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Selling Smart - July 10, 2013 - A Practical Process for Selling Services

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  • Thanks for investing this time I promise to get you out on time. Before I start: Confession—I’m Joe Marr and I am a …..SM…there I said it! Another confession; I don’t do sales training. [pause] I help people develop their own strategy and skill in use of a system and psychology to gain deeper trust relationships with other people—and the sales just happen. Everybody ok with that? Concerned about me trying to make a sale with you today—well you can relax about that. In fact I’ll make all of you a promise. I promise not to sell you anything, if you promise not to try and buy anything. There’s plenty of fear out there, and I’m sure in some of your companies there’s some fear about making sales calls, and mostly because there is a fear about looking like a salesperson, I’ve also come to the conclusion that there is also a lot a fear about even acknowledging that sales is necessary.
  • Accidental sales is the rule- not exception
  • Accidental sales is the rule- not exception
  • Accidental sales is the rule- not exception
  • A question…. I got here totally by accident. Did you get into business by accident? When you were four years old did you run around the house yelling I want to be in sales? No. most of us got into this world totally by accident
  • Ever stop to wonder why there’s no strong academic curriculum for learning how to sell? Business School, MBA programs do a good job of teaching economics, finance, business management, marketing, public relations, business models, but the point of transaction, where business actually happens face to face with a buyer, is ignored in academia, but why? A stigma about sales. A fear of sales, the slimy reputation of sales is the reason. Let’s test this theory…
  • I believe sales is a noble profession, but let’s say you are playing a game of Password, your “secret word” is Salesman, and you are to get your partner to guess the secret word by giving them clue words; what clue words would you offer? Slimy? Pressure? Shady? Aggressive? Snake oil? With cash on it I think I’d use snakeoil. What about clue words like: helpful? Professional? Courteous? Would these work? Probably not. Why not? Because the stigma won’t allow it.
  • And 77% of human behavior is programmed behavior, meaning people behave predictably given a certain set of circumstances, 77% of the time. Do you believe it? Ok now let’s test this premise about programming with an experiment: Please finish these sentences out loud: Never talk to____________ Speak when ____________ Always wear clean ________________ I find that the things that hurt us most - self-limiting attitudes and programming…and what they project. When was the last time you heard these statements? Who made them? What does the fact that most of you could instantly retrieve the word to complete the sentence? Front of mind awareness even though it’s been years since you’ve heard them. Do you suppose this is why you hate making cold calls? Your Mother’s voice in your head?
  • When we come back we‘ll discuss the common problems businesses face in sales. During the break, think about the programming concepts we’ve talked about and write down something YOU might do differently.
  • Next help me figure out why. Let’s dissect traditional approach to selling first. Let’s talk about what sales people do on a sales call . HANDOUTS The Gap Amateurs fill with F’s and B’s – coat of paint- never fills Pros know that void created by emotions- mistrust, anxiety, fears: failure, doubt What emotions bridge this gap? Trust, confidence, reassurance, credibility
  • Next help me figure out why. Let’s dissect traditional approach to selling first. Let’s talk about what sales people do on a sales call . HANDOUTS The Gap Amateurs fill with F’s and B’s – coat of paint- never fills Pros know that void created by emotions- mistrust, anxiety, fears: failure, doubt What emotions bridge this gap? Trust, confidence, reassurance, credibility
  • Next help me figure out why. Let’s dissect traditional approach to selling first. Let’s talk about what sales people do on a sales call . HANDOUTS The Gap Amateurs fill with F’s and B’s – coat of paint- never fills Pros know that void created by emotions- mistrust, anxiety, fears: failure, doubt What emotions bridge this gap? Trust, confidence, reassurance, credibility
  • Next help me figure out why. Let’s dissect traditional approach to selling first. Let’s talk about what sales people do on a sales call . HANDOUTS The Gap Amateurs fill with F’s and B’s – coat of paint- never fills Pros know that void created by emotions- mistrust, anxiety, fears: failure, doubt What emotions bridge this gap? Trust, confidence, reassurance, credibility
  • Next help me figure out why. Let’s dissect traditional approach to selling first. Let’s talk about what sales people do on a sales call . HANDOUTS The Gap Amateurs fill with F’s and B’s – coat of paint- never fills Pros know that void created by emotions- mistrust, anxiety, fears: failure, doubt What emotions bridge this gap? Trust, confidence, reassurance, credibility
  • Next help me figure out why. Let’s dissect traditional approach to selling first. Let’s talk about what sales people do on a sales call . HANDOUTS The Gap Amateurs fill with F’s and B’s – coat of paint- never fills Pros know that void created by emotions- mistrust, anxiety, fears: failure, doubt What emotions bridge this gap? Trust, confidence, reassurance, credibility
  • Next help me figure out why. Let’s dissect traditional approach to selling first. Let’s talk about what sales people do on a sales call . HANDOUTS The Gap Amateurs fill with F’s and B’s – coat of paint- never fills Pros know that void created by emotions- mistrust, anxiety, fears: failure, doubt What emotions bridge this gap? Trust, confidence, reassurance, credibility
  • Buyer: Wary - Lie Want info for 0 Defensive -Lie Again Hide Traditional Seller: Schmooze – Suck up Needs Proposal Chase “ Cat and Mouse” ‘ Kill’em with Kindness - Think we have to get better at “sucking-up” Fake –Think we have to be someone we’re not Over-compliant- Think we can’t tell them what we are thinking. Child ego-state - Seeking Affirmation - Feels a little “weasely” 3 reasons want to go buyer’s way- buyer leads it this way w/everyone, our gut (prgmg) is screaming do what he says, don’t have a way to break it—gracefully. New System: B&R Disarm with pattern interrupt UFC PAIN BUDGET DECISION FULFILLMENT POST-SELL Does this approach make sense? Sure. Difficult? Yes. You’ll get a lot of pressure to cough up early, why? Another Sandler rule: Don’t spill your candy in the lobby. What happens? What’s this place? We call it wimp junction – we have the choice of following the prospect’s system against our company’s interests- or our own.
