Selling Smart - November 7, 2012

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This presentation was given by Joe Marr on November 7th, 2012 as a part of the Selling Smart Workshops put on by Ann Arbor SPARK.

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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 - November 7, 2012

    1. 1. Selling Smart Workshop Series
    2. 2. Selling Smart Workshop:Working Well with Annoying People Carrie Hensel – Inner Circle Media Jeff Brown – Dexter Builders Joe Marr – Sandler Training Ann Arbor
    3. 3. Selling Smart Workshop:The Board of Directors Jim Woods – The CEO Advantage Greg Peters – The Reluctant Networker Joe Marr – Sandler Training Ann Arbor
    4. 4. 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
    5. 5. Selling Smart Workshop Today:Working Well with Annoying PeopleWorkshop : How to quickly identify personality styles and simple ways to adapt to make more productive interactions with EVERYONEPanel Q & A : How setting ground rules using Up Front Contracts works, real- world
    6. 6. Today’s session:DISC Communication Strategies: Practical – how to get more done Fun – stimulating exercises Encouraging – nothing embarrassing Specific and clear – remove subjectivity
    7. 7. Step 1. X marks your traits Place an X next to each statement that generally describes or applies to you. _____1. Getting immediate results _____2. Contacting people _____3. Performing an accepted work pattern _____4. Following directives and standards _____5. Causing action _____6. Making a favorable impression _____7. Sitting or staying in one place _____8. Concentrating on detail
    8. 8. Step 2. DISCDISCDISC, etc. Write D,I,S,C,D,I,S,C,D,I,S,C down the margin to the left of the blanks: _____1. Getting immediate results _____2. Contacting people _____3. Performing an accepted work pattern _____4. Following directives and standards _____5. Causing action _____6. Making a favorable impression _____7. Sitting or staying in one place _____8. Concentrating on detail
    9. 9. Step 3. Add’em Up Put DISC in the left blanks, Add up all of the D’s, I’s, S’s, and C’s: _______=_______ _______=_______ _______=_______ _______=_______
    10. 10. Tendencies: TASK / GUARDED C DIN DD II RR E S IE CC TT PEOPLE / OPEN
    11. 11. D Profile = Dominant, Director Avoid: Traits: Telling them what to doTask Oriented Attacking their characterDirect / Proactive Placing them into win-lose“People Mover” challengesImpatientWon’t be taken Motivators: advantage of Power and authorityResists personal criticism Freedom from constraints Results
    12. 12. D-StyleD-StyleMadonnaCoach Tom IzzoJennifer LopezSean “P. Diddy” CombsVenus WilliamsJohn McEnroeCaptain KirkHillary ClintonCharles BarkleyDr. Phil
    13. 13. I Profile = Inter-actor, Inter-relater Traits: Avoid:People Oriented Avoiding, rejecting themDirect / Proactive Denying their acceptance“Recognition Negativism or arguing Seeker”Disorganized Motivators:Fearful of social Popularity and prestige disapprovalResists personal Inclusion with others rejection Enjoyment and Friendliness
    14. 14. I-StyleI-StyleBill ClintonJay LenoAshton KutcherWill SmithRobin WilliamsSerena WilliamsDr. McCoyDolly PartonArnold SchwarzeneggerJim CarreyArsenio Hall
    15. 15. S Profile = Stabilizer, Steady Traits: Avoid:People Oriented Overloading, confusingIndirect / Reactive Sudden, risky changeA “Cooperative Competition Group Worker”Possessive Motivators:Fearful of risk taking Appreciation, sincerityResists changes or Cooperation, teamwork loss of security Predictability, personal productivity
    16. 16. S-StyleS-Style President Obama Gandhi Tom Cruise Halle Berry Magic Johnson Ron Howard Michael J. Fox Tom Brokaw Mother Teresa
    17. 17. C Profile = Calculator,Compliant Avoid: Traits:Task Oriented Criticizing their effortsIndirect / Reactive Personal questionsCautious, Careful Incomplete instructionsOverly-critical TouchingFearful of Motivators: imperfection Work autonomyResists criticism of Anonymity their ideas or work Professional development
    18. 18. C-StyleC-StyleMr. SpockAlbert EinsteinJohnny DeppTiger WoodsKeanu ReevesJack NicklausJimmy CarterTed KoppelRoger FedererClint Eastwood
    19. 19. What are you? Greatest number If equal, commit to one Get in groups under your letter
    20. 20. What’s your slogan? 3 minutes
    21. 21. Today’s session:DISC Communication Strategies: Practical – how to get more done Fun – stimulating exercises Encouraging – nothing embarrassing Specific and clear – remove subjectivity
    22. 22. VM greeting sounds like? D’s for S’s I’s for C’s S’s for D’s C’s for I’s
    23. 23. Adapting How should your message sound?
    24. 24. Email’s / Texts look like? D’s for S’s I’s for C’s S’s for D’s C’s for I’s
    25. 25. Adapting• What should your reply look like?
    26. 26. How do they socialize? D’s for S’s I’s for C’s S’s for D’s C’s for I’s
    27. 27. Adapting• How should you accommodate each?
    28. 28. ExerciseGroups of 3 Roles:  Sales Person  Prospect  Observer First Face to Face Meeting  Situation on worksheet  PLAY it “REAL”
    29. 29. Lessons Learned One takeaway Can you use it? On Business Card:  Questions – “Q”  Speaking Opportunities – “S”  Contact me – “C” Raffle
    30. 30. 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
    31. 31. Selling Smart Workshop:Establish Ground Rules with Prospects Carrie Hensel – Inner Circle Media Jeff Brown – Dexter Builders Joe Marr – Sandler Training Ann Arbor
    32. 32. Selling Smart Workshop SeriesDecember 5, 2012 9-11 amOvercoming Prospecting Paralysis Examining reluctance feelings and proven tactics for overcoming them, as well as proven tactics for getting to decision makers.
    33. 33. Selling Smart Workshop Series

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