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Sales Process
Module 1: Introduction to SMART
Module 2: Consultative Selling
Module 3: Building Your Consultative Sales Message
Module 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses
Module 5: Managing the Sales Process
Module 6: Cold Calling
Module 7: Email Prospecting
Module 8: Voicemail Strategy
Module 9: Getting into New Accounts
Module 10: Dealing with Objections
Module 11: Getting Around Gatekeepers
Module 12: Qualifying the Prospect
Module 13: Closing
Module 14: Networking
Module 15: Prospecting on LinkedIn
Module 16: Improving Mental Strength
INITIAL CONTACT
DECISION
Subject: Update your website
Hi [Prospect Name],
I am a with Company XYZ and we provide website design services.
Are you needing to redo your website or make any changes?
Are you available for a 15 to 20-minute meeting?
Best Regards,
XXX XXX
XXXXXX
INITIAL CONTACT
CONVERSATION
EXPLANATION
DECISION
One of the most
important SMART
topics
Cold calling
Email prospecting
Questions you ask
Objection handling
Closing
Impacts what you say and ask
Ultimate Goal:
Close the sale
Immediate Goal:
Close on the next step in
the sales process
We can often focus primarily on
the ultimate goal.
INITIAL CONTACT
CONVERSATION
EXPLANATION
DECISION
I
C
E
I
C
E
FORMAT
• Cold calls
• Cold emails
• Networking
• Inbound calls
• Inbound emails
• Website chat
• Social media
INITIAL CONTACT
I
C
E
FORMAT
• Cold calls
• Cold emails
• Networking
• Inbound calls
• Inbound emails
• Website chat
• Social media
GOALS
• Pre-Qualify
• Build interest in
talking
• Close for conversation
INITIAL CONTACT
I
C
E
FORMAT
• Cold calls
• Cold emails
• Networking
• Inbound calls
• Inbound emails
• Website chat
• Social media
STRUCTURE
• 2 to 5 minutes
• 80% on prospect
• 20% on you
GOALS
• Pre-Qualify
• Build interest in
talking
• Close for conversation
INITIAL CONTACT
I
C
E
FORMAT
• Cold calls
• Cold emails
• Networking
• Inbound calls
• Inbound emails
• Website chat
• Social media
STRUCTURE
• 2 to 5 minutes
• 80% on prospect
• 20% on you
GOALS
• Pre-Qualify
• Build interest in
talking
• Close for conversation
QUESTIONS
• Pain
• Current State
INITIAL CONTACT
I
C
E
FORMAT
• Appointment
• Online meeting
• Meet for coffee, drink,
food
• Extended cold call
• Meet at event
CONVERSATION
I
C
E
FORMAT
• Appointment
• Online meeting
• Meet for coffee, drink,
food
• Extended cold call
• Meet at event
GOALS
• Qualify
• Gather prospect info
• Build interest
• Close for Explanation
CONVERSATION
I
C
E
FORMAT
• Appointment
• Online meeting
• Meet for coffee, drink,
food
• Extended cold call
• Meet at event
STRUCTURE
• 10 to 60 minutes
• 50% on prospect
• 50% on you
GOALS
• Qualify
• Gather prospect info
• Build interest
• Close for Explanation
CONVERSATION
I
C
E
FORMAT
• Appointment
• Online meeting
• Meet for coffee, drink,
food
• Extended cold call
• Meet at event
STRUCTURE
• 10 to 60 minutes
• 50% on prospect
• 50% on you
GOALS
• Qualify
• Gather prospect info
• Build interest
• Close for Explanation
QUESTIONS
• Pain
• Current state
• Desired state
• Organization
• Qualifying
CONVERSATION
I
C
E
FORMAT
• Presentation
• Demonstration
• Proposal
• Quotation
• List of options
EXPLANATION
I
C
E
FORMAT
• Presentation
• Demonstration
• Proposal
• Quotation
• List of options
GOALS
• Qualify
• Build interest in
product
• Close for purchase
EXPLANATION
I
C
E
FORMAT
• Presentation
• Demonstration
• Proposal
• Quotation
• List of options
STRUCTURE
• 30 minutes to 2 hours
• 20% on prospect
• 80% on you
GOALS
• Qualify
• Build interest in
product
• Close for purchase
EXPLANATION
I
C
E
FORMAT
• Presentation
• Demonstration
• Proposal
• Quotation
• List of options
STRUCTURE
• 30 minutes to 2 hours
• 20% on prospect
• 80% on you
GOALS
• Qualify
• Build interest in
product
• Close for purchase
QUESTIONS
• Pain
• Current state
• Desired state
• Organization
• Qualifying
• Closing
EXPLANATION
INITIAL CONTACT
CONVERSATION
EXPLANATION
INITIAL CONTACT
CONVERSATION
EXPLANATION
Instant
Meeting
WHEN
• Prospect is difficult to get a hold of
• Interaction is a face-to-face
• Product is not complex
• Prospect wants to move quickly
WHY AVOID
• Get more time and attention
• Able to be more prepared
• Closing opportunity
INITIAL CONTACT
CONVERSATION
EXPLANATION
Instant
Explanation
INITIAL CONTACT
CONVERSATION
EXPLANATION
One-Call-Close
ICE Sales Process
I C E
COOL, CALM, AND COLLECTED
• Making cold calls
• Asking questions
• Dealing with objections
• Managing meetings
• Closing
• Sales lead follow-up
Don’t Sell the Product,
Sell the Meeting
INTERACTION
CONVERSATION
EXPLANATION
Module 1: Introduction to SMART
Module 2: Consultative Selling
Module 3: Building Your Consultative Sales Message
Module 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses
Module 5: Managing the Sales Process
Module 6: Cold Calling
Module 7: Email Prospecting
Module 8: Voicemail Strategy
Module 9: Getting into New Accounts
Module 10: Dealing with Objections
Module 11: Getting Around Gatekeepers
Module 12: Qualifying the Prospect
Module 13: Closing
Module 14: Networking
Module 15: Prospecting on LinkedIn
Module 16: Improving Mental Strength
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@sales_halper
SMART
Sales
System
S
M
A
R
T
ales
essaging
nd
esponse
actics
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
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
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
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
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
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
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
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
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SMART Sales System - Module 5: Sales Process

  • 2. Module 1: Introduction to SMART Module 2: Consultative Selling Module 3: Building Your Consultative Sales Message Module 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses Module 5: Managing the Sales Process Module 6: Cold Calling Module 7: Email Prospecting Module 8: Voicemail Strategy Module 9: Getting into New Accounts Module 10: Dealing with Objections Module 11: Getting Around Gatekeepers Module 12: Qualifying the Prospect Module 13: Closing Module 14: Networking Module 15: Prospecting on LinkedIn Module 16: Improving Mental Strength
  • 4. Subject: Update your website Hi [Prospect Name], I am a with Company XYZ and we provide website design services. Are you needing to redo your website or make any changes? Are you available for a 15 to 20-minute meeting? Best Regards, XXX XXX XXXXXX
  • 6. One of the most important SMART topics Cold calling Email prospecting Questions you ask Objection handling Closing Impacts what you say and ask
  • 7. Ultimate Goal: Close the sale Immediate Goal: Close on the next step in the sales process
  • 8. We can often focus primarily on the ultimate goal.
