Selling Smart - December 4, 2013 - No Pressure Prospecting: Practical Techniques and Strategy

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Going and finding new customers for our business can be nerve racking and unfulfilling, unless we know some graceful, low pressure and high finesse ways to do it, and it starts with our mindset. In this session we’ll examine reluctance feelings and some proven tactics for overcoming them, as well as proven tactics for getting to decision makers and making an impact with them.

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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
  • 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 - December 4, 2013 - No Pressure Prospecting: Practical Techniques and Strategy

    1. 1. Selling Smart Workshop Series
    2. 2. Selling Smart Workshop: Overcoming Prospecting Paralysis Elyssa Daniel– Michigan Radio Steve Jacobs– Velocity Data Centers Joe Marr – Sandler Training- Ann Arbor
    3. 3. Selling Smart Workshop: The Board of Directors Maya Adrine– Golden Limousine Greg Peters – The Reluctant Networker Joe Marr – Sandler Training Ann Arbor
    4. 4. Selling Smart Workshop: Format Workshop 9 – 10 am:  Interactive Training Session  Addressing Common Challenges Panel Q & A 10 – 11 am  Application  Specific challenges in your business  Anything
    5. 5. Selling Smart Workshop Today: Overcoming Prospecting Paralysis    Examine reluctance feelings and methods for overcoming them Proven tactics for getting to decision makers Compose and practice a prospecting approach customized for your business.  Panel Q & A : How to apply prospecting tactics with finesse and grace, real-world
    6. 6. Overcoming Prospecting Paralysis
    7. 7. Cause: programming.      From childhood 77% of behavior programmed Self-limiting attitudes / beliefs Sales stigma Between parents
    8. 8. Cause: emotional involvement.      Seeking affirmation Fear rejection Take it personally Self-consciousness Tough gatekeepers worst case?
    9. 9. “Sales is no way to get your emotional needs met, it’s a way to go to the bank.” D. Sandler
    10. 10. “You can’t fail at prospecting unless you fail to prospect.” D. Sandler
    11. 11. Solution: plan   Block out time daily Do it      Get better at it Gain confidence Get results Success is doing it Journal it
    12. 12. Solution: positive self-talk      Drown-out negative Say it Write it Believe it BC/WC
    13. 13. Solution: BC/WC matrix     Best case if I do it Worst case if I do it Best case if I don’t do it Worst case if I don’t do it Dr. Ben Carson, “Take the Risk”
    14. 14. Solution: be yourself     Be imperfect Conversational Have fun Go for the “no”
    15. 15. Summary; Solutions:     Understand your programming Plan your prospecting Positive self-talk Be yourself Stop sounding like a “salesman”!
    16. 16. GETTING PAST THE GATEKEEPER Call at the top:  familiar  customer  not a salesperson They expect you to sound like a salesperson.   Interrupt the pattern Sound like you expect to be put through.
    17. 17. Voicemail-Jailbreaks      $million attitude brevity It’s important. Truncated message “…better give you my cell…” 3X and it’s over?
    18. 18. Redirecting Gatekeepers When they start the inquisition, redirect with:  urgency  reversing / confusion   “Oh…I’m sorry…” overload
    19. 19. We’ve talked about gatekeepers… …how about PROSPECTS?
    20. 20. Traditional Call      Opening (fake) Pressure Pitch / Sell Trial Close Overcome Objections Power Close
    21. 21. No Pressure Call       Pattern Interrupt Mini UFC 30 Sec Commercial + Hook Questions Get Appointment Post Sell UFC for Appointment
    22. 22. Make one.  10 minutes
    23. 23. Exercise Groups of 3  Roles:     Sales Person Prospect Observer Phone Call   Run down the worksheet PLAY it “REAL”
    24. 24. Lessons Learned    One takeaway Can you use it? On Business Card:     Questions – Speaking Opportunities – Contact me – Raffle (Free e-book, too!) “Q” “S” “C”
    25. 25. 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
    26. 26. Selling Smart Workshop: Overcoming Prospecting Paralysis Elyssa Daniel– Michigan Radio Steve Jacobs– Velocity Data Centers Joe Marr – Sandler Training- Ann Arbor
    27. 27. Selling Smart Workshop Series January 8, 2014 9-11 am Everything you ever wanted to know about SALES, but were afraid to ask – 2 Hour Panel Q&A on all topics Sales ---Bring it on!
    28. 28. Selling Smart Workshop Series
    29. 29. What hoops are you jumping through?
    30. 30. Hoops        Call me in 3 weeks. I need to think about this; keep calling me. We're just not ready, come back in awhile. You're much too expensive, can’t you give me a discount? I'm just not sure your product will do, can you guarantee it? How about you let me use it for a month and if I like it I’ll pay for it? Etc. (Think of your own)
    31. 31. What hoops do they give you?  How do you answer?  How should you answer?

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