Selling Smart - Pitching Your Business to Make an Impact - August 7, 2013

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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 - Pitching Your Business to Make an Impact - August 7, 2013

    1. 1. Selling Smart Workshop Series
    2. 2. Selling Smart Workshop: Pitching Your Business to Make Impact Megan Torrance – Torrance Learning Joe Marr, Jr. – Sandler Training Ann Arbor Joe Marr – Sandler Training Ann Arbor
    3. 3. 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
    4. 4. Selling Smart Workshop Today: Pitching Your Business to Make Impact Workshop : How to pitch in a brief, targeted way to get prospects emotionally involved Panel Q & A : How pitching to the gut works, real-world
    5. 5. Blah, blah, BLAH! When’s this guy going to shut up already?
    6. 6. 30 Second Commercial Pitching 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: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: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: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: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: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. ExerciseExercise  Write your own  Pitch to a partner  Partner provide feedback, help refine
    15. 15. 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
    16. 16. Selling Smart Workshop: Pitching Your Business to Make Impact Megan Torrance – Torrance Learning Joe Marr, Jr. – Sandler Training Ann Arbor 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 Series September 4, 2013 9-11 am Communicating Value with Questions Panelists:
    19. 19. Selling Smart Workshop Series

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