Selling Smart - August 1, 2012

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Most people blather-on to prospective customers about all of the stuff they love about their product or service, and then wonder why the prospect doesn’t “get it”. This session will demonstrate and then help you to state your business in a brief, targeted way so a prospective customer will appreciate your value, and get emotionally involved enough to want to know more about your offerings. The panel will share how this approach has helped them build successful businesses, and how they have adapted the concepts to match their own personalities, so they don’t even sound like they are “selling”.

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Selling Smart - August 1, 2012

  1. 1. Selling Smart Workshop Series
  2. 2. Selling Smart Workshop:Pitching Your Business to Make Impact Marisa Smith – The Whole Brain Group Megan Torrance – Torrance Learning 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:Pitching Your Business to Make ImpactWorkshop : How to pitch in a brief, targeted way to get prospects emotionally involvedPanel Q & A : How pitching to the gut works, real-world
  5. 5. Blah, blah, BLAH!When ’s this guy goingto shut up already?
  6. 6. 30 Second CommercialPitching to the gut –leveraging emotion
  7. 7. It’s About Them. They don’t care what you care about. They care that you care about them. They care when emotionally involved. So how do we pitch?
  8. 8. Be real. Conversational Avoid jargon Simple words Be brief
  9. 9. Elements:1. The Introduction  Who you are, your position, your company.1. The Pain Statement  2-3 pains from 3rd parties (…prospects come with…)  Emotion phrases: frustrated, afraid, overwhelmed.1. The Benefit Statement  How your product or service resolves 2-3 pains.1. The Hook Question  Direct question to determine if they have these pains.  Negative reverse is best.
  10. 10. Elements:1. The Introduction  Who you are, your position, your company.1. The Pain Statement  2-3 pains from 3rd parties (…prospects come with…)  Emotion phrases: frustrated, afraid, overwhelmed.1. The Benefit Statement  How your product or service resolves 2-3 pains.1. The Hook Question  Direct question to determine if they have these pains.  Negative reverse is best.
  11. 11. Example:2. …I work with companies who are tired of running multiple databases and are frustrated with spending more time merging them together than managing accounts receivable...3. I help with software that easily merges databases together and frees up the time wasted in accounting to work on billing and receivables.4. But you guys probably don’t have to merge databases?
  12. 12. Example:2. …I work with companies who fear that their website should be doing something to bring new business and they’re frustrated that they don’t know what it is, and they’re embarrassed with how crappie it looks.3. We help them by first learning what they expect it to do then design it to do more than they expect building in flexibility so they can make easy upgrades .4. But I’m guessing you’re already completely happy with your website?
  13. 13. Elements:1. The Introduction  Who you are, your position, your company.1. The Pain Statement  2-3 pains from 3rd parties (…prospects come with…)  Emotion phrases: frustrated, afraid, overwhelmed.1. The Benefit Statement  How your product or service resolves 2-3 pains.1. The Hook Question  Direct question to determine if they have these pains.  Negative reverse is best.
  14. 14. Exercise Write your own Pitch to a partner Partner provide feedback, help refine
  15. 15. 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
  16. 16. Pitching Your Business to Make Impact –The Panel: Marisa Smith – The Whole Brain Group Megan Torrance – Torrance Learning Joe Marr – Sandler Training Ann Arbor
  17. 17. Lessons Learned One takeaway Can you use it? On Business Card:  Questions – “Q”  Speaking Opportunities – “S”  Contact me – “C” Raffle
  18. 18. Selling Smart Workshop SeriesSeptember 5, 2012 9-11 amCommunicating Value with QuestionsPanelists: John Mills - Simuquest Dave Bilbrey – Sales Force Services  Joe Marr – Sandler Training Ann Arbor
  19. 19. Selling Smart Workshop Series

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