The document discusses a sales training system called the SMART Sales System. It provides templates and scripts to help salespeople learn what to say and ask prospects. The system aims to make it easier for sales trainers to teach reps, decrease ramp-up time for new hires, improve rep performance, and make the training department look better. It addresses common pain points for trainers, like difficulty teaching reps everything they need to know. The document provides examples of how the system has helped other customers solve similar problems.
3. Are you a salesperson that is trying to sell something?
Should I try to get rid of you?
Goal
4. Honest Answer
• Introduce yourself and your company
• Schedule an appointment or meeting
• Learn about the prospect’s needs
• Share details about the product that you have to offer
• Sell your product to the prospect
10. Well, the reason for my call is that we
help [value proposition].
What is this in regards to? • Does not provide salesperson confirmation
• Functions almost as a curve ball
• Keeps you alive and call going
• Could create curiosity
11. The reason for my call is that we help sales trainers to:
• Make it easier to teach reps what to say
• Decrease new hire ramp-up time
• Improve how reps perform
• Make the training department look great
What is this in regards to?
Is this a sales call?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
12. PRODUCT
The SMART Sales System
FEATURES
• Web-based sales training system
• Teaches what to say and ask
• Sales playbook library
• Sales Role-Play Simulator
• Sales gamification
DIFFERENTIATION
• Only sales tool that tells what to
say and ask
• Only sales simulation tool
• Consultative selling approach
• Makes learning how to sell easy
TARGET
SALES TRAINERS IMPROVEMENTS
• Make it easier to teach reps what to say
• Decrease new hire ramp-up time
• Improve how reps perform
• Make the training department look great
• Make something work better
• Make something easier
• Decrease the time it takes to
do something
• Increase revenue or income
• Decrease costs or expenses
• Improve product quality
• Decrease the risk of
something bad happening
• Improve visibility or access to
information
VALUE
13. The SMART Sales System
FEATURES
• Web-based sales training system
• Teaches what to say and ask
• Sales playbook library
• Sales Role-Play Simulator
• Sales gamification
DIFFERENTIATION
• Only sales tool that tells what
to say and ask
• Only sales simulation tool
• Consultative selling approach
• Makes learning how to sell
easy
FOR SALES TRAINERS
IMPROVEMENTS
• Make it easier to teach reps what to say
• Decrease new hire ramp-up time
• Improve how reps perform
• Make the training department look great
CHALLENGES/CONCERNS
• Difficult teaching reps everything they
need to say
• Takes a long time to get reps ramped up
and producing
• Too many reps not performing well
• Training does not get enough credit
PAIN QUESTIONS
• How difficult is it to teach reps
everything they need to say?
• Do you need to decrease the time it
takes to get sales reps ramped up
and producing?
• How much pressure is there to get
reps performing better?
• Is the training department getting the
credit it deserves?
CUSTOMER EXAMPLE
• We worked with a sales trainer
• They were having difficulty teaching
reps everything they need to say
• We helped to solve that with our
SMART Sales System
• Made it easier to teach reps what to
say
• Improved performance for every rep
on the team
PRODUCT TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE