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10 Tips to How to Sell More by Selling Less
Michael Halper
Founder and CEO
SalesScripter
Sell: To try to talk someone into buying
something
Some Assumptions
It is Fun Buying Stuff
It is not Fun Being Sold To
It does not feel good to:
• Be talked into something
• Be tricked in anyway
• Be taken advantage of
• Be sold something you do not need
Try to avoid sounding like a salesperson
that is trying to sell something.
How these tips will help you to “Sell
Less”:
• Decrease how pushy you are
• Will decrease appearing like a salesperson
• Decrease the amount of effort, time, energy
spent selling
• Make selling easier
1. Use the Sales Takeaway
“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.”
“It sounds like you all are doing pretty good over there.”
“Maybe we are not the right fit for you.”
“Maybe now is not the best time for you to look into this.”
How to Perform the Perfect Sales Takeaway
https://salesscripter.com/portfolio-items/sales-
prospecting-101-module-11-how-to-perform-the-
perfect-takeaway/
More info on Sales Takeaway
2. Resist the Desire to Talk About Your
Products and Company
Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits (Value)
Common problems (Pain)
Questions probing for problems (Pre- Qualify)
Customer examples (Name Drop)
Differentiation (Product)
ROI (Product)
Goal: Starting conversation
How to Be a Consultative Salesperson
https://salesscripter.com/what-is-consultative-
selling-and-how-to-be-a-consultative-salesperson/
More info on Consultative Selling
3. Talk About How You Help
Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits (Value)
Common problems (Pain)
Questions probing for problems (Pre- Qualify)
Customer examples (Name Drop)
Differentiation (Product)
ROI (Product)
Goal: Starting conversation
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:
How to Use Prospect Pain to Generate Leads
https://salesscripter.com/how-to-use-prospect-
pain-to-generate-leads/
More info on pain points:
4. Make it More About the Prospect than
About You
The Best Salesperson is the One that Asks
the Best Questions
Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits (Value)
Common problems (Pain)
Questions probing for problems (Pre- Qualify)
Customer examples (Name Drop)
Differentiation (Product)
ROI (Product)
Goal: Starting conversation
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:
5. Don’t Sell the Product, Sell the
Conversation
Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits (Value)
Common problems (Pain)
Questions probing for problems (Pre- Qualify)
Customer examples (Name Drop)
Differentiation (Product)
ROI (Product)
Goal: Starting conversation
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
Early Sales Process Steps
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:
7. Don’t Try to Overcome Objections
• 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.
Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits (Value)
Common problems (Pain)
Questions probing for problems (Pre- Qualify)
Customer examples (Name Drop)
Differentiation (Product)
ROI (Product)
Goal: Starting conversation
Sales Objection Rebuttals that Defuse Common
Sales Objections
https://salesscripter.com/sales-objection-
rebuttals-that-defuse-common-sales-objections/
More info on objection handling:
8. Don’t Try to Sell to Everybody
Why This Can Be Difficult
Why This Can Be Difficult
Why This Can Be Difficult
Why This Can Be Difficult
Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits (Value)
Common problems (Pain)
Questions probing for problems (Pre- Qualify)
Customer examples (Name Drop)
Differentiation (Product)
ROI (Product)
Goal: Starting conversation
9. Be a Giver Instead of a Taker
• Look for ways to help the
people you interact with
• Provide an introduction
• Provide a tip, idea, feedback
10. Broadcast Your Message
Blog posts
Videos (Vlog)
Ebooks
Webinars
Email Drip Campaigns
Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits (Value)
Common problems (Pain)
Questions probing for problems (Pre- Qualify)
Customer examples (Name Drop)
Differentiation (Product)
ROI (Product)
Goal: Starting conversation
1. Use the Sales Takeaway
2. Resist the Desire to Talk About Your Products and Company
3. Talk About How You Help
4. Make it More About the Prospect than About You
5. Don’t Sell the Product, Sell the Conversation
6. Don’t Try to Overcome Objections
7. Create some sort of call guide
8. Don’t Try to Sell to Everybody
9. Be a Giver instead of a Taker
10. Broadcast Your Message
Please
Like
Comment
Share
Subscribe
Thank You!!!
SMART Sales System
S
M
A
R
T
ales
essaging
nd
esponse
actics
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
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training
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
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
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
Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@salesscripter

