Selling Smart Workshop - April 2, 2014 - Understanding Your Prospect's Reasons to Buy

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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
  • Tell a story of when you bought something not based on the benefits the salesperson was pitching.
  • 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 Workshop - April 2, 2014 - Understanding Your Prospect's Reasons to Buy

    1. 1. Selling Smart Workshop Series Joe Marr – Sandler Training Ann Arbor
    2. 2. Selling Smart Workshop: Understanding Your Prospect’s Reasons to Buy Dave Herriman– Benz Insurance Agency Steve Jacobs– Velocity Data Centers
    3. 3. 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
    4. 4. Selling Smart Workshop Today: Understanding Your Prospect’s Reasons to Buy  Workshop : Prospects buy for their reasons, not the salesperson’s reasons. How to identify a prospect’s needs emotionally and what motivates them to make buying decisions Panel Q & A : How pain-based selling works, real-world
    5. 5. It’s 3 am:  Situation 1  Situation 2
    6. 6. Rules  Prospects buy for their reasons, not the salesperson’s reasons.  Not every prospect is qualified to become a customer.
    7. 7. The spot at left and the blotch at right, show neural activity in a part of the brain called the nucleus accumbens when a person experienced the urge to purchase.
    8. 8. Buying Emotions  Pain in the present  Pain in future  Pleasure in present  Pleasure in the future
    9. 9. 3 Pain Levels: Surface Prospect describes issues and admits problem. Reasons The underlying reasons for the problem(s) from a business perspective. Impact How the problem affects the person talking to you. + Feelings
    10. 10. The Pain Funnel
    11. 11. “Magic Dust”
    12. 12. Rules  Stop selling features and benefits.  If the competition is doing something, stop doing it.  No pain, no sale.  The problem the prospect brings you is never the real problem.  People buy emotionally; justify it intellectually.
    13. 13. Our Favorite Rules:  People buy for their reasons…  If you don’t know them…how can you differentiate?  Not every prospect is qualified to be a customer.  So don’t invest a lot of time until…  Never Cheer for the visiting team.  Stop bragging about what you like.
    14. 14. Exercise – Pair-offExercise – Pair-off  Review Pain Funnel Handout  5 minutes – pair off  Practice asking pain funnel questions  Partner provide feedback, help refine
    15. 15. Lessons Learned  One takeaway  Can you use it?  On Business Card:  Questions – “Q”  Speaking Opportunities – “S”  Contact me – “C”  Raffle
    16. 16. Questions for the Panel On break take a moment to write questions for the panel about:  The workshop  The panelists application of tactics  Specific challenges in your business  Anything
    17. 17. Selling Smart Workshop: Identifying Compelling Reasons for a Prospect to Buy Dave Herriman– Benz Insurance Agency Steve Jacobs– Velocity Data Centers
    18. 18. Selling Smart Workshop Series May 7, 2014 9-11 am Building Trust and Loyalty with Prospects and Customers •Learn to use your understanding of a prospect’s business to challenge their thinking and take control of the sales process.
    19. 19. Selling Smart Workshop Series Joe Marr – Sandler Training Ann Arbor

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