Category Archives: Sales Training

3 Types of Value Propositions

A solid value proposition is essential to successful sales. You may think there’s just one perfect value prop solution but the truth is, there are multiple solutions at your disposal. This means that the value you offer to your various buyers can differ from one another, just like you would assist a manufacturing business in a different way than you would a retail one, for instance. You can also offer various value types according to each individual circumstance. Here, we’ll go over the three different types of value that you can offer your clients, each one with its own potential value proposition statement encompassing components ranging from improved performance to inventory and labor decreases. As you work your way up through each one, you open up a whole new set of resources with which to work, increasing your solution offerings to your clients.

The three different platforms on which you can deliver value include technical, business and personal. Let’s discuss each one in detail:

1. Technical
Technical value, at the low end of the spectrum, include the benefits and improvements you can offer for a more seamless operation in areas ranging from processes to systems to people. Check out these examples of value at the technical level:

  • Assisting a company in saving valuable time
  • Automating a variety of manual procedures and tasks
  • Improving the overall performance and reliability of system, processes or people

2. Business
Value will emerge at the business level once a company begins to realize value at the previous level. This is evident in elements of cost, revenue and service at the business level. Examples of business level value include:

  • Increases in revenue, market share, close rates and customer satisfaction levels
  • Decrease in inventory, labor and goods sold costs, as well as product delivery times


3. Personal
The two previous values can continue to rise up the ladder and affect clients on a personal level. You’ll find these elements as they pertain to income, career and work environments. Value at the personal level can be seen in the following examples:

  • Increased bonuses, promotions and commissions
  • Recognition of solid performance
  • Decrease in workload and therefore stress
  • Better balance between work and life

Once you realize the value you can offer clients at all the distinct levels as above, you can move between them all to generate various versions of value propositions to fit a variety of needs. Combining the points once you’re comfortable with all three levels can open up new possibilities in growing your overall strategy and dealings with each company.

To further develop and enhance your value prop, consult with SalesScripter today. We are happy to help all kinds of sales professionals realize their potential and generate their value proposition.


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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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9 Keys to Writing a Good Cold Call Script

If you’re looking to boost the results you’re getting from prospects, there are many ways you can improve your cold call script.

1. Don’t say “How are you doing today?”
Your natural inclination as a sales person is to inquire how the prospect is doing at the start of the call in an attempt to sound friendly. However, your prospect knows nothing about you at this point in time and is reluctant to this approach. Don’t put them in a position of explaining how they’re doing to a complete stranger. In effect, you’re alienating yourself from the prospect, which is the opposite reaction you’re going for.

2. Confirm availability
Your prospects will always be busy, but if they’re really busy putting out fires at that moment, this isn’t the time to try to gain their attention for 2 to 5 minutes. Simply ask “Have I caught you in the middle of anything?” as part of your cold call script. This shows respect for their time and will help them open up.

3. Avoid sounding like a sales person
Your prospect’s guard will be at a medium level when they answer the phone, so be aware that anything you say will either increase or decrease that level. Sounding like a typical sales person will increase their guardedness and they will try to get rid of you quickly. Avoid this by minimizing product and company discussion at the start of your cold call script.

4. Make it all about them
Because we’re all a bit self-absorbed, formulate your call to focus on what you can do for them.

5. Encourage the prospect to talk
Focusing on the prospect is as simple as asking them questions in your cold call script, which will engage them in the conversation more and assist you in pulling out valuable information.

6. Ask pre-qualifying questions
When you pre-qualify the prospect, you can ask questions that extract information as to what’s happening on the prospect’s side. As a result, you also identify who they are and how they fit into the organization as well as the buying process.

7. Focus on the pain of the prospect
Solid pre-qualifying questions will uncover pain points that the prospect is experiencing at the moment. However,  the prospect might fail to provide you with the answer you want, so be sure to have a list of common pain points handy that many of your prospects or customers go through in your cold call script.

8. Keep the right goal in sight
It’s easy to come on strong and sell our products and services every time we chat with a prospect. However, the end result of a cold call should focus more on selling the next step in the sales process, which is usually an additional, more involved conversation, meeting or appointment before a purchase is actually made.

9. Build up interest
Yes, you must build up interest on the prospect’s side in your cold call script, but you only need to develop it enough to move on to the next stage of your sales process. Therefore, don’t go into too many details about your product and its features and functionality. Focus  on the value of your product, in particular the ROI, and share how your product differs from others out there currently. Make it clear the consequences to the prospect if they don’t make a change.

SalesScripter helps sales pros and sales managers to create a cold call script.


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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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Interviews from Inside Sales Leadership Summit 2014

The American Association of Inside Sales Professionals Leadership Summit was a great event so we thought we would provide a summary of what took place and provide some sound-bites of people who attended.

Probably what stood out the most was the quality of content and variety of topics that are extremely important business drivers for not only inside sales professionals but external ones as well.  All sales managers are faced with growing sales, recruiting good talent and accelerating the sales process.

The theme throughout the event was on leadership and training.  The guest speaker Lieutenant General (Retired) Dan Christman spoke about how values still matter.  It’s nice to see that with such a competitive economy that the best leaders of today still display characters such as trust, integrity and respect.

