SMART Sales System - Module 16: Presentations
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This document provides an overview of a sales training program that teaches consultative selling techniques. It outlines 16 modules that cover topics like sales messaging, scripts, objections, qualifying prospects, presentations, and closing. It also includes examples of scripts for initial contact, conversation, and explanation stages of the sales process. The goal is to train salespeople to focus conversations on the prospect's needs and pain points, build value and differentiation for the solution, and ultimately close deals through a partnership plan.
![• How is your day going so far?
• [Ask a question regarding the weather, sports, recent current event, etc.]
• [Share agenda for meeting] Does that match up with your expectations for this meeting?
• Is there anything in particular that you are hoping to get out of this meeting?
• Do you have a hard stop for this meeting?
VALUE
POINTS
PAIN POINTS
NAME DROP
PRODUCT
INTRO
Meeting Warm-Up Questions](https://image.slidesharecdn.com/module16presentations-220330151000/85/SMART-Sales-System-Module-16-Presentations-18-320.jpg)
SMART Sales System - Module 16: Presentations
- 2. Module 2: Consultative Selling Module 3: Sales Message Module 4: Sales Scripts Module 5: Sales Process Module 6: Cold Calling Module 7: Cold Emailing Module 8: Voicemail Module 9: Connecting Module 10: Objections Module 11: Gatekeepers Module 12: Qualifying Module 13: Appointments Module 14: Closing Module 15: Rapport Module 16: Presentations Module 16: Mindset
- 3. Pre-Presentation Tips Creating Your Presentation Closing Tactics
- 5. Product Selling Consultative Selling Company Product Features Benefits Goal: Get Customers Value Pain Points Questions Product Company Name Drop Goal: Starting Conversations / Next Step in Process
- 7. I C E
- 8. 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
- 9. 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 • Desired state • Organization • Qualifying CONVERSATION
- 10. 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 • Desired state • Organization • Qualifying CONVERSATION
- 11. 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
- 12. 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
- 13. INITIAL CONTACT CONVERSATION EXPLANATION Our standard process is to ask some questions before our presentation (or demonstration). That way we can customize what we talk about to your needs. We can schedule a short call for that or we can go through those now if you are free. SELLING THE CONVERSTION
- 15. Pre-Presentation Tips Creating Your Presentation Closing Tactics
- 16. VALUE POINTS • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic TARGET BUYER • Small businesses PAIN POINTS • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic PAIN QUESTIONS • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? CURRENT STATE • Do you currently have someone that can make changes to your website? • Are you currently working with a web design agency? • How happy are you with person working on your website? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • What CMS platform is your website built on? • When was the last time you considered redoing your website? • How many different websites do you currently have? • Are you the person to that makes decisions regarding your website? NAME DROP • We worked with an accounting firm and helped them to do a complete refresh of their corporate website. • This helped to improve how they told the story of what they do and the services they provide to website visitors. • After only 6 months, they increased the number of leads that they were generating through their website by over 500% and increase their overall revenue by 20%. PRODUCT • Web design services FEATURES • Design and build websites • Graphic design • Copywriting DIFFERENTIATION • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results COMPANY FACTS • Won design awards 5 years • In business for 30 years • Woman owned business
- 17. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT Building Blocks
- 18. • How is your day going so far? • [Ask a question regarding the weather, sports, recent current event, etc.] • [Share agenda for meeting] Does that match up with your expectations for this meeting? • Is there anything in particular that you are hoping to get out of this meeting? • Do you have a hard stop for this meeting? VALUE POINTS PAIN POINTS NAME DROP PRODUCT INTRO Meeting Warm-Up Questions
- 19. Summary of Our Findings From our previous discussions and research, we found that: • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic Are you those challenges correct? Is there anything you would like to add to that list? VALUE POINTS PAIN POINTS NAME DROP PRODUCT INTRO
- 20. Common Challenges A lot of businesses that we work with are having issues with: • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic Are you concerned about any of those? VALUE POINTS PAIN POINTS NAME DROP PRODUCT INTRO
- 21. How We Can Help We help small businesses to: • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic VALUE POINTS PAIN POINTS NAME DROP PRODUCT INTRO
- 22. How We Do That We provide web design services • Design and build websites • Graphic design • Copywriting VALUE POINTS PAIN POINTS NAME DROP PRODUCT INTRO
- 23. How We Are Different Some ways we differ from other options are: • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results VALUE POINTS PAIN POINTS NAME DROP PRODUCT INTRO
- 24. About Us A little more about us: • Won design awards 5 years • In business for 30 years • Woman owned business VALUE POINTS PAIN POINTS NAME DROP PRODUCT INTRO
- 25. How We Helped Someone Similar to You • We worked with an accounting firm and helped them to do a complete refresh of their corporate website. • This helped to improve how they told the story of what they do and the services they provide to website visitors. • After only 6 months, they increased the number of leads that they were generating through their website by over 500% and increase their overall revenue by 20%. VALUE POINTS PAIN POINTS NAME DROP PRODUCT INTRO