  • What do you s’pose happens if you choose to use a systematic approach to selling? Make fewer presentations. Won’t be giving away without something in return. No more unpaid consulting. Won’t get as many Think-it-Overs. Price is going to be less of an issue. How much less is up to you. You’re gonna close more sales in less time. Again totally up to you.
  • Accidental sales is the rule- not exception
  • Thanks for investing this time I promise to get you out on time. Before I start: Confession—I’m Joe Marr and I am a …..SM…there I said it! Another confession; I don’t do sales training. [pause] I help people develop their own strategy and skill in use of a system and psychology to gain deeper trust relationships with other people—and the sales just happen. Everybody ok with that? Concerned about me trying to make a sale with you today—well you can relax about that. In fact I’ll make all of you a promise. I promise not to sell you anything, if you promise not to try and buy anything. There’s plenty of fear out there, and I’m sure in some of your companies there’s some fear about making sales calls, and mostly because there is a fear about looking like a salesperson, I’ve also come to the conclusion that there is also a lot a fear about even acknowledging that sales is necessary.
  • Transcript

    • 1. Selling Smart Workshop Series
    • 2. Selling Smart Workshop: Selling Services Practicum Maya Andrine - Golden Limousine Int’l. Greg Peters – The Reluctant Networker Joe Marr – Sandler Training- Ann Arbor
    • 3. Selling Smart Workshop: The Board of Directors Jim Woods – The CEO Advantage Greg Peters – The Reluctant Networker Joe Marr – Sandler Training Ann Arbor
    • 4. Selling Smart Workshop: Format Workshop 9 – 10 am:  Interactive Training Session  Addressing Common Challenges Panel Q & A 10 – 11 am  Application  Specific challenges in your business  Anything
    • 5. Selling Smart Workshop Today: Selling Services Practicum Workshop :  Accidental salespeople  Common problems  Cultural sales default  Pattern interrupt - new approach Panel Q & A
    • 6. “In sales”—by accident?  4 years old  BA / MBA?  Password  77%
    • 7. 55 years old  Discovery
    • 8. “In sales”—by accident?  4 years old  BA / MBA?  Password  77%
    • 9. “In sales”—by accident?  4 years old  BA / MBA?  Password  77% “salesman”
    • 10. “In sales”—by accident?  4 years old  BA / MBA?  Password  77%
    • 11. “In sales”—by accident?  4 years old  BA / MBA?  Password  77%
    • 12. Common Sales Problems: __ unpaid consulting __ getting to decision makers __ proposals to unqualified prospects __ being competitive while maintaining margins __ eliminating prospect objections __ prospecting for new business __ retaining customers/clients __ prospects “shopping” your proposals __ “I want to think-it-over” responses __ making effective presentations __ skillfully dealing with prospect budgets
    • 13. Business Card  My biggest sales problem is…  The cost.  Commitment: On scale of 1-10.
    • 14. ExerciseExercise  Pair off  Assign a scribe  Answer the question:  What is the ultimate consequence of the problem?
    • 15. The Gap
    • 16. The Gap
    • 17. The Gap Prospect Emotions: • Wary • Skeptical • Anger • Fear • Mistrust
    • 18. The Gap TRUST Prospect Emotions: • Wary • Skeptical • Anger • Fear • Mistrust
    • 19. The Gap TRUST Typical Salesman: • Features • Benefits • Price Prospect Emotions: • Wary • Skeptical • Anger • Fear • Mistrust
    • 20. The Gap TRUST100%emotional Typical Salesman: • Features • Benefits • Price Prospect Emotions: • Wary • Skeptical • Anger • Fear • Mistrust
    • 21. The Gap TRUST100%emotional Typical Salesman: • Features • Benefits • Price 100% Intellectual Prospect Emotions: • Wary • Skeptical • Anger • Fear • Mistrust
    • 22. Pattern Interrupt Ground Rules - UFC Compelling Reasons-Pain Budget for time / $ Decision criteria Fulfillment Post-Sell Systematic Approach:
    • 23. “ Seek first to understand, then to be understood.” S. Covey
    • 24. Questions for the Panel On break take a moment to write questions for the panel about:  The workshop  The panelists application of process  Specific challenges in your business  Anything
    • 25. Selling Smart Workshop: Selling Services Practicum Maya Andrine - Golden Limousine Int’l. Greg Peters – The Reluctant Networker Joe Marr – Sandler Training- Ann Arbor
    • 26. Lessons Learned  One takeaway  Can you use it?  On Business Card:  Questions – “Q”  Speaking Opportunities – “S”  Contact me – “C”  Raffle (Free e-book, too!)
    • 27. Coming Soon: Selling Smart Workshop Series August 7, 2013  Pitching Your Business with Impact September 4, 2013  Communicating Value with Questions
    • 28. Selling Smart Workshop Series