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Selling Smart Workshop - Building Trusting Relationships by Challenging Prospects
 

Selling Smart Workshop - Building Trusting Relationships by Challenging Prospects

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Learn to use your understanding of a prospect’s business to challenge their thinking and take control of the sales process. Challenging salespeople teach their customers. They focus the sales ...

Learn to use your understanding of a prospect’s business to challenge their thinking and take control of the sales process. Challenging salespeople teach their customers. They focus the sales conversation not on features and benefits but on insight, bringing a unique (and typically provocative) perspective on the customer's business. They come to the table with new ideas for their customers that can make money or save money — often opportunities the customer hadn't realized even existed.

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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.

Selling Smart Workshop - Building Trusting Relationships by Challenging Prospects Selling Smart Workshop - Building Trusting Relationships by Challenging Prospects Presentation Transcript

  • Selling Smart Workshop SeriesJoe Marr –Sandler Training Ann Arbor
  • Selling Smart Workshop:Building Trust by Challenging Prospects Bob Ender, DreamMaker Bath & Kitchen Rich Austin – Sandler Training Ann Arbor Joe Marr – Sandler Training Ann Arbor
  • Selling Smart Workshop:The Board of Directors Jim Woods – The CEO Advantage Greg Peters – The Reluctant Networker Joe 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
  • Selling Smart Workshop Today:Building Trust by Challenging ProspectsWorkshop : Learn to use your understanding of a prospect’s business to challenge their thinking and take control of the sales process.Panel Q & A : How challenging prospects works, real-world
  • 3 Big Ideas1. Traditional / Relationship Selling obsequious2. Solution Selling is technical, intellectual3. Challenger Sales is most effective
  • Traditional/Relationship Sales People skills Enthusiastic ABC / Pressure Muffin marketing Features and Benefits Discounts / Special Offers Little chair / big chair
  • Solution Selling Deals with problems to solve Technical / Intellectual Questioning Strategy Unemotional
  • The Challenger Equal business stature (EBS) Accommodating Collaborative Assertive Objective
  • EBS = Challenger How do we and they perceive EBS?  What does it look / sound / feel like?  What doesn’t it look / sound / feel like? How do you challenge decision makers?  What can you challenge them about?  What can’t you challenge them about?
  • What does it look / sound /feel like? Look Sound Feel
  • What doesn’t it look / sound /feel like? Look Sound Feel
  • What can you challenge them about? Problems Processes Status quo Speculation Comfort Zone Non-committal answers Rationalization / externalization / excuses
  • What can’t you challengethem about?  Dignity  Integrity  Intelligence  Their right to feel the way they do
  • What Selling Smart Tactics fit? Up Front Contracts Pattern Interrupt  Feel it say it  Dummy Curve questions  Negative Reverse Selling Pain Funnel Qualify before propose
  • What hoops are you jumpingthrough?
  • Hoops Call me in 3 weeks. I need to think about this; keep calling me. Were just not ready, come back in awhile. Youre much too expensive, can’t you give me a discount? Im just not sure your product will do, can you give me a money-back guarantee? How about you let me use it for a month and if I like it I’ll pay for it? Etc. (Think of your own)
  • What hoops do they give you? How do you answer? How should you answer?
  • Is the customer always right? How is it poor service to give them what they ask for? Do they always know what to ask for? What happens if you do and they’re not satisfied? Do you know more options?
  • What should we strive for on a sales call?TruthWhat blinds us to truth?  Emotional involvement. Why would we not acknowledge it?  Self-serving motives.
  • Sandler 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.
  • Objective = Effective
  • Challenger Worksheet Example
  • Exercise – 3 Groups Review Challenger Worksheet 5 minutes – Each Group Complete 2
  • Questions for the PanelOn break take a moment to write questions for the panel about: The workshop The panelists application of tactics Specific challenges in your business Anything
  • Selling Smart Workshop:Building Trust by Challenging Prospects Bob Ender, DreamMaker Bath & Kitchen Rich Austin – Sandler Training Ann Arbor Joe Marr – Sandler Training Ann Arbor
  • Lessons Learned One takeaway Can you use it? On Business Card:  Questions – “Q”  Speaking Opportunities – “S”  Contact me – “C” Raffle (Free e-book, too!)
  • Selling Smart Workshop Series May 1, 2013 9-11 am (homework)Customer Psychology – Transactional AnalysisPersonality is shaped in childhood and is carried into adulthood. We’ll learn how programmed ego states influence our behavior, and the impact they have on customer interactions and our selling success.
  • Selling Smart Workshop SeriesJoe Marr –Sandler Training Ann Arbor