Michael Halper

The SMART Sales System is designed to increase your sales by helping you to improve the most powerful sales tool you have - the words you say when talking with prospects. SMART stands for Sales Messaging and Response Tactics and with that, the system provides clarity for what to say and do during every step of the sales process. The SMART Sales System is unlike all other sales training books and programs in that it is an actual system that you can implement that will tell you exactly what to do… Show more

The SMART Sales System is designed to increase your sales by helping you to improve the most powerful sales tool you have - the words you say when talking with prospects. SMART stands for Sales Messaging and Response Tactics and with that, the system provides clarity for what to say and do during every step of the sales process. The SMART Sales System is unlike all other sales training books and programs in that it is an actual system that you can implement that will tell you exactly what to do (and not do) and what to say (and not say) in all of the common sales prospecting situations you will find yourself in. It does this by providing sales scripts, email templates, questions to ask, objection responses, voicemail scripts, and more. Not only will implementing the system increase your sales, it will also make selling easier, less stressful, and more fun. Show less

Setting B2B appointments can be tough. Once you do finally get a prospect on the phone, you only have a couple of minutes to work with and it can sometimes be a hostile environment.

But don’t worry as we have developed a B2B appointment setting sales methodology that not only makes this process easier, it will also produce better results. We will outline how this process works on our ebook “How to Make Setting B2B Appointments Easy” and you can receive that as well as our other ebooks by… Show more

Setting B2B appointments can be tough. Once you do finally get a prospect on the phone, you only have a couple of minutes to work with and it can sometimes be a hostile environment.

But don’t worry as we have developed a B2B appointment setting sales methodology that not only makes this process easier, it will also produce better results. We will outline how this process works on our ebook “How to Make Setting B2B Appointments Easy” and you can receive that as well as our other ebooks by joining our newsletter. Show less

Prospects are often not ready to purchase at the exact moment when you get them in front of them. This is not a result of your product or your pitch. It is just tough to time it perfectly right. As a result, when we hear the prospect say “No”, it typically does not mean “No, never”. It is usually just “No, not right now”.

With that being the case, we should not completely walk away from a lot of the prospects that say “no”. What we need to do is find a way to stay fresh in the prospect’s… Show more

Prospects are often not ready to purchase at the exact moment when you get them in front of them. This is not a result of your product or your pitch. It is just tough to time it perfectly right. As a result, when we hear the prospect say “No”, it typically does not mean “No, never”. It is usually just “No, not right now”.

With that being the case, we should not completely walk away from a lot of the prospects that say “no”. What we need to do is find a way to stay fresh in the prospect’s mind so that we can be at the top of their list when it is time to move forward and make a purchase. Show less

Building a value proposition can often be difficult. So much to say and such little time to get the point across. And what do we say that is really going to grab the prospect’s attention and make them interested?

Worry no longer. This ebook will show you a methodology that will help you to identify the core value that you offer and then point those points together to form different versions of powerful value proposition statements.

Every company has something to sell. And there are usually teams of both sales and marketing resources that are tasked with trying to figure out the best ways to increase sales. The more coordinated these resources work in terms of the strategic direction and what is communicated, the more successful the organization will be as a whole.

One way to get everybody on the same page is to build and launch a sales campaign. In this ebook, we will outline some principles that can be applied to… Show more

Every company has something to sell. And there are usually teams of both sales and marketing resources that are tasked with trying to figure out the best ways to increase sales. The more coordinated these resources work in terms of the strategic direction and what is communicated, the more successful the organization will be as a whole.

One way to get everybody on the same page is to build and launch a sales campaign. In this ebook, we will outline some principles that can be applied to improve the effectiveness of your sales campaigns. Show less

I have some bad news. You are very likely to face some sort of objection on just about
every cold call that you make. Objections are like stop signs that the prospect will hold
up to try to take the call in a direction of their choosing. And if you have called someone
unexpectedly and appear to possibly be trying to sell something, the direction of their
choosing will likely be to bring the call to an end.

In this ebook, we will not only help guide you to figuring out the… Show more

I have some bad news. You are very likely to face some sort of objection on just about
every cold call that you make. Objections are like stop signs that the prospect will hold
up to try to take the call in a direction of their choosing. And if you have called someone
unexpectedly and appear to possibly be trying to sell something, the direction of their
choosing will likely be to bring the call to an end.

In this ebook, we will not only help guide you to figuring out the objections to prepare for,
we will also teach you some logic for how to respond. We will provide a 4 step process for
you to go through that will help you to look like a pro athlete that has prepared thoroughly
for the competition and knows exactly how to handle and beat them. Show less

Cold calling can be extremely difficult. Yet, there are actually fairly simple things that a sales person can do to make it easier and immediately improve their results. This ebook outlines these simple changes in a list of do's and don'ts to factor in while cold calling and sales prospecting.

Cold calling is a blood sport. Sales professionals hate making cold calls and customers despise receiving them. Yet those who can rise above the competition and master cold-calling will find themselves closing deals, hitting targets, and positively improving their lives on both professional and personal levels.

Powerful, practical, and logical, The Cold Calling Equation: Problem Solved teaches cold calling as a skill that anyone who exerts the effort can perfect. Readers can see… Show more

Cold calling is a blood sport. Sales professionals hate making cold calls and customers despise receiving them. Yet those who can rise above the competition and master cold-calling will find themselves closing deals, hitting targets, and positively improving their lives on both professional and personal levels.

Powerful, practical, and logical, The Cold Calling Equation: Problem Solved teaches cold calling as a skill that anyone who exerts the effort can perfect. Readers can see immediate results from tactics that are spelled out in the book’s first pages. It takes the intimidation out of calling a complete stranger and teaches a person with any level of education and experience how to make human connections and find opportunities to grow their business.

Upending conventional wisdom, the author reveals that hard work and effort don’t always result in successful cold calls. What works is when a caller learns how to succinctly state their company’s value to another business. Forget selling the features. Cold callers need to show how their product will make a client’s company run faster, smoother, and harder. The reader can formulate their own attack using the concepts and tools that are cleanly explained throughout the book.

The Cold Calling Equation: Problem Solved is a book based on real-world scenarios and developed by Michael Halper who has thirteen years experience in cold calling. An energetic sales coach, he runs a telesales operation for other businesses and manages a team of callers.

The book takes the reader, chapter by chapter, through the other stumbling blocks of cold calling and shows the salesperson how to clear these hurdles. He also demonstrates how to build target lists and scripts, deal with objections, find opportunities, build both rapport and interest, and more. Show less