Selling Smart Workshop Series
Selling Smart Workshop:Identifying Compelling Reasons for a Prospect to Buy                 Joy Smith–                 Kem...
Selling Smart Workshop:FormatWorkshop 9 – 10 am: Interactive Training Session Addressing Common ChallengesPanel Q & A 10...
Selling Smart Workshop Today:Identifying Compelling Reasons for a Prospect to Buy   Workshop : Prospects buy for their   ...
It’s 3 am:   Situation 1   Situation 2
Sandler Rules   Prospects buy for their reasons, not the    salesperson’s reasons.   Not every prospect is qualified to ...
The spot at left and the blotch at right, show neural activity in a part of the braincalled the nucleus accumbens when a p...
Buying Emotions   Pain in the present   Pain in future   Pleasure in present   Pleasure in the future
3 Pain Levels:                                   + Feelings                                                  Impact       ...
“Magic Dust”
Sandler Rules   Stop selling features and benefits.   If the competition is doing something,    stop it right away. Do s...
Our Favorite Sandler Rules:   People buy for their reasons…       If you don’t know them…how can you differentiate?   N...
Reviewing and Summarizing Pain   Review all pains   Pain by the numbers       Cost       Opportunity   Consequences ...
Questions Worksheet                             Educating With Questions Worksheet   One powerful method of conveying info...
Exercise – Pair-off   Review Pain Funnel Handout   5 minutes – pair off   Practice asking pain funnel    questions   P...
Lessons Learned   One takeaway   Can you use it?   On Business Card:       Questions –                “Q”       Speak...
Questions for the PanelOn break take a moment to write  questions for the panel about: The workshop The panelists applic...
Selling Smart Workshop:Identifying Compelling Reasons for a Prospect to Buy                 Joy Smith–                 Kem...
Selling Smart Workshop SeriesApril 3, 2013 9-11 amBuilding Trusting Relationships by Challenging Prospects
Selling Smart Workshop Series
Selling Smart Workshop - Identifying Compelling Reasons for a Prospect to Buy - PAIN
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Selling Smart Workshop - Identifying Compelling Reasons for a Prospect to Buy - PAIN

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In this session, you will learn how to define a prospect’s needs, wants, challenges, problems and determine the urgency and feelings they have about the issues you uncover. You will learn the four levels of pain and how to use specific questioning techniques to uncover the intensity of their motivation. You will also learn how to qualify or disqualify the opportunity based on whether your product or service could solve the problems identified.

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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.
  • Transcript of "Selling Smart Workshop - Identifying Compelling Reasons for a Prospect to Buy - PAIN"

    1. 1. Selling Smart Workshop Series
    2. 2. Selling Smart Workshop:Identifying Compelling Reasons for a Prospect to Buy Joy Smith– Kemner-Iott Group Eric Jarvis– Johnson Controls Joe Marr – Sandler Training Ann Arbor
    3. 3. 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
    4. 4. Selling Smart Workshop Today:Identifying Compelling Reasons for a Prospect 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 decisionsPanel Q & A : How pain-based selling works, real-world
    5. 5. It’s 3 am: Situation 1 Situation 2
    6. 6. Sandler 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 braincalled 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: + Feelings Impact How the problem affects the person talking to you. Reasons The underlying reasons for the problem(s) from a business perspective. Surface Prospect describes issues and admits problem.
    10. 10. “Magic Dust”
    11. 11. Sandler Rules Stop selling features and benefits. If the competition is doing something, stop it right away. Do something else! No pain, no sale. The problem the prospect brings you is never the real problem. People buy emotionally; they only make decision intellectually.
    12. 12. Our Favorite Sandler 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.
    13. 13. Reviewing and Summarizing Pain Review all pains Pain by the numbers  Cost  Opportunity Consequences Understanding Confirm you’ve got it all…then what?
    14. 14. Questions Worksheet Educating With Questions Worksheet One powerful method of conveying information is to ask questions, the answers to which are the information you want them to discover. Rule: When you’re tellin’, you’re not sellin’. I don’t suppose … I don’t suppose being able to recover your investment in a year or less would have a major impact on your decision, would it? Follow an affirmative response with… How so? Let’s pretend … Let’s pretend that you could reduce your staff workload by 20%; would that be important? Follow an affirmative response with… Why is that? If I were to say … what would you say? If I were to say that you could eliminate several steps in your current process, what would you say? Follow an affirmative response with… Is there some reason you wouldn’t want to do that? … is that a fair statement? Significantly reducing the costs in this area would have a big impact on your operating budget. Is that a fair statement? Did we discuss …? Did we discuss the fact that there is very little training needed for the people who would operate the system? Follow an affirmative response with… And, your feelings about that are…? If I were to suggest (say)… what would you do (say, do, think)? If I were to suggest that you could fund the program within your current supply budget, what would you think?
    15. 15. Exercise – Pair-off Review Pain Funnel Handout 5 minutes – pair off Practice asking pain funnel questions Partner provide feedback, help refine
    16. 16. Lessons Learned One takeaway Can you use it? On Business Card:  Questions – “Q”  Speaking Opportunities – “S”  Contact me – “C” Raffle
    17. 17. 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
    18. 18. Selling Smart Workshop:Identifying Compelling Reasons for a Prospect to Buy Joy Smith– Kemner-Iott Group Eric Jarvis– Johnson Controls Joe Marr – Sandler Training Ann Arbor
    19. 19. Selling Smart Workshop SeriesApril 3, 2013 9-11 amBuilding Trusting Relationships by Challenging Prospects
    20. 20. Selling Smart Workshop Series

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