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SELLIN
G
SM
A
R
T
W
O
R
K
SH
O
P
SELLING SMART WORKSHOP: FORMAT
Workshop 9 – 10 am:
• Interactive Training Session
• Addressing Common Challenges
Panel Q &...
SELLING SMART BOARD:
Maya Adrine
Golden Limousine, Int’l
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training...
SELLING SMART PANEL:
Carolynn O’Connor–
XelaPack
Rafe Juarez–
NetEnrich
Joe Marr –
Sandler Training Ann Arbor
SELLING SMART WORKSHOP TODAY:
SETTING GROUND RULES FOR HEALTHY
BUSINESS RELATIONSHIPS
Workshop : A skill to help a sales p...
DEFINITION OF AN UP FRONT CONTRACT:
Agreement between a Salesperson and a
Prospect or Client about what will take
place be...
THE FIVE ELEMENTS OF A UFC
Purpose
Their Agenda and Expectations
My Agenda and Expectations
Time
Outcome
“No is OK”, Yes ...
……my greatest fear…my greatest fear…
THE TERMS OF A UFC
Both you and the prospect must agree!
At every interaction – before it takes
place.
Ask yourself two qu...
WHEN SHOULD YOU MAKE A UFC?
On the phone , prior to a first meeting
Anytime you’re going to have a meeting
Prior to anothe...
SHOULD YOU REVIEW AN UFC?
Always Review UFC Before a Meeting - - They
May Not Remember!
Example of an UFC Review
DANGERS WITH NO UFC:
Free Consulting
They Ask All of The Questions
Don’t Allow You to Discover Needs
LONGER SALES CYCLES**...
RULES
A strong UFC gives you the opportunity to deal
with your biggest fears up front.
A strong UFC guarantees no interrup...
EXERCISE
1. Complete the UFC Outline – 5 minutes
Your next sales call
Client meeting
Interdepartmental meeting
2. Pair-...
LESSONS LEARNED
One takeaway
Can you use it?
On Business Card:
Questions – “Q”
Speaking Opportunities – “S”
Contact me ...
QUESTIONS FOR THE PANEL
On break take a moment to write
questions for the panel about:
• The workshop
• The panelists appl...
SELLING SMART BOARD:
Maya Adrine
Golden Limousine, Int’l
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training...
SELLING SMART WORKSHOP SERIES
NOVEMBER 6, 2013 9-11 am
Working Well with Annoying People
How to quickly identify personali...
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Selling Smart Workshop - Building Better Business Relationships

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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
  • 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 of "Selling Smart Workshop - Building Better Business Relationships"

    1. 1. SELLIN G SM A R T W O R K SH O P
    2. 2. 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
    3. 3. SELLING SMART BOARD: Maya Adrine Golden Limousine, Int’l Greg Peters – The Reluctant Networker Joe Marr – Sandler Training Ann Arbor
    4. 4. SELLING SMART PANEL: Carolynn O’Connor– XelaPack Rafe Juarez– NetEnrich Joe Marr – Sandler Training Ann Arbor
    5. 5. SELLING SMART WORKSHOP TODAY: SETTING GROUND RULES FOR HEALTHY BUSINESS RELATIONSHIPS Workshop : A skill to help a sales person to gain more momentum in sales situations through verbally setting up front contracts for each interaction Panel Q & A : How UFC’s work, real-world
    6. 6. DEFINITION OF AN UP FRONT CONTRACT: Agreement between a Salesperson and a Prospect or Client about what will take place before an interaction. No mutual mystification!
    7. 7. THE FIVE ELEMENTS OF A UFC Purpose Their Agenda and Expectations My Agenda and Expectations Time Outcome “No is OK”, Yes means…
    8. 8. ……my greatest fear…my greatest fear…
    9. 9. THE TERMS OF A UFC Both you and the prospect must agree! At every interaction – before it takes place. Ask yourself two questions: 1.What happens next? 2.What would they say happens next?
    10. 10. WHEN SHOULD YOU MAKE A UFC? On the phone , prior to a first meeting Anytime you’re going to have a meeting Prior to another step Conclusion of sale Conclusion of every meeting = EVERY INTERACTION
    11. 11. SHOULD YOU REVIEW AN UFC? Always Review UFC Before a Meeting - - They May Not Remember! Example of an UFC Review
    12. 12. DANGERS WITH NO UFC: Free Consulting They Ask All of The Questions Don’t Allow You to Discover Needs LONGER SALES CYCLES*** UFC Avoids these traps!
    13. 13. RULES A strong UFC gives you the opportunity to deal with your biggest fears up front. A strong UFC guarantees no interruptions during your sales call. A strong UFC requires that a decision be made at each intermediate meeting.
    14. 14. EXERCISE 1. Complete the UFC Outline – 5 minutes Your next sales call Client meeting Interdepartmental meeting 2. Pair-off, brief partner 3. Set up-front contract w/partner-3 minutes 4. 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 BOARD: Maya Adrine Golden Limousine, Int’l Greg Peters – The Reluctant Networker Joe Marr – Sandler Training Ann Arbor
    18. 18. SELLING SMART WORKSHOP SERIES NOVEMBER 6, 2013 9-11 am Working Well with Annoying People How to quickly identify personality styles and simple ways to adapt to make more productive interactions with EVERYONE
    19. 19. SELLIN G SM A R T W O R K SH O P

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