• Save
Selling Smart Workshop - Increase Your Pipeline with Networking Finesse
Upcoming SlideShare
Loading in...5
×

Like this? Share it with your network

Share
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
    Be the first to like this
No Downloads

Views

Total Views
337
On Slideshare
337
From Embeds
0
Number of Embeds
0

Actions

Shares
Downloads
0
Comments
0
Likes
0

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide

Transcript

  • 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. SELLING SMART WORKSHOP:THE BOARD OF DIRECTORSJim Woods –The CEO AdvantageGreg Peters –The Reluctant NetworkerJoe Marr –Sandler Training Ann Arbor
  • 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. 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. HOW TO ASK FORREFERRALS
  • 6. 5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
  • 7. 5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
  • 8. 3 KEYS TO SPECIFIC REQUESTS1. Why are you doing this?
  • 9. 3 KEYS TO SPECIFIC REQUESTS1. Why are you doing this?2. Who must you reach?
  • 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. 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. 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. 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. 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. ACTIVITYSo, what do you want?
  • 16. 5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
  • 17. WHO CAN REFER YOU?
  • 18. WHO CAN REFER YOU?
  • 19. WHO CAN REFER YOU?Not my mom!
  • 20. WHO IS WILLING?
  • 21. THE A.R.T. OF THE ASK Awareness Relationship Development Trust
  • 22. THE A.R.T. OF THE ASK A R T
  • 23. THE A.R.T. OF THE ASK A R1 R2 R3 T
  • 24. THE A.R.T. OF THE ASK Awareness R1 R2 R3 T
  • 25. THE A.R.T. OF THE ASK A Recognition R2 R3 T
  • 26. THE A.R.T. OF THE ASK A R1 Regular Contact R3 T
  • 27. THE A.R.T. OF THE ASK A R1 R2 Reliable T
  • 28. THE A.R.T. OF THE ASK A R1 R2 R3 Trust
  • 29. 5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
  • 30. 3 RISK FACTORS Cost/Commitment Reputation Mode
  • 31. 3 RISK FACTORS Cost/Commitment Reputation Mode
  • 32. 3 RISK FACTORS Cost/Commitment Reputation Mode
  • 33. 3 RISK FACTORS Cost/Commitment Reputation ModeCan you adapt your request?
  • 34. 5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
  • 35. MAKING THE REQUEST
  • 36. MAKING THE REQUEST
  • 37. MAKING THE REQUEST
  • 38. MAKING THE REQUEST
  • 39. MAKING THE REQUEST
  • 40. MAKING THE REQUEST
  • 41. 5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
  • 42. SAY THANK YOUThe 4 R’s of Referral Gratitude React Reflect Report Reciprocate
  • 43. SAY THANK YOUThe 4 R’s of Referral Gratitude React Reflect Report Reciprocate
  • 44. SAY THANK YOUThe 4 R’s of Referral Gratitude React Reflect Report Reciprocate
  • 45. SAY THANK YOUThe 4 R’s of Referral Gratitude React Reflect Report Reciprocate
  • 46. SAY THANK YOUThe 4 R’s of Referral Gratitude React Reflect Report Reciprocate
  • 47. 5 STEPS TO BETTER REFERRALS Specification Identification Adaptation Implementation Appreciation
  • 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. 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. 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. A Practical Process for Selling Services