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Selling Smart - July 11, 2012
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Selling Smart - July 11, 2012

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Effective networking will help you to create a sustainable pipeline of new business opportunities and increase your sales and profit performance. This session will share proven tactics, strategies and ...

Effective networking will help you to create a sustainable pipeline of new business opportunities and increase your sales and profit performance. This session will share proven tactics, strategies and activities that increase a business’ brand presence in their market to establish a continuous stream of new customers and clients, as well as expand relationships with existing clients. The panel will field questions and offer consultation posed by the attendees to help them adapt the concepts to their business and market.

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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
  • 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…
  • 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…
  • 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…
  • 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.
  • 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?
  • 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?
  • 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?
  • 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?
  • 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?
  • 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?
  • 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.

Selling Smart - July 11, 2012 Selling Smart - July 11, 2012 Presentation Transcript

  • Selling Smart Workshop Series
  • Selling Smart Workshop: Selling Services PracticumGreg Peters - The Reluctant Networker , LLCJoe Marr – Sandler Training Ann Arbor
  • Selling Smart Workshop:FormatWorkshop 9 – 10 am: Interactive Training Session Addressing Common ChallengesPanel Q & A 10 – 11 am Application Specific challenges in your business Anything View slide
  • Selling Smart Workshop Today:Increase Your Pipeline with NetworkingFinesseWorkshop : Focus your networking efforts The biggest networking mistake Long Term PayoffPanel Q & A View slide
  • “ Seek first to understand, then to be understood.” S. Covey
  • Im a Nerd = (No Excuses)
  • Target Market
  • Target Market: 3 Keys #1: Networking goal #2: #3:
  • Target Market: 3 Keys #1: Networking goal #2: Your product and what you sell #3:
  • Target Market: 3 Keys #1: Networking goal #2: Your product and what you sell #3: Who you prefer to help
  • Target Market – Connect! C-CARDS “salesman”
  • Target Market – Connect! Clients Colleagues Associates Recipients Dependents Supporters “salesman”
  • Biggest Mistake
  • Biggest Mistake - Fixed! Immediate Follow-up – 4 Rs
  • Biggest Mistake - Fixed! Immediate Follow-up – 4 Rs One-to-Ones – INFER
  • Open the Toolbox Jedi Mind Trick
  • Open the Toolbox Jedi Mind Trick The ART of Networking  Awareness  Relationship Development  Trust
  • Open the Toolbox Jedi Mind Trick The ART of Networking  Awareness  Relationship Development  Trust Make your list
  • Questions for the PanelOn break take a moment to write questions for the panel about: The workshop The panelists application of the system Specific challenges in your business Anything
  • Selling Smart Workshop: Selling Services - PanelGreg Peters - The Reluctant Networker , LLCJoe Marr – Sandler Training Ann Arbor
  • Lessons Learned One takeaway Can you use it? On Business Card:  Request Contact – “R”  Speaking Opportunities – “S”  Tips for Good Networking – “T” Raffle
  • Selling Smart Workshop SeriesAUGUST 1, 2012Pitching Your Business to Make ImpactPanelists:      Marisa Smith - The Whole Brain GroupMegan Torrance - Torrance Learning Joe Marr – Sandler Training Ann Arbor
  • Selling Smart Workshop Series