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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
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
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
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
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
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
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
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
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
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
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
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
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
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

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  • 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

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