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How to Build and Maintain Mental Strength
The document outlines strategies for building mental strength and improving sales effectiveness, emphasizing the importance of mindset and preparation in the sales process. It discusses common challenges faced by sales professionals, including overcoming self-doubt and addressing objections, while offering practical tools like call scripts and sales coaching. Additionally, it introduces resources available through Salesscripter, including ebooks, training programs, and personalized coaching services to enhance sales skills.
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How to Build and Maintain Mental Strength
- 1. How to Buildand Maintain Mental Strength Michael Halper Founder and CEO SalesScripter
- 2. Warning: This ContentWill be a Little Fluffy
- 3. • How toBuild a Cold Call Script that Works • Make Small Talk Track Changes – See Big Sales Improvements • Improve How You Onboard New Inside Sales Resources • How to Operate in a World Where Prospects don’t Answer the Phone • How to Decrease Sales Staff Turnover and All the Costs that Come with It • How to Effectively Use Voicemail as a Sales Prospecting Tool • How to Train Your Salespeople to Always Ask the Right Questions • How to Consistently Get Around Sales Objections • How to Immediately Become a Better Closer
- 4.
- 5. Step 1: Focuson the right goal
- 6. Closing should bethe easiest step in the sales process. • Will operate with a level of anxiety • Will not be happy in what we have to do everyday • Will not put in as much activity as we should • Will not perform as well as we could • Will not make as much money as we want • Will not stay at a job as long as we should
- 7. Trial Closing Step 1:Decrease Self-Doubt
- 8. Sales Myth #1: Youshould enjoy prospecting
- 9. Sales Myth #2: Goodsalespeople are born.
- 10. Sales Myth #3: Agood salesperson will be good at prospecting
- 11. The External Environment •Prospects are busy • Tremendous competition • Prospects do not answer their phone • Prospects are putting gatekeepers in our way • Prospects are not in “buying mode” when we reach them • Prospects will have their guard at a medium level when we talk with them
- 12. • Sales Reluctance •Approach Anxiety/Fear of rejection • Lack of confidence • Feeling like there is a lack of control • Not knowing what to do • Low belief in product/service • Low belief in the profession of sales • Lack of motivation The Internal Environment
- 13. You Have Whatit Takes to Be the Perfect Fit
- 14. Step 2: BecomeSuper Prepared
- 16. Assumptive CloseHow toPrep • Call scripts • Key questions to ask • Objection responses • Email templates • Voicemail scripts • Role-play
- 17. Step 3: ShiftYour Mindset
- 18. Value Awareness • Operatingwith constant awareness of the value that you offer • Step 1: Identify your value • Step 2: Don’t lose sight of it
- 19. View Yourself asa Helper • Your products help someone • You are looking for the people that need your help • Stop being a taker
- 20. Eliminate Weak Language “Iknow you are busy right now.” “I am sorry for the interruption.” “I will only take few minutes of your time.” “Did I catch you at a bad time?” “I am sorry to bother you…”
- 21. Sales Affirmations • Positivestatements that remind you of your strengths • Can pertain to your products, your company, or you as a sales professional • Keep them in the front of your mind – Write down – Print out – Post on a wall – Read them daily
- 22. Set Personal 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
- 23. Shift from amindset of trying to pick fruit. To one that is more focused on planting seeds.
- 24. Step 4: MaintainingForward
- 25. Compartmentalize Your 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
- 26. Establish a DailyRoutine • Identify daily activities • Establish consistent schedule
- 27. Track Progress • Numberof activities completed • Progress toward goals and targets • Use a spreadsheet, tally marks, counter, etc.
