The Problem:Ideally you should be able to describe the problem you are solving in one or two sentences

Your Solutions:A clear problem statement will help you focus your solution on solving just one problem

You should be able to describe your solution at a high level in just a few sentences.

Competition:Describing your key differentiations/ USPs ensure that you are building a unique solution that customer will choose over other alternatives.

Milestones:Talk about your upcoming goals and when you plan to achieve them. If you have already accomplished notable milestones, you should mention those.

Sales Professional be at a front-line, mid management and sometimes at senior management look for the answers of the questions, they need know to close the deal or answers to the questions with them they can help their teams to close deals promptly.

I will be filling the 7 mind boxes given in the above image one by one to answer the most look after sales questions, starting with "What is Sales Motivation for Front-line and Mid Management Sales team?" the answer is applicable to both Inside and Field Sales team and applicable to both individual contributors and team managers.

Sales Motivation= Calling Strategies + Answers to all Sales Objections + Sales Strategies = Removal of Fear of Calling and Removal of Call Reluctance = Sales Motivation.

• Step-1: Prepare calling strategies across the levels (gatekeeper, tech teams, economic teams, stakeholders, CXOs)
• Step-2: Anticipate and prepare the answers of common objections across the levels before making the call as it may be your lucky day to connect with CXOs or decision maker, so you must sound prepared.
• Step-3: Prepare a framework by adding a call to action, to move the call to next level with fresh sales strategies (Next level may be a con call with customer's team or a meeting with stakeholders or a demo or a presentation etc.)

These 3 steps will help you to remove the fear of calling and kill your call reluctance syndrome and keep you motivated for more calls and appointments. With this motivation the calling decay rate will reduce substantially and increase your funnel size in good proportionate.

Keep following for more updates.

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About Kapil: Kapil is founder of SalesMOJO.in and mojonomic.com and passionate about inside sales training.

Connect with him on LinkedIn:   https://www.linkedin.com/in/thukralkapil

You can also view the article in LinkedIn Pulse (Click here)

Nine Common Strategic Scripting Errors That Guarantee Frustration and Lost Opportunity. Or…

How to Stop Beating Your Head Against the Wall and Start Meeting More Qualified Prospects.

9. Failure to have a strategic response to common objections.

When you hear “send some info.” “We are all set” or “call me back,” do you meekly say “OK?” Or, do you have a strategic response ready that separates the qualified prospects from the tire-kickers and can get you a meeting now rather than later?

8. You don’t communicate value.

If you continually get interrupted, shut-off or turned down, you are not communicating value. You are the issue, not the people you call.

7. You think scripts are the keyto prospecting success.

Wrong. Great scripts only help you if you are having conversations with the right people and enough of them. It is your system of organized calling and touches (you do have a system?) that consistently delivers you those conversations.

6. Failure to eliminate extra unnecessary words.

Get to the point. Seconds matter on the phone.

5. Failure to communicate credibility.

What experience or results have you achieved that makes you worth listening to?

4. Failure to communicate specific benefits.

You’re great. Provide great service. Nobody is listening. Jolt them alive by relating specific significant benefits you deliver.

3. You give your decision-maker control over the conversation.

Lay the proper foundation for the business result you seek to achieve before you start to speak.

2. Failure to communicate as a peer.

Don’t present yourself as the unworthy begging salesperson. You have value to present. You are just as important as they are. Act like it. Be confident.

1. Failure to write it down.

Prepare for common phone scenarios by writing down the best words to use to accomplish your business objective. Do you “make it up” or “wing-it” every time? You are leaving a lot of money on the table.

BONUS MISTAKE. You try to sell your product or service rather than the meeting.

Big difference between the two. Sell your service, no meeting. Sell the meeting; you have a shot at selling your service. Understand the difference in approach.