how to build and maintain mental strength

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How to Build and Maintain Mental Strength Michael Halper Founder and CEO SalesScripter

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Page 1: How to Build and Maintain Mental Strength

How to Build and Maintain Mental Strength

Michael HalperFounder and CEO

SalesScripter

Page 2: How to Build and Maintain Mental Strength

Warning: This Content Will be a Little Fluffy

Page 3: How to Build and Maintain Mental Strength

• 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

Page 4: How to Build and Maintain Mental Strength

Some Key Points

Page 5: How to Build and Maintain Mental Strength

Step 1: Focus on the right goal

Page 6: How to Build and Maintain Mental Strength

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

Page 7: How to Build and Maintain Mental Strength

Trial Closing

Step 1: Decrease Self-Doubt

Page 8: How to Build and Maintain Mental Strength

Sales Myth #1:

You should enjoy prospecting

Page 9: How to Build and Maintain Mental Strength

Sales Myth #2:

Good salespeople are born.

Page 10: How to Build and Maintain Mental Strength

Sales Myth #3:

A good salesperson will be good at prospecting

Page 11: How to Build and Maintain Mental Strength

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

Page 12: How to Build and Maintain Mental Strength

• 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

Page 13: How to Build and Maintain Mental Strength

You Have What it Takes to Be the Perfect Fit

Page 14: How to Build and Maintain Mental Strength

Step 2: Become Super Prepared

Page 15: How to Build and Maintain Mental Strength
Page 16: How to Build and Maintain Mental Strength

Assumptive CloseHow to Prep

•Call scripts

•Key questions to ask

•Objection responses

•Email templates

•Voicemail scripts

•Role-play

Page 17: How to Build and Maintain Mental Strength

Step 3: Shift Your Mindset

Page 18: How to Build and Maintain Mental Strength

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

Page 19: How to Build and Maintain Mental Strength

View Yourself as a Helper

• Your products help someone

• You are looking for the people that need your help

• Stop being a taker

Page 20: How to Build and Maintain Mental Strength

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…”

Page 21: How to Build and Maintain Mental Strength

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

Page 22: How to Build and Maintain Mental Strength

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

Page 23: How to Build and Maintain Mental Strength

Shift from a mindset of trying to pick fruit.

To one that is more focused on planting seeds.

Page 24: How to Build and Maintain Mental Strength

Step 4: Maintaining Forward

Page 25: How to Build and Maintain Mental Strength

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

Page 26: How to Build and Maintain Mental Strength

Establish a Daily Routine

• Identify daily activities

• Establish consistent schedule

Page 27: How to Build and Maintain Mental Strength

Track Progress

• Number of activities completed

• Progress toward goals and targets

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

Page 28: How to Build and Maintain Mental Strength

Incorporate Alternative Activities into Your Day

• Meditation

• Yoga

• Reading

• Nap

• Exercise

• Walk

Page 29: How to Build and Maintain Mental Strength

Bringing it Together

Maintain

Shift Mindset

Become Super Prepared

Reduce Self-Doubt

Page 30: How to Build and Maintain Mental Strength

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

Page 31: How to Build and Maintain Mental Strength

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

Page 32: How to Build and Maintain Mental Strength

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

Page 33: How to Build and Maintain Mental Strength

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

Page 34: How to Build and Maintain Mental Strength

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

Page 35: How to Build and Maintain Mental Strength

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

Page 36: How to Build and Maintain Mental Strength

SalesScripter

What do you sell? ___________

How does it help? ___________

What problems do you fix? ___________

What questions should you ask? ___________

Page 37: How to Build and Maintain Mental Strength

SalesScripter

Page 38: How to Build and Maintain Mental Strength

SalesScripter

Page 39: How to Build and Maintain Mental Strength

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

Page 40: How to Build and Maintain Mental Strength

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

Page 41: How to Build and Maintain Mental Strength

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

Page 42: How to Build and Maintain Mental Strength

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

Page 43: How to Build and Maintain Mental Strength

Questions?

Michael HalperFounder and CEO

[email protected]

www.salesscripter.com