Selling Smart Workshop - September 5, 2012

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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
  • 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 - September 5, 2012

    1. 1. Selling Smart Workshop Series
    2. 2. Selling Smart Workshop:Communicating Value with Questions Dave Bilbrey – Sales Force Services John Mills – SimuQuest 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:Communicating Value with QuestionsWorkshop : How educating prospects by asking good questions makes for shorter sales cycles and deeper client relationshipsPanel Q & A : How Socratic questioning works, real-world
    5. 5. Communicating Value Should salespeople spend more time asking or answering questions? Why?
    6. 6. Communicating Value withQuestions
    7. 7. Break Out of the Mold A Sales Pro Traditionally:  Knows it all, tells it all, convinces all. Why is all this telling not a good idea? How will you know what they know?
    8. 8. The Dummy CurveSalespersonTalks Time
    9. 9. Dummy Phrases “Did you mean…” “Tell me more about…” “Help me…” “I think I understand…” “I don’t suppose…” “You’re way ahead of me…” “Let’s review…” etc., etc.
    10. 10. Nancy & the Seagulls
    11. 11. Rules No buzzwords. Don’t spill your candy in the lobby. Don’t paint seagulls in your prospect’s picture. Learn all you can about your stuff—just don’t tell about it.
    12. 12. Learning to Ask Questions  Prospects are comfortable asking questions, salespeople are comfortable answering them  But many questions are smoke screensIf you are not sure:• Why the prospect asks a question, ASK• Of the underlying intent of the question, ASK• Of the importance of the question, ASK
    13. 13. (More) Rules No buzzwords. Don’t spill your candy in the lobby. Don’t paint seagulls in your prospect’s picture. Learn all you can about your stuff—just don’t tell about it. Your value as a Sales Pro is determined more by the info you gather than by the info you give. No mind reading. When reversed, a prospect will always redefine his question.
    14. 14. Reversing Insights 3+ Reverses to clear the smoke First two answers are intellectual 3rd is emotional Use softening statements
    15. 15. Reverses You Can Use “You must be telling me that for a reason.” “And you’re pointing that out because…?” “Why did you ask that just now?” “When you say you’re unhappy with… …what does that mean?” “Is that a big concern?” “If we could provide that, what’s the next step?” 3rd or 4th - “Like…”, “Which means…?”, “And…?,” “You’d like for me to…?”
    16. 16. Soft, not evasive oraggressive Begin all reverses with a softening statement. Answer every question with a question, but soften it first.
    17. 17. Use / Vary Softening Statements “I’ll be happy to...” “I’m glad you asked.” “Good point.” “I appreciate that question.” “I understand.” “That makes sense.” “A lot of people ask that.” “That sounds important to you.”
    18. 18. Softened Reverses “I’m glad you asked…and you must be asking me that for a reason?” “Good point. And if we could provide that, what ’s the next step?” “I understand the question. But do you mind sharing why you asked it just now?” “That makes sense. And is that a big concern? ” “That sounds important. And it’s important because…?” I appreciate your insight. And when you say you’re unhappy with… …what does that mean?”3rd or 4th reverse - “Like…”, “Which means…?”, “And…?,” “You’d like for me to…?”
    19. 19. Another Rule:Never answer an unasked question.
    20. 20. Educating with Questions Educating With Questions WorksheetOne powerful method of conveying information is to ask questions, the answers to whichare the information you want them to discover.There are two parts to your questions: 1. Opening – Begin with a statement such as “I don’t suppose . . .” or “Did we discuss . . .”, or “If I were to say . . .” 2. Benefit statement – Describe the benefit from a feature you are offering, using conversational language.Feature Benefit Educating QuestionQualify budget Propose a solution If I were to say that the solution I’m thinking of offeringbefore proposing that is in budget you is well within that budget, what would you say?Disqualify Save time wasted Let’s suppose that you could save the 10 -20 hours youprospects early on unqualified say you waste on unqualified prospects, would that be prospects important?
    21. 21. Exercise – Pair-off Write 2 or 3 Educating Questions of your own – 5 minutes Question a partner “prospect” Partner provide feedback, help refine
    22. 22. Lessons Learned One takeaway Can you use it? On Business Card:  Questions – “Q”  Speaking Opportunities – “S”  Contact me – “C” Raffle
    23. 23. 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
    24. 24. Selling Smart Workshop:Communicating Value with Questions Dave Bilbrey – Sales Force Services John Mills – SimuQuest Joe Marr – Sandler Training Ann Arbor
    25. 25. Selling Smart Workshop SeriesOctober 3, 2012 9-11 am Establish Ground Rules with Prospects Gaining more momentum in sales situations by verbally setting an agenda for each interaction, increasing mutual understanding and shortening cycles.
    26. 26. Selling Smart Workshop Series

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