how to build and maintain mental strength

How to Build and Maintain Mental Strength

Michael HalperFounder and CEO

SalesScripter

Warning: This Content Will be a Little Fluffy

• How to Build 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

Some Key Points

Step 1: Focus on the right goal

Closing should be the 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

Trial Closing

Step 1: Decrease Self-Doubt

Sales Myth #1:

You should enjoy prospecting

Sales Myth #2:

Good salespeople are born.

Sales Myth #3:

A good salesperson will be good at prospecting

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

• 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

You Have What it Takes to Be the Perfect Fit

Step 2: Become Super Prepared

Assumptive CloseHow to Prep

•Call scripts

•Key questions to ask

•Objection responses

•Email templates

•Voicemail scripts

•Role-play

Step 3: Shift Your Mindset

Value Awareness

• Operating with constant awareness of the value that you offer

• Step 1: Identify your value

• Step 2: Don’t lose sight of it

View Yourself as a Helper

• Your products help someone

• You are looking for the people that need your help

• Stop being a taker

Eliminate Weak Language

“I know 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…”

Sales Affirmations

• Positive statements 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

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

Shift from a mindset of trying to pick fruit.

To one that is more focused on planting seeds.

Step 4: Maintaining Forward

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

Establish a Daily Routine

• Identify daily activities

• Establish consistent schedule

Track Progress

• Number of activities completed

• Progress toward goals and targets

• Use a spreadsheet, tally marks, counter, etc.

Incorporate Alternative Activities into Your Day

• Meditation

• Yoga

• Reading

• Nap

• Exercise

• Walk

Bringing it Together

Maintain

Shift Mindset

Become Super Prepared

Reduce Self-Doubt

Creating a Sales Coaching 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

What is SalesScripter?

Cold Calling

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

What is SalesScripter?

Cold Calling 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

Complete Sales Training Solution

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

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

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

SalesScripter

What do you sell? ___________

How does it help? ___________

What problems do you fix? ___________

What questions should you ask? ___________

SalesScripter

SalesScripter

If You Want More 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

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

If You Want More 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

If You Want More 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

Questions?

Michael HalperFounder and CEO

SalesScriptermhalper@salesscripter.com

www.salesscripter.com