- 28. Incorporate Alternative Activities intoYour Day • Meditation • Yoga • Reading • Nap • Exercise • Walk
- 29. Bringing it Together Maintain ShiftMindset Become Super Prepared Reduce Self-Doubt
- 30. Creating a SalesCoaching Group • Meet as a group every week for 1 hour • Group size around 10 • Topics: phone prospecting, lead generation, objections, gatekeepers, messaging, closing, etc. • Cost: $100 per month ($20 to $25 per session) • Contact us to join our group staring in January
- 31. What is SalesScripter? ColdCalling Objections Gatekeepers Sales Messaging Voicemail Qualifying Closing Sales Process Rapport Building Interest Cold Emailing Setting Appointments Building Credibility Call Cadence • Provides complete clarity for what a salesperson should do and say • Very practical and easy to understand / implement / adopt • Consultative selling approach • Many tactics are counterintuitive One Half - Sales Methodology
- 32. What is SalesScripter? ColdCalling Scripts Objection Responses Key Questions Marketing Tools Voicemail Scripts Meeting Scripts Cold Email Templates • Software platform that provides all the tools needed to execute the methodology • Campaign-based (buyer persona) structure • Makes it extremely easy to implement and reinforce the methodology One Half – Prospecting Platform Software Application
- 33. Complete Sales TrainingSolution Cold Calling Objections Gatekeepers Sales Messaging Voicemail Qualifying Closing Sales Process Rapport Building Interest Cold Emailing Setting Appointments Building Credibility Call Cadence Methodology Salesperson Manager Cold Calling Scripts Objection Responses Key Questions Marketing Tools Voicemail Scripts Meeting Scripts Cold Email Templates Software PlatformResources and Services Books Training Videos One-on-One Coaching Sales Consulting Live Training Completely Aligned
- 34. Resources • Five ebooks –Found at https://salesscripter.com/ebooks/ – Do’s and Don’ts of Cold Calling – How to Get around Cold Call Objections – How to Build a Value Proposition that Generates Leads – How to Build Sales Campaigns that Sell – How to Build Email Drip Campaigns that Convert Sales • The Cold Calling Equation – PROBLEM SOLVED – Found at http://www.amazon.com/The-Cold- Calling-Equation-Problem/dp/1468173545 Our Books
- 35. Training • Week 1 –Understanding the Ideal Sales Process – How to Make Cold Calls – Appointment Setting Tactics – Voicemail Messaging Methodology • Week 2 – Sales Messaging Workshop – How to Get Prospect’s on the Phone – How to Get Around Objections – How to Incorporate Buyer Personas into Your Selling – Overview of a 2-Step Qualifying Process New Hire Onboarding Training Program / Sales Prospecting 101 • Week 3 – How to Build Your Value Proposition – How to Focus on Prospect Pain – How to Get Around Gatekeepers – How to Perform the Perfect Takeaway • Week 4 – How to Build Rapport, Interest, and Credibility – How to Improve Mental Strength When Selling – How to Be a Better Closer * Available through e-learning videos, live virtual, or live in-person * Can be tailored to your business
- 36. SalesScripter What do yousell? ___________ How does it help? ___________ What problems do you fix? ___________ What questions should you ask? ___________
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- 39. If You WantMore Help • https://www.youtube.com/user/LaunchPadSol • Or search Sales Scripter • Over 130 videos • Sales Prospecting 101 Training Program • Webinars • Sales Tips • SalesScripter demo videos • Subscribe Step 1 – Go to our YouTube Channel
- 40. Resources • Five ebooks –Found at https://salesscripter.com/ebooks/ – Do’s and Don’ts of Cold Calling – How to Get around Cold Call Objections – How to Build a Value Proposition that Generates Leads – How to Build Sales Campaigns that Sell – How to Build Email Drip Campaigns that Convert Sales • The Cold Calling Equation – PROBLEM SOLVED – Found at http://www.amazon.com/The-Cold- Calling-Equation-Problem/dp/1468173545 Step 2 – Get Some of Our Books
- 41. If You WantMore Help • Build your scripts and campaigns – Call scripts – Email templates – Voicemail Scripts – Objection responses – Key Questions – And more • $49 per month / $29 per month with annual subscription – 30 Day Money Back Guarantee Step 3 – Sign up for SalesScripter
- 42. If You WantMore Help • Sales Coaching • Sales Consulting – Script development – Strategy development – Sales process development • Sales Training – Custom sales training programs – Content aligned with your information in SalesScripter – Delivered virtually or in-person Step 4 – Contact us for Coaching, Consulting, or Training
- 43. Questions? Michael Halper Founder andCEO SalesScripter mhalper@salesscripter.com www.salesscripter.com
Editor's Notes
- #8 Pros: Trial closing improves qualifying and deal management by collecting valuable information. This tactic can also improve rapport, as it can sub-communicate positive vibes like confidence, experience, abundance, and putting the prospect’s interests first. Cons: One challenge with this tactic is that it gives the prospect an opportunity to share negative thoughts and gives him more control. If you have not been successful in building interest and rapport and you then invite the prospect to share thoughts, you might not get the answers that you want to hear.
- #9 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.)
- #10 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.)
- #11 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.)
- #17 Pros: This can help to push a prospect along before he can object or change his mind. This may also motivate a prospect who might be in a neutral or on-the-fence position to act. Cons: This level of aggressiveness might sub-communicate negative vibes to the prospect, and this could negatively impact rapport and credibility. This approach could push away a prospect who was in a neutral position.
- #19 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