sales prospecting 101 - module 1: value
Post on 11-May-2015
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How to Build Your Value Proposition
Michael Halper
Founder and CEO
SalesScripter, LLC
Traditional Messaging
Traditional Messaging
Traditional Messaging
Traditional Messaging
What is wrong with this picture?
• We are all a little self-serving and this caters more to our interests than the prosepct’s• A prospect might not care yet about your company and all the great things it has
going on• A prospecting might not really understand what your product/service is and does• This does not build interest, curiosity, and intrigue• It does not tell the prospect how you can help them• This can trigger guardedness – “Uh oh, sales person trying to sell something”
Ben
efit
s
Why do we do this?
Pro
du
ct
Co
mp
any
Fea
ture
s
Fu
nct
ion
alit
y
What we say when talking with prospects
Very inward focused – me, my product, my company
• Foundation of knowledge• Focus of training• Wealth of experience• Where we have interest• What leads to us getting
paid
• Introductions• Cold calls• Emails• Networking• Company website• Social media• Presentations
Inte
rest
An Alternative ApproachV
alu
e
Pai
n
Qu
alif
y
Cre
dib
ility
Ob
ject
ion
s
Prospect Focused
What we say when talking with prospects
• Get outside your comfort zone
• Identify how you help • Focus on the problems
that you solve
• Introductions• Cold calls• Emails• Networking• Company website• Social media• Presentations
Value
What is Value
• It is not your product, it is what your product helps your clients to do or to achieve
• Some examples of delivering value:– Improving processes– Helping to save time– Helping to save money– Helping to make money– Providing valuable information– Making someone’s day easier
Three Levels of Value
Technical Value
• Processes• Systems• People
Automation of manual processesImprove performanceDecrease time to perform workImprove reliability
Business Value
• Revenue• Costs• Services
Improve revenue / market share / close rateDecrease cost of goods sold / labor costImprove delivery of services
Personal Value
• Income• Career• Workload
Increased bonuses, commissionsRecognition and promotionsDecreased/increased workload
There are 11 more slides in this training and you can watch the remainder of this training as well as the rest of our Sales Prospecting 101
training modules for no cost with a SalesScripter Pro subscription.
• Sales Messaging Workshop• How to Communicate Value to Build Interest• How to Use Prospect Pain to Generate Leads• Focusing on the Ideal Prospect• How to Effectively Qualify Prospects• How to Deal with Prospect Objections• How to Get Around the Gatekeeper• Building Rapport, Interest, and Credibility• Lead Generation Tools and Processes• Improving Your Ability to Connect with Prospects• Improving Your Mental Strength and Frame of Mind• How to Effectively Manage Sales Cycles• How to Manage Prospect Meetings• How to Get Prospects to Say “Yes” by Disqualifying Them• Improving Your Close Rate• How to Build Email Drip Campaigns
Here are the modules that you will have access to with your Scripter Pro subscription:
All modules are recorded and you can watch them multiple times and at your own pace.
Even if you don’t plan to use SalesScripter, signing up just to get access to the recorded
training modules justify the price for the subscription.
Go to www.salesscripter.com to sign up for Scripter Pro to watch the rest of this and the rest of the Sales Prospecting 101 recorded training program.
www.salesscripter.com | info@salesscripter.com | 713-802-2026
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