospecting.
- 8. Salespeople are born, not made.
- 9. You need to have a certain personality in order to sell.
- 10. You need to be pushy and aggressive to be a good salesperson.
- 11. You have what it takes to be the perfect fit
- 12. Mental Challenges Decreasing Self-Doubt Improving Your Mindset Maintaining Mental Strength
- 13. Product Selling Consultative Selling Company Product Features Benefits Goal: Get Customers Value Pain Points Questions Product Company Name Drop Goal: Starting Conversations
- 14. Value Awareness Become more aware of the value you offer Identify the value that you offer Keep value at the front of your mind
- 15. View Yourself as a Helper What you sell helps someone You are looking for these people You are trying to help these people Stop being a taker Start being a helper
- 16. Eliminate Weak Language “I know you are busy right now.” “I am sorry for the interruption.” “I will not take too much of your time.” “Did I catch you at a bad time?” “I am sorry to bother you…”
- 17. Sales Affirmations Positive statements that remind you of your strengths
- 18. Product Selling Consultative Selling Company Product Features Benefits Goal: Get Customers Value Pain Points Questions Product Company Name Drop Goal: Starting Conversations
- 19. VALUE POINTS • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic TARGET BUYER • Small businesses PAIN POINTS • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic PAIN QUESTIONS • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? CURRENT STATE • Do you currently have someone that can make changes to your website? • Are you currently working with a web design agency? • How happy are you with person working on your website? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • What CMS platform is your website built on? • When was the last time you considered redoing your website? • How many different websites do you currently have? • Are you the person to that makes decisions regarding your website? NAME DROP • We worked with an accounting firm and helped them to do a complete refresh of their corporate website. • This helped to improve how they told the story of what they do and the services they provide to website visitors. • After only 6 months, they increased the number of leads that they were generating through their website by over 500% and increase their overall revenue by 20%. PRODUCT • Web design services FEATURES • Design and build websites • Graphic design • Copywriting DIFFERENTIATION • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results COMPANY FACTS • Won design awards 5 years • In business for 30 years • Woman owned business
- 20. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT Building Blocks
- 22. I help small businesses to: • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic PRODUCT NAME DROP VALUE POINTS PAIN POINTS
- 23. PRODUCT NAME DROP VALUE POINTS PAIN POINTS A lot of small businesses have challenges with: • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic I help with solve those challenges.
- 24. • I worked with an accounting firm and helped them to do a complete refresh of their corporate website. • This helped to improve how they told the story of what they do and the services they provide to website visitors. • After only 6 months, they increased the number of leads that they were generating through their website by over 500% and increase their overall revenue by 20%. PRODUCT NAME DROP VALUE POINTS PAIN POINTS
- 25. I am with [Company] and we provide web design services • Design and build websites • Graphic design • Copywriting Some ways we differ from other options out there are: • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results A little more about us: • Won design awards 5 years • In business for 30 years • Woman owned business PRODUCT NAME DROP VALUE POINTS PAIN POINTS
- 26. Product Selling Consultative Selling Company Product Features Benefits Goal: Get Customers Value Pain Points Questions Product Company Name Drop Goal: Starting Conversations
- 27. Mental Challenges Decreasing Self-Doubt Improving Your Mindset Maintaining Mental Strength
- 28. Compartmentalize Your Time • Segment your time to only focus on one area at a time • Identify your different categories of tasks • Assign parts of the days and week to categories • Only focus on assigned category at designated time • Minimize multi-tasking
- 29. Establish a Daily Routine • 7:30 – 8:30: Admin/research • 8:30 – 10:00: Cold prospecting • 10:00 – 12:00: Customer management • 1:00 – 2:00: Training and development
- 30. Create Your Own Targets • Daily, weekly, monthly, yearly goals • Calls, events, meetings, leads, sales • Try to make realistic to stretch at most • Keep them in the front of your mind • Write down • Print out • Post on a wall • Read them daily
- 31. Track Progress • Number of activities completed • Progress toward goals and targets • Use a spreadsheet, tally marks, counter, etc.
- 32. Create Daily Checkboxes • One hour of cold calling • Post on social media • Record a video • Perform an admin task • Write a blog post • Watch training video • Go to networking event
- 33. Some Other Ideas • Meditation • Yoga • Reading • Nap • Exercise • Walk
- 34. Key Takeaways • You have what it takes and the ability to become better • We are all dealing with the same challenges • There are some challenges you can control • Become more value aware
- 36. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
- 38. 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 Pain Questions Name Drop 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
- 39. Get your copy here https://www.amazon.com/dp/0578615762
Editor's Notes
- We want to start out this module by getting a baseline of how you feel and think about some sales related topics. We will go through a list of areas and what we want you to do is identify three words that describe how you feel or the first three words that come to your mind. I would encourage you to be honest here as it will help make the exercise more productive. When you identify the three words, write those down on your worksheet in front of you. (Go through the list one at a time letting the students write their answers. When you complete the list, go around the room and gather one answer from each question from each student and write on the board.)
- We want to start out this module by getting a baseline of how you feel and think about some sales related topics. We will go through a list of areas and what we want you to do is identify three words that describe how you feel or the first three words that come to your mind. I would encourage you to be honest here as it will help make the exercise more productive. When you identify the three words, write those down on your worksheet in front of you. (Go through the list one at a time letting the students write their answers. When you complete the list, go around the room and gather one answer from each question from each student and write on the board.)
- We want to start out this module by getting a baseline of how you feel and think about some sales related topics. We will go through a list of areas and what we want you to do is identify three words that describe how you feel or the first three words that come to your mind. I would encourage you to be honest here as it will help make the exercise more productive. When you identify the three words, write those down on your worksheet in front of you. (Go through the list one at a time letting the students write their answers. When you complete the list, go around the room and gather one answer from each question from each student and write on the board.)
- We want to start out this module by getting a baseline of how you feel and think about some sales related topics. We will go through a list of areas and what we want you to do is identify three words that describe how you feel or the first three words that come to your mind. I would encourage you to be honest here as it will help make the exercise more productive. When you identify the three words, write those down on your worksheet in front of you. (Go through the list one at a time letting the students write their answers. When you complete the list, go around the room and gather one answer from each question from each student and write on the board.)
- 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