- 27. Pre-Presentation Tips Creating Your Presentation Closing Tactics
- 28. • What do you think of what we have discussed so far? • How do you think this fits with what you are needing? • How would that feature help you? • Is this something you could see your organization using? • Are we heading in the right direction? • Is this what you were expecting to see? TRIAL CLOSE SOFT CLOSE HARD CLOSE Trial Close Questions
- 29. • What would you like to do next? • What direction would you like to go form here? • Do you want to continue talking about this? • When would you like to talk again? • What does the path forward look like? TRIAL CLOSE SOFT CLOSE HARD CLOSE Soft Close Questions
- 30. • Are you ready to move forward to the next step in the process? • What would you need to be able to make a commitment to move forward? • If you had everything that you want, are you prepared to move forward? • When are you going to make your final decision? • (If delaying the decision for a period of time - X months) OK, but do you mind if I ask if there will be a change or something different at that time that will make that a better time to look at moving forward? • Is there anything that is preventing you from being able to move forward with this purchase? TRIAL CLOSE SOFT CLOSE HARD CLOSE Hard Close Questions
- 31. Partnership Plan Activity Due Date Owner Status Initial Meeting 11/05/2019 Michael Jones Dennis Martin Complete Presentation / Demonstration 11/16/2019 Michael Jones Dennis Martin Veronica Flores Complete Discovery Meeting 11/23/2019 Michael Jones Stan Wilson Open X Corp to provide requirements 11/29/2019 Stan Wilson Open Presentation of draft proposal and contract language 12/2/2019 Michael Jones Open Communication of change requests to documents 12/5/2019 Dennis Martin Open Delivery of final executable documents 12/12/2019 Michael Jones Open Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open Implementation begins 1/15/2020 Tech Bee / X Corp Open Go live 4/1/2020 X Corp Open If you would like to keep moving forward, this is what our partner- ship plan looks like. These are some of the steps that need to be taken between now and you getting up and running. Based on what we discussed today, are you interested in moving forward with this plan?
- 32. Partnership Plan Activity Due Date Owner Status Initial Meeting 11/05/2019 Michael Jones Dennis Martin Complete Presentation / Demonstration 11/16/2019 Michael Jones Dennis Martin Veronica Flores Complete Discovery Meeting 11/23/2019 Michael Jones Stan Wilson Open X Corp to provide requirements 11/29/2019 Stan Wilson Open Presentation of draft proposal and contract language 12/2/2019 Michael Jones Open Communication of change requests to documents 12/5/2019 Dennis Martin Open Delivery of final executable documents 12/12/2019 Michael Jones Open Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open Implementation begins 1/15/2020 Tech Bee / X Corp Open Go live 4/1/2020 X Corp Open OK, no problem at all. Do you have enough interest to move to the next step on this partnership plan? CLOSE FOR NEXT STEP
- 33. Partnership Plan Activity Due Date Owner Status Initial Meeting 11/05/2019 Michael Jones Dennis Martin Complete Presentation / Demonstration 11/16/2019 Michael Jones Dennis Martin Veronica Flores Complete Discovery Meeting 11/23/2019 Michael Jones Stan Wilson Open X Corp to provide requirements 11/29/2019 Stan Wilson Open Presentation of draft proposal and contract language 12/2/2019 Michael Jones Open Communication of change requests to documents 12/5/2019 Dennis Martin Open Delivery of final executable documents 12/12/2019 Michael Jones Open Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open Implementation begins 1/15/2020 Tech Bee / X Corp Open Go live 4/1/2020 X Corp Open Great. Do these steps and time estimates look correct and acceptable to you? Do you have anything that you want to add or change? BUILD PLAN TOGETHER
- 34. Partnership Plan Activity Due Date Owner Status Initial Meeting 11/05/2019 Michael Jones Dennis Martin Complete Presentation / Demonstration 11/16/2019 Michael Jones Dennis Martin Veronica Flores Complete Discovery Meeting 11/23/2019 Michael Jones Stan Wilson Open X Corp to provide requirements 11/29/2019 Stan Wilson Open Presentation of draft proposal and contract language 12/2/2019 Michael Jones Open Communication of change requests to documents 12/5/2019 Dennis Martin Open Delivery of final executable documents 12/12/2019 Michael Jones Open Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open Implementation begins 1/15/2020 Tech Bee / X Corp Open Go live 4/1/2020 X Corp Open Sure, we can definitely delay the meeting. But according to our agreed upon partnership plan, you want to have the system implemented by January 1st, and if we delay the meeting to next month, that will likely impact your ability to be up and running by January 1st. USE TO MANAGE THE SALES PROCESS
- 35. Key Takeaways • The key step is taken before the presentation – the Conversation • Make the presentation more about the prospect • End with a partnership plan
- 36. Module 2: Consultative Selling Module 3: Sales Message Module 4: Sales Scripts Module 5: Sales Process Module 6: Cold Calling Module 7: Cold Emailing Module 8: Voicemail Module 9: Connecting Module 10: Objections Module 11: Gatekeepers Module 12: Qualifying Module 13: Appointments Module 14: Closing Module 15: Rapport Module 16: Presentations Module 16: Mindset
- 38. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
- 40. 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. 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
- 44. 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
- 46. 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
- 48. 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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