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 Sales System – SELL SMARTER, NOT HARDER.

Here are the individual modules that make up the sales training program:

  • Module 1: Introduction to SMART
  • Module 2: Value Proposition
  • Module 3: Pain Points
  • Module 4: Questions
  • Module 5: Sales Process
  • Module 6: Cold Calling
  • Module 7: Cold Emailing
  • Module 8: Voicemail
  • Module 9: Cold Outreach
  • Module 10: Objections
  • Module 11: Gatekeepers
  • Module 12: Qualifying
  • Module 13: Appointments
  • Module 14: Presentations
  • Module 15: Closing
  • Module 16: Social Selling
  • Module 17: Mindset

 

Program Overview

The SMART Sales System is a full sales methodology and sales training program. It focuses heavily on cold outreach and lead generation, but it is a complete sales methodology that covers the full sales process from meeting with prospects to delivering presentations and demonstrations to closing deals.

We are different than most sales training programs in that we put a lot of focus on what to say, what to ask, and what to do. This training program will be completely different from any other resources you will come across and will completely change how you sell. If you follow this system, not only will you sell more, but selling will actually become easier.

 

What is SMART?

SMART is actually an acronym and stands for Sales Messaging and Response Tactics. We believe the best sales tool for a salesperson is the words they say. That is why our approach starts with helping salespeople create the most powerful and attention-grabbing sales message.

 

What is a Sales Message?

But it is important to explain what we mean by sales message, because we use this term a lot. When we say sales message, we are not referring to your sales script. We are referring to the set of key things you say and ask for about your product or service.

A good analogy to explain this is that you can probably picture how politicians use a message while campaigning. These are the core beliefs they hold and what they will do if they are elected. They will repeat these points throughout the campaign. Everything they say will be derived from this message. What they say in debates, speeches, and interviews will all tie back to their message. And the stronger the message, the more effective they will be at motivating people to follow them.

 

The Message is the Foundation

The SMART Sales System brings that same concept and structure to salespeople by helping them to create the most optimal sales message for the product or service they sell. And the message is actually the foundation on which everything is built.

Once you have the sales message in place, it is very easy to know what to say and ask because all of the talking points and questions can be used for our cold call scripts, meeting outline, email messages, voicemail scripts, objection responses, presentations, and more. Just as a politician repeats all the policies in their message, a salesperson can repeat all the points and questions in their sales message when selling.

And once you have tools in place to organize and simplify what you are communicating, we can go to the next level and incorporate a methodology of tips and tactics for what to do in all the situations you find yourself in.

This three-level model is how The SMART Sales System is structured: we first help you create the most effective sales message for your product or service. We then show you how to use your message to create a whole library of sales scripts, emails, and sales tools. And from there, we provide training for each of the different areas of selling you will find yourself in.

 

Product-Focused Sales Message

Whether they realize it or not, most salespeople are already using a sales message and using this model. But what they are doing is using a product-focused sales message.

This is where the message is composed primarily of product and company details. This means that when they reach out and are communicating with prospects, they primarily talk about their product and company. And whether that is talking on the phone or in emails, it looks something like this:

This is who I am.
This is the company I am with.
This is the product I sell.
Do you need what I sell?
Can we schedule a meeting to discuss what I sell?

Which you might think is a logical approach, because if you have a product to sell, you should go out and talk about it. But there are many reasons this is not an optimum way to communicate when performing cold outreach:

  • All about me
  • Focuses on the salesperson’s interests
  • Prospects get sold to a lot
  • Sounds like a salesperson
  • Prospects are likely not in buying mode
  • More objections and rejection
  • Missed opportunities
  • Fewer leads generated and fewer closed deals

When you add all of that up, you end up with an approach that is not only less likely to succeed, but one where selling will actually feel more difficult. This is the type of approach where the salesperson feels they are bothering prospects and constantly chasing them with calls and emails.

 

Prospect-Focused Sales Message

We recommend flipping the sales message: instead of being about the product, make it about the prospect.

  • More about the prospect
  • Focuses on the prospect’s interests
  • Create more rapport
  • Sounds less like a salesperson (more like a business person, consultant, advisor)
  • Fewer objections and less rejection
  • Focus more on the next step in the sales process (sell the conversation)
  • Establish more conversations
  • Generate more leads and closed deals

With this approach, not only are you better positioned for success, but selling will actually feel easier and more fun.

As we move forward with teaching you the SMART Sales System, everything we discuss will be based on this prospect-focused approach. We will first show you how to create a prospect-focused sales message for your product or service. And from there, we will discuss tips and tactics for all of the different situations you will find yourself in. And all of those will be built on and utilize this prospect-focused approach.