  • 10. I C E
  • 11. I C E FORMAT • Cold calls • Cold emails • Networking • Inbound calls • Inbound emails • Website chat • Social media INITIAL CONTACT
  • 12. I C E FORMAT • Cold calls • Cold emails • Networking • Inbound calls • Inbound emails • Website chat • Social media GOALS • Pre-Qualify • Build interest in talking • Close for conversation INITIAL CONTACT
  • 13. I C E FORMAT • Cold calls • Cold emails • Networking • Inbound calls • Inbound emails • Website chat • Social media STRUCTURE • 2 to 5 minutes • 80% on prospect • 20% on you GOALS • Pre-Qualify • Build interest in talking • Close for conversation INITIAL CONTACT
  • 14. I C E FORMAT • Cold calls • Cold emails • Networking • Inbound calls • Inbound emails • Website chat • Social media STRUCTURE • 2 to 5 minutes • 80% on prospect • 20% on you GOALS • Pre-Qualify • Build interest in talking • Close for conversation QUESTIONS • Pain • Current State INITIAL CONTACT
  • 15. I C E FORMAT • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event CONVERSATION
  • 16. I C E FORMAT • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event GOALS • Qualify • Gather prospect info • Build interest • Close for Explanation CONVERSATION
  • 17. I C E FORMAT • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event STRUCTURE • 10 to 60 minutes • 50% on prospect • 50% on you GOALS • Qualify • Gather prospect info • Build interest • Close for Explanation CONVERSATION
  • 18. I C E FORMAT • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event STRUCTURE • 10 to 60 minutes • 50% on prospect • 50% on you GOALS • Qualify • Gather prospect info • Build interest • Close for Explanation QUESTIONS • Pain • Current state • Desired state • Organization • Qualifying CONVERSATION
  • 19. I C E FORMAT • Presentation • Demonstration • Proposal • Quotation • List of options EXPLANATION
  • 20. I C E FORMAT • Presentation • Demonstration • Proposal • Quotation • List of options GOALS • Qualify • Build interest in product • Close for purchase EXPLANATION
  • 21. I C E FORMAT • Presentation • Demonstration • Proposal • Quotation • List of options STRUCTURE • 30 minutes to 2 hours • 20% on prospect • 80% on you GOALS • Qualify • Build interest in product • Close for purchase EXPLANATION
  • 22. I C E FORMAT • Presentation • Demonstration • Proposal • Quotation • List of options STRUCTURE • 30 minutes to 2 hours • 20% on prospect • 80% on you GOALS • Qualify • Build interest in product • Close for purchase QUESTIONS • Pain • Current state • Desired state • Organization • Qualifying • Closing EXPLANATION
  • 24. INITIAL CONTACT CONVERSATION EXPLANATION Instant Meeting WHEN • Prospect is difficult to get a hold of • Interaction is a face-to-face • Product is not complex • Prospect wants to move quickly WHY AVOID • Get more time and attention • Able to be more prepared • Closing opportunity
  • 27. ICE Sales Process I C E COOL, CALM, AND COLLECTED • Making cold calls • Asking questions • Dealing with objections • Managing meetings • Closing • Sales lead follow-up
  • 28. Don’t Sell the Product, Sell the Meeting INTERACTION CONVERSATION EXPLANATION
  • 29. Module 1: Introduction to SMART Module 2: Consultative Selling Module 3: Building Your Consultative Sales Message Module 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses Module 5: Managing the Sales Process Module 6: Cold Calling Module 7: Email Prospecting Module 8: Voicemail Strategy Module 9: Getting into New Accounts Module 10: Dealing with Objections Module 11: Getting Around Gatekeepers Module 12: Qualifying the Prospect Module 13: Closing Module 14: Networking Module 15: Prospecting on LinkedIn Module 16: Improving Mental Strength
  • 31. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
  • 33. 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 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
  • 34.
  • 35. 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 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
  • 36.
  • 37. 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 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
  • 38.
  • 39. 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
  • 40.
  • 41. 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
  • 42. Get your copy here https://www.amazon.com/dp/0578615762