SELLING SMART WORKSHOP:INCREASE YOUR PIPELINE WITH NETWORKING FINESSE:HOW TO ASK FOR REFERRALSBonnie Valentine –The Whole ...
SELLING SMART WORKSHOP:THE BOARD OF DIRECTORSJim Woods –The CEO AdvantageGreg Peters –The Reluctant NetworkerJoe Marr –San...
SELLING SMART WORKSHOP:FORMATWorkshop : Greg Peters 9 – 10 am:Interactive Training SessionAddressing Common ChallengesPane...
SELLING SMART WORKSHOP TODAY:INCREASE YOUR PIPELINE WITH NETWORKINGFINESSE: HOW TO ASK FOR REFERRALSWorkshop : With the co...
HOW TO ASK FORREFERRALS
5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
3 KEYS TO SPECIFIC REQUESTS1. Why are you doing this?
3 KEYS TO SPECIFIC REQUESTS1. Why are you doing this?2. Who must you reach?
3 KEYS TO SPECIFIC REQUESTS1. Why are you doing this?2. Who must you reach?3. What do you want? 4 S’s Sales Stepping Sto...
3 KEYS TO SPECIFIC REQUESTS1. Why are you doing this?2. Who must you reach?3. What do you want? 4 S’s Sales Stepping Sto...
3 KEYS TO SPECIFIC REQUESTS1. Why are you doing this?2. Who must you reach?3. What do you want? 4 S’s Sales Stepping Sto...
3 KEYS TO SPECIFIC REQUESTS1. Why are you doing this?2. Who must you reach?3. What do you want? 4 S’s Sales Stepping Sto...
3 KEYS TO SPECIFIC REQUESTS1. Why are you doing this?2. Who must you reach?3. What do you want? 4 S’s Sales Stepping Sto...
ACTIVITYSo, what do you want?
5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
WHO CAN REFER YOU?
WHO CAN REFER YOU?
WHO CAN REFER YOU?Not my mom!
WHO IS WILLING?
THE A.R.T. OF THE ASK Awareness Relationship Development Trust
THE A.R.T. OF THE ASK A R T
THE A.R.T. OF THE ASK A R1 R2 R3 T
THE A.R.T. OF THE ASK Awareness R1 R2 R3 T
THE A.R.T. OF THE ASK A Recognition R2 R3 T
THE A.R.T. OF THE ASK A R1 Regular Contact R3 T
THE A.R.T. OF THE ASK A R1 R2 Reliable T
THE A.R.T. OF THE ASK A R1 R2 R3 Trust
5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
3 RISK FACTORS Cost/Commitment Reputation Mode
3 RISK FACTORS Cost/Commitment Reputation Mode
3 RISK FACTORS Cost/Commitment Reputation Mode
3 RISK FACTORS Cost/Commitment Reputation ModeCan you adapt your request?
5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
MAKING THE REQUEST
MAKING THE REQUEST
MAKING THE REQUEST
MAKING THE REQUEST
MAKING THE REQUEST
MAKING THE REQUEST
5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
SAY THANK YOUThe 4 R’s of Referral Gratitude React Reflect Report Reciprocate
SAY THANK YOUThe 4 R’s of Referral Gratitude React Reflect Report Reciprocate
SAY THANK YOUThe 4 R’s of Referral Gratitude React Reflect Report Reciprocate
SAY THANK YOUThe 4 R’s of Referral Gratitude React Reflect Report Reciprocate
SAY THANK YOUThe 4 R’s of Referral Gratitude React Reflect Report Reciprocate
5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
QUESTIONS FOR THE PANELOn break take a moment to write questions for the panelabout:The workshopThe panelists application ...
SELLING SMART WORKSHOP:INCREASE YOUR PIPELINE WITH NETWORKING FINESSE:HOW TO ASK FOR REFERRALSBonnie Valentine –The Whole ...
LESSONS LEARNEDOne takeawayCan you use it?On Business Card:Request Contact – “R”Speaking Opportunities – “S”52 Connecti...
A Practical Process for Selling Services
Selling Smart Workshop - Increase Your Pipeline with Networking Finesse
Selling Smart Workshop - Increase Your Pipeline with Networking Finesse
Selling Smart Workshop - Increase Your Pipeline with Networking Finesse
Selling Smart Workshop - Increase Your Pipeline with Networking Finesse
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Selling Smart Workshop - Increase Your Pipeline with Networking Finesse

  1. 1. SELLING SMART WORKSHOP:INCREASE YOUR PIPELINE WITH NETWORKING FINESSE:HOW TO ASK FOR REFERRALSBonnie Valentine –The Whole Brain GroupGreg Peters –The Reluctant NetworkerJoe Marr –Sandler Training Ann Arbor
  2. 2. SELLING SMART WORKSHOP:THE BOARD OF DIRECTORSJim Woods –The CEO AdvantageGreg Peters –The Reluctant NetworkerJoe Marr –Sandler Training Ann Arbor
  3. 3. SELLING SMART WORKSHOP:FORMATWorkshop : Greg Peters 9 – 10 am:Interactive Training SessionAddressing Common ChallengesPanel Q & A 10 – 11 amApplicationSpecific challenges in your businessAnything
  4. 4. SELLING SMART WORKSHOP TODAY:INCREASE YOUR PIPELINE WITH NETWORKINGFINESSE: HOW TO ASK FOR REFERRALSWorkshop : With the coaching and tools shared inthis workshop, attendees can achieve the goalsthey set for networking, and also feel better aboutbeing a networker, and asking for referrals.Panel Q & A : How networking works, real-world
  5. 5. HOW TO ASK FORREFERRALS
  6. 6. 5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
  7. 7. 5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
  8. 8. 3 KEYS TO SPECIFIC REQUESTS1. Why are you doing this?