Beyond this there were many break-out sessions well worth attending.  Here were some of the topics covered in the conference:

  • Lead Nurturing
  • Sales Automation
  • Motivating your Team
  • Social Selling Tools
  • Sales Management Best Practices
  • Recruitment
  • Sales Acceleration

One of the best vendor activities was at the KnowledgeShift booth.  They were running a role-playing contest at their booth with our role-playing simulator Mobi-RolePlay™  and selected 3 winners who scored the highest.   This technology application was very impressive.   It’s designed to create customized automated role-plays.  Attendees could select from 1 of 3 role-plays to test out their selling skills.  The role-play most selected was trying to sell hair care products to Ron Burgandy from Anchorman — very funny.

Here are some sound bites from people who attended the conference.


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Personal Sphere of Influence

Welcome to my first entry for the Sales Growth Hub blog. My name is Kevin Piket and I am a Partner with Sales Integrity LLC. Everyone has heard the phrase…”It’s not what you know, it’s who you know!” I could not agree more with that statement. A lot of my personal sales success over my career is and was based on whom I knew. I do a lot of volunteer work in the community that I live in and because of that I get to meet a lot of great people. Those people also happen to be great contacts for business and great referrals for me. While reading my entry this week, you will learn about a concept that I call a ”Personal Sphere of Influence”, which is the central point to my networking philosophy. I know the more contacts you make, the more sales you will earn. It is a simple and proven sales growth concept.

I would like define what my personal sphere of influence actually is. This can mean different things to different people, but what it means to me is that this group of individuals is my personal network of contacts. These are both personal and business contacts for me. These contacts over the years have produced a lot of revenue and have also referred me to other contacts that have in turn helped my business grow.

One common phrase you will hear from me is…”I have a person who can do that for you.” Simply put, in my personal sphere of influence I probably have a referral for just about anything you can think of that you might need in your life. This didn’t happen overnight though. It has happened over many years of meeting new people and in turn being referred to other people from those whom I have just met, kind of like a domino approach…one contact falls into another. During my time here at Sales Integrity, I have used these contacts to help get meetings with people who I feel my company will benefit. Either way, I am always working my sphere and adding new people to it on a weekly basis. I like to help connect people as much as I can too. I believe in the “give-get” theory of you will get more if you give more.

When you can be become the “go to person” for your clients, that is when you are extremely valuable to them. Always be in a position to be the first person they talk with when they think of something they need. If you can’t get it for them directly, it is always nice to be able to say, ”I can you refer you someone who does that.”

Copyright © 2014 Kevin Piket



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How to Effectively Manage Your Sales Proces [video]

We all know what a sales process is. But have you really stopped to think about what your ideal sales process should be and what is the most optimum way to move prospects through it.

In this video and slide deck, Michael Halper from SalesScripter outlines a methodology for improving your ability to effectively manage deals through a sales process.


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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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Use Sales Role-Play to Improve Your Sales Results

A professional athlete will practice and go through drills ahead of going into the game or a competition. A professional sales person can benefit from preparing in the same way.

In this video, we show a way that you can practice your pitch. By simply being a little more prepared, you will greatly improve your prospecting and lead generation.



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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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How to Get Around Prospect Objections

You are likely to face prospect objections at every stage of the sales cycle. But they are more frequent and more challenging early in the process when you are just trying to get a meeting or generate a lead. Do you have an approach for how to get around them? If not, check out this video. We go through a process that will not only help you to be more prepared ahead of time, but also to know how to respond so that you keep conversations going. By simply spending a little time in getting better in this one area, you will likely see an immediate improvement in your results.

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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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Demonstration of Using a Cold Call Script

Some sales people will say that it is not good to read from a cold call script when prospecting. They are 100% correct in that reading from a script will make you sound very junior in terms of your sales experience.

But this does not mean to not use a cold call script at all. Here is a demonstration of how to use a script as a guide and more of an outline of what to say and ask when sales prospecting.

 



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Interview Questions

Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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How to Build a Value Proposition that Generates Leads

How to Build a Value Proposition that Generates Leads

Building a value proposition can often be difficult – “What should I say that grabs the prospects attention and quickly tells them what I have to offer?”

This is tricky because there is usually so much to say. And our natural instincts usually pull us in the wrong direction leading us to talk mostly about our products and features. That is not VALUE.

This task is no longer an issue with this ebook in hand. It will provide you with a methodology that gets to the key value that you offer and than helps you to use that to build out powerful value proposition statements.

 

You may Download a FREE copy. Fill in the below form and get a download link


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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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The Cold Calling Equation (Preview Version)

The Cold Calling Equation – PROBLEM SOLVED

Cold calling is tough. But it does not need to be so difficult. This book will break down all of the key concepts that you need to know to not only make cold calling easier, but you will actually hate it less by being less frustrated.

You will learn:

  • How to grab the prospect’s attention
  • How to get around objections
  • How to deal with difficult gatekeepers
  • How to find prospect pain to generate more leads
  • How to effectively qualify a prospect
  • And more….

 

You may Download a FREE copy. Fill in the below form and get a download link


Your Name (required)

Your Email (required)

Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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