This is module 6 of the SMART Sales System, where we discuss how to improve and simplify the sales process. The sales process isn't particularly exciting, but it is actually one of the most important modules in our training program. The SMART Sales System is designed to improve and optimize what you say and ask, [...]
When selling a product and trying to build interest and credibility, there is a lot to discuss. You may want to discuss what the product is, how it works, and why the prospect should consider purchasing it. What makes this difficult is that when performing cold outreach, you only have a few minutes of time [...]
Asking good sales questions is the key to selling more. In my opinion, the best salesperson is the one who asks the best questions. A lot of salespeople probably spend time thinking about how to describe their product in the most attractive way. That is important, but what is more helpful is to spend time [...]
This is module three in the SMART Sales System sales training program. In this video, we will talk about how to use pain points to generate leads and sell more. Focus on the Prospect’s Pain I first learned about the concept of pain points at the mid-point of my career, when I was working [...]
Almost every cold call opens with the salesperson asking, “How are you doing?” Which, at first glance, seems like the best and most appropriate thing to ask at the beginning of a cold call. But there are a few reasons why this is not the best way to start a cold call: Empty gesture Flags [...]
In this week’s Mindset Monday, we discuss how to decrease the fear of cold calling. Regardless of your level of sales experience, we can all feel fear when it is time to pick up the phone. The bad news is that this anxiety or dread will always be there to some degree. And the good [...]
The tactic for today is to sell like a detective when working in B2B sales. Which probably does not make sense because when you think of a detective, you probably don’t think of selling being something that a detective does. A detective will typically start with a description of a person who committed a crime. [...]
The topic for this Mindset Monday is to view yourself as a helper. This could be a helpful shift for you because most salespeople align with more of a taker mindset. By flipping that around, you will not only have more confidence and purpose, but you will likely communicate better. Let me explain what I am [...]
Welcome to the Intro to SMART Selling module of The SMART Sales System. This is a full sales methodology that is very focused on providing clarity for what to do and say when prospecting, performing cold outreach, and meeting with prospects and potential customers. This series of videos aligns with the book titled The SMART [...]
In our previous Mindset Monday sessions, we talked about “Know Your Value” and “You Have What It Takes.” In today’s session, we are going to provide you with tools to help you keep those positive thoughts at the front of your mind. Why Those Thoughts Can Be Easy to Forget The reason tools can [...]