Simplifying the Sales Process
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The document discusses managing the sales process, including the interaction, conversation, and explanation (ICE) stages. It provides examples of formats, structures, goals and questions for each stage. The interaction stage includes cold calls, emails, and networking. The conversation stage involves meetings to build interest and qualify prospects. The explanation stage includes presentations to build interest in the product and close sales. The goal is to ultimately close the sale while focusing on shorter-term goals for each stage.
![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](https://image.slidesharecdn.com/managingthesalesprocess-210506104358/85/Simplifying-the-Sales-Process-3-320.jpg)
![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](https://image.slidesharecdn.com/managingthesalesprocess-210506104358/85/Simplifying-the-Sales-Process-9-320.jpg)
Simplifying the Sales Process
- 1. Chapter 16 – Managing the Sales Process
- 3. 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
- 5. One of the most important SMART topics Cold calling Email prospecting Questions you ask Objection handling Closing Impacts what you say and ask
- 6. Ultimate Goal: Close the sale Immediate Goal: Close on the next step in the sales process
- 7. We can often focus primarily on the ultimate goal.
- 9. 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
- 11. I C E
- 12. 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 INTERACTION
- 13. 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 • Build interest in product • Close for Explanation QUESTIONS • Pain • Current State • Qualifying CONVERSATION
- 14. 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 • Qualifying • Closing EXPLANATION
- 15. INTERACTION 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
- 18. 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
- 19. Don’t Sell the Product, Sell the Meeting
- 20. Week 1: Introduction to SMART (Chapters 1 - 2) Week 2: Consultative Selling (Chapters 3) Week 3: Building Your Consultative Sales Message (Chapters 4 - 9) Week 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15) Week 5: Managing the Sales Process (Chapter 16) Week 6: Cold Calling (Chapter 17) Week 7: Email Prospecting (Chapter 18) Week 8: Voicemail Strategy (Chapter 19) Week 9: Getting into New Accounts (Chapter 20) Week 10: Dealing with Objections (Chapter 21) Week 11: Getting Around Gatekeepers (Chapter 22) Week 12: Qualifying the Prospect (Chapter 23) Week 13: Closing (Chapter 24) Week 14: Networking (Chapter 25) Week 15: Prospecting on LinkedIn (Chapter 26) Week 16: Improving Mental Strength (Chapter 27)
- 22. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @salesscripter @michael_halper and Sales Tips Club
- 24. Get your copy here https://www.amazon.com/dp/0578615762
- 26. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Message Builder • Sales Scripts • Email Templates • CRM Functionality • Email Automation
- 27. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
Editor's Notes
- #20: Cold call ongoing Networking Objections Try to sell to everybody