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Selling Smart Workshop - July 9, 2014 - Get to More Customers by High Finesse Networking
 

Selling Smart Workshop - July 9, 2014 - Get to More Customers by High Finesse Networking

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  • Thanks for investing this time <br /> I promise to get you out on time. <br /> Before I start: Confession—I’m Joe Marr and I am a …..SM…there I said it! <br /> <br /> Another confession; I don’t do sales training. [pause] <br /> 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? <br /> <br /> 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. <br />
  • Accidental sales is the rule- not exception <br />
  • Accidental sales is the rule- not exception <br />
  • Accidental sales is the rule- not exception <br />
  • Accidental sales is the rule- not exception <br />
  • Thanks for investing this time <br /> I promise to get you out on time. <br /> Before I start: Confession—I’m Joe Marr and I am a …..SM…there I said it! <br /> <br /> Another confession; I don’t do sales training. [pause] <br /> 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? <br /> <br /> 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. <br />

Selling Smart Workshop - July 9, 2014 - Get to More Customers by High Finesse Networking Selling Smart Workshop - July 9, 2014 - Get to More Customers by High Finesse Networking Presentation Transcript

  • PHRASES TO FEAR  “The check is in the mail”
  • PHRASES TO FEAR  “The check is in the mail”
  • PHRASES TO FEAR  “The check is in the mail”  “I gave at the office”
  • PHRASES TO FEAR  “The check is in the mail”  “I gave at the office”  “Let’s just be friends”
  • PHRASES TO FEAR  “The check is in the mail”  “I gave at the office”  “Let’s just be friends” When asking for referrals...
  • PHRASES TO FEAR  “The check is in the mail”  “I gave at the office”  “Let’s just be friends” When asking for referrals...  “I’ll keep you in mind.”
  • HOW TO ASK FOR REFERRALS
  • SELLING SMART WORKSHOP TODAY: GET TO MORE CUSTOMERS BY HIGH-FINESSE NETWORKING Workshop : With the coaching and tools shared in this workshop, attendees can achieve the goals they set for networking, and also feel better about being a networker, and asking for referrals. Panel Q & A : How networking works, real-world
  • SELLING SMART WORKSHOP: FORMAT Workshop : Greg Peters 9 – 10 am: Interactive Training Session Addressing Common Challenges Panel Q & A 10 – 11 am Application of Networking Specific challenges in your business Anything
  • SELLING SMART WORKSHOP: GET TO MORE CUSTOMERS BY HIGH-FINESSE NETWORKING Megan Crosbie – Charles Reinhart Company Greg Peters – The Reluctant Networker, LLC Joe Marr, Jr. – Sandler Training Ann Arbor
  • SELLING SMART WORKSHOP: THE BOARD OF DIRECTORS Maya Adrine– Golden Limousine International, Inc. Greg Peters – The Reluctant Networker Joe Marr – Sandler Training Ann Arbor
  • FOLLOW A LIST TO BETTER REFERRALS  L  I  S  T
  • FOLLOW A LIST TO BETTER REFERRALS  List your wants and needs  I  S  T
  • FOLLOW A LIST TO BETTER REFERRALS  List your wants and needs  Identify who can help (and how)  S  T
  • FOLLOW A LIST TO BETTER REFERRALS  List your wants and needs  Identify who can help (and how)  Share your requests  T
  • FOLLOW A LIST TO BETTER REFERRALS  List your wants and needs  Identify who can help (and how)  Share your requests  Thank them
  • LIST YOUR WANTS AND NEEDS Be a kid at birthday time
  • LIST YOUR WANTS AND NEEDS Be a kid at birthday time  Prepare it early
  • LIST YOUR WANTS AND NEEDS Be a kid at birthday time  Prepare it early  Be specific
  • LIST YOUR WANTS AND NEEDS Be a kid at birthday time  Prepare it early  Be specific  Have a long list
  • LIST YOUR WANTS AND NEEDS What do you want? 5 S’s  Sales
  • LIST YOUR WANTS AND NEEDS What do you want? 5 S’s  Sales  Stepping Stone
  • LIST YOUR WANTS AND NEEDS What do you want? 5 S’s  Sales  Stepping Stone  Suppliers
  • LIST YOUR WANTS AND NEEDS What do you want? 5 S’s  Sales  Stepping Stone  Suppliers  Strategic Partners
  • LIST YOUR WANTS AND NEEDS What do you want? 5 S’s  Sales  Stepping Stone  Suppliers  Strategic Partners  Suggestions
  • ACTIVITY So, what do you want?
  • IDENTIFY WHO CAN HELP  Who can help you?
  • IDENTIFY WHO CAN HELP  Who can help you? If you don’t know them, find a stepping stone.
  • IDENTIFY WHO CAN HELP  Who can help you? If you don’t know them, find a stepping stone.  Who will help you?
  • IDENTIFY WHO CAN HELP  Who can help you? If you don’t know them, find a stepping stone.  Who will help you?
  • IDENTIFY WHO CAN HELP  Who can help you? If you don’t know them, find a stepping stone.  Who will help you? If they won’t, adapt the request
  • 3 RISK FACTORS  Cost/Commitment  Reputation  Mode
  • 3 RISK FACTORS  Cost/Commitment  Reputation  Mode
  • 3 RISK FACTORS  Cost/Commitment  Reputation  Mode
  • SHARING YOUR REQUEST
  • SHARING YOUR REQUEST
  • SHARING YOUR REQUEST
  • SHARING YOUR REQUEST
  • SHARING YOUR REQUEST
  • SHARING YOUR REQUEST
  • THANK THEM The 5 R’s of Referral Gratitude  React
  • THANK THEM The 5 R’s of Referral Gratitude  React  Reflect
  • THANK THEM The 5 R’s of Referral Gratitude  React  Reflect  Report
  • THANK THEM The 5 R’s of Referral Gratitude  React  Reflect  Report  Reciprocate
  • THANK THEM The 5 R’s of Referral Gratitude  React  Reflect  Report  Reciprocate  Reward
  • QUESTIONS FOR THE PANEL On break take a moment to write questions for the panel about: The workshop The panelists application of tactics Specific challenges in your business Anything
  • SELLING SMART WORKSHOP: GET TO MORE CUSTOMERS BY HIGH-FINESSE NETWORKING Megan Crosbie – Charles Reinhart Company Greg Peters – The Reluctant Networker, LLC Joe Marr, Jr. – Sandler Training Ann Arbor
  • LESSONS LEARNED One takeaway Can you use it? On Business Card: Request Contact – “R” Speaking Opportunities – “S” 52 Connection Tips – “T” Raffle (Free e-book, too!)
  • Selling Services by a Proven Process