  9. 9. 3 KEYS TO SPECIFIC REQUESTS1. Why are you doing this?2. Who must you reach?
  10. 10. 3 KEYS TO SPECIFIC REQUESTS1. Why are you doing this?2. Who must you reach?3. What do you want? 4 S’s Sales Stepping Stone Suppliers Suggestions
  11. 11. 3 KEYS TO SPECIFIC REQUESTS1. Why are you doing this?2. Who must you reach?3. What do you want? 4 S’s Sales Stepping Stone Suppliers Suggestions
  12. 12. 3 KEYS TO SPECIFIC REQUESTS1. Why are you doing this?2. Who must you reach?3. What do you want? 4 S’s Sales Stepping Stone Suppliers Suggestions
  13. 13. 3 KEYS TO SPECIFIC REQUESTS1. Why are you doing this?2. Who must you reach?3. What do you want? 4 S’s Sales Stepping Stone Suppliers Suggestions
  14. 14. 3 KEYS TO SPECIFIC REQUESTS1. Why are you doing this?2. Who must you reach?3. What do you want? 4 S’s Sales Stepping Stone Suppliers Suggestions
  15. 15. ACTIVITYSo, what do you want?
  16. 16. 5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
  17. 17. WHO CAN REFER YOU?
  18. 18. WHO CAN REFER YOU?
  19. 19. WHO CAN REFER YOU?Not my mom!
  20. 20. WHO IS WILLING?
  21. 21. THE A.R.T. OF THE ASK Awareness Relationship Development Trust
  22. 22. THE A.R.T. OF THE ASK A R T
  23. 23. THE A.R.T. OF THE ASK A R1 R2 R3 T
  24. 24. THE A.R.T. OF THE ASK Awareness R1 R2 R3 T
  25. 25. THE A.R.T. OF THE ASK A Recognition R2 R3 T
  26. 26. THE A.R.T. OF THE ASK A R1 Regular Contact R3 T
  27. 27. THE A.R.T. OF THE ASK A R1 R2 Reliable T
  28. 28. THE A.R.T. OF THE ASK A R1 R2 R3 Trust
  29. 29. 5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
  30. 30. 3 RISK FACTORS Cost/Commitment Reputation Mode
  31. 31. 3 RISK FACTORS Cost/Commitment Reputation Mode
  32. 32. 3 RISK FACTORS Cost/Commitment Reputation Mode
  33. 33. 3 RISK FACTORS Cost/Commitment Reputation ModeCan you adapt your request?
  34. 34. 5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
  35. 35. MAKING THE REQUEST
  36. 36. MAKING THE REQUEST
  37. 37. MAKING THE REQUEST
  38. 38. MAKING THE REQUEST
  39. 39. MAKING THE REQUEST
  40. 40. MAKING THE REQUEST
  41. 41. 5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
  42. 42. SAY THANK YOUThe 4 R’s of Referral Gratitude React Reflect Report Reciprocate
  43. 43. SAY THANK YOUThe 4 R’s of Referral Gratitude React Reflect Report Reciprocate
  44. 44. SAY THANK YOUThe 4 R’s of Referral Gratitude React Reflect Report Reciprocate
  45. 45. SAY THANK YOUThe 4 R’s of Referral Gratitude React Reflect Report Reciprocate
  46. 46. SAY THANK YOUThe 4 R’s of Referral Gratitude React Reflect Report Reciprocate
  47. 47. 5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
  48. 48. QUESTIONS FOR THE PANELOn break take a moment to write questions for the panelabout:The workshopThe panelists application of tacticsSpecific challenges in your businessAnything
  49. 49. SELLING SMART WORKSHOP:INCREASE YOUR PIPELINE WITH NETWORKING FINESSE:HOW TO ASK FOR REFERRALSBonnie Valentine –The Whole Brain GroupGreg Peters –The Reluctant NetworkerJoe Marr –Sandler Training Ann Arbor
  50. 50. LESSONS LEARNEDOne takeawayCan you use it?On Business Card:Request Contact – “R”Speaking Opportunities – “S”52 Connection Tips – “T”Raffle (Free e-book, too!)
  51. 51. A Practical Process for Selling Services

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