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10 Sales Tips for How to Sell More by Selling Less

  • 1. 10 Tips to How to Sell More by Selling Less Michael Halper Founder and CEO SalesScripter
  • 2. Sell: To try to talk someone into buying something
  • 4. It is Fun Buying Stuff
  • 5. It is not Fun Being Sold To
  • 6. It does not feel good to: • Be talked into something • Be tricked in anyway • Be taken advantage of • Be sold something you do not need
  • 7. Try to avoid sounding like a salesperson that is trying to sell something.
  • 8. How these tips will help you to “Sell Less”: • Decrease how pushy you are • Will decrease appearing like a salesperson • Decrease the amount of effort, time, energy spent selling • Make selling easier
  • 9. 1. Use the Sales Takeaway
  • 10. “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.” “It sounds like you all are doing pretty good over there.” “Maybe we are not the right fit for you.” “Maybe now is not the best time for you to look into this.”
  • 11. How to Perform the Perfect Sales Takeaway https://salesscripter.com/portfolio-items/sales- prospecting-101-module-11-how-to-perform-the- perfect-takeaway/ More info on Sales Takeaway
  • 12. 2. Resist the Desire to Talk About Your Products and Company
  • 13. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  • 14. How to Be a Consultative Salesperson https://salesscripter.com/what-is-consultative- selling-and-how-to-be-a-consultative-salesperson/ More info on Consultative Selling
  • 15. 3. Talk About How You Help
  • 16. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  • 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. How to Use Prospect Pain to Generate Leads https://salesscripter.com/how-to-use-prospect- pain-to-generate-leads/ More info on pain points:
  • 19. 4. Make it More About the Prospect than About You
  • 20. The Best Salesperson is the One that Asks the Best Questions
  • 21. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  • 22. 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:
  • 23. 5. Don’t Sell the Product, Sell the Conversation
  • 24. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  • 25. 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 Early Sales Process Steps
  • 26. 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:
  • 27. 7. Don’t Try to Overcome Objections
  • 28. • 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.
  • 29. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  • 30. Sales Objection Rebuttals that Defuse Common Sales Objections https://salesscripter.com/sales-objection- rebuttals-that-defuse-common-sales-objections/ More info on objection handling:
  • 31. 8. Don’t Try to Sell to Everybody
  • 32. Why This Can Be Difficult
  • 33. Why This Can Be Difficult
  • 34. Why This Can Be Difficult
  • 35. Why This Can Be Difficult
  • 36. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  • 37. 9. Be a Giver Instead of a Taker
  • 38. • Look for ways to help the people you interact with • Provide an introduction • Provide a tip, idea, feedback
  • 41. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits (Value) Common problems (Pain) Questions probing for problems (Pre- Qualify) Customer examples (Name Drop) Differentiation (Product) ROI (Product) Goal: Starting conversation
  • 42. 1. Use the Sales Takeaway 2. Resist the Desire to Talk About Your Products and Company 3. Talk About How You Help 4. Make it More About the Prospect than About You 5. Don’t Sell the Product, Sell the Conversation 6. Don’t Try to Overcome Objections 7. Create some sort of call guide 8. Don’t Try to Sell to Everybody 9. Be a Giver instead of a Taker 10. Broadcast Your Message
  • 45. SMART Sales System Sales Methodology Software Platform Professional Services
  • 46. SMART Sales System Sales Methodology Software Platform Professional Services
  • 47. 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
  • 48. 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
  • 49. 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
  • 50. 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
  • 51. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

Editor's Notes

  1. 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.