Selling Smart Workshop - August 6, 2014 - Selling Services by a Proven Process

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Selling Smart Workshop - August 6, 2014 - Selling Services by a Proven Process

  1. 1. Selling Smart Workshop Series
  2. 2. Selling Smart Workshop: Selling Services with a Proven Process Rich Austin– Sandler Training Ann Arbor John Mills– SimuQuest Rafe Juarez– NetEnrich
  3. 3. Selling Smart Workshop: The Board of Directors Maya Adrine - Golden Limousine Int’l. 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: Selling Services with a Proven Process Workshop : Selling Services, Getting Clinical Panel Q & A : How The Process Works, real-world
  6. 6. Selling Smart Workshop Today: Selling Services Practicum Workshop :  Accidental salespeople  Common problems  Cultural sales default  Pattern interrupt - new approach Panel Q & A
  7. 7. The Problem with Professionals  We are smart  We have fantastic technical knowledge  We are seriously smart  We don’t sell  Have I told you how smart we are?  Would rather write proposals than interact with people
  8. 8. Big Picture Approach  Old Faithful = QPC  Challenger Approach= QCP -Diagnose, then Prescribe -  Burn Bridges of Comfort, Reliance, Neediness and Habit
  9. 9. 5 Step Process  Opportunity Identification  Qualification  Solution Development  Proposing & Advancement  Service Delivery Selling Air
  10. 10. “In sales”—by accident?  4 years old  BA / MBA?  Password  77%  Parents vs. parents  “I have seen the enemy…”
  11. 11. “in sales”—by accident?  4 years old  BA / MBA?  Password  77%  Parents vs. parents  “I have seen the enemy…”
  12. 12. “In sales”—by accident?  4 years old  BA / MBA?  Password  77%  Parents vs. parents  “I have seen the enemy…” “Salesman”
  13. 13. “In sales”—by accident?  4 years old  BA / MBA?  Password  77%  Parents vs. parents  “I have seen the enemy…”
  14. 14. “In sales”—by accident?  4 years old  BA / MBA?  Password  77%  Parents vs. parents  “I have seen the enemy…”
  15. 15. “In sales”—by accident?  4 years old  BA / MBA?  Password  77%  Parents vs. parents  “I have seen the enemy…”
  16. 16. “In sales”—by accident?  4 years old  BA / MBA?  Password  77%  Parents vs. parents  “I have seen the enemy…”
  17. 17. The symptoms of a bad “system”: • low conversion ratios • not getting to decision makers • presentations / proposals to unqualified prospects • margins being questioned • long sales cycles / late prospect objections • little time for prospecting • not retaining customers/clients • prospects “shopping” your proposals • “I want to think-it-over” responses • ineffective presentations • not skillfully dealing with prospect budgets no control of process = unpaid consulting
  18. 18. Business Card  My biggest sales problem is…  The cost.  Commitment: On scale of 1-10.
  19. 19. Exercise  Pair off  Assign a scribe  Answer the question:  What is the ultimate consequence of the problem?
  20. 20. Processes  Buyers Strategy  Sandler System
  21. 21. Mislead Free Information Mislead Again Hide Probe for Needs Proposal Trial close Chase Buyer / Seller Dance
  22. 22. Buyer’s System Sandler System Why do we play? 100%/0% 49%/51% WJ
  23. 23. You have a choice  If you don’t have a system, who’s system will you be prey to?  Which will more likely make both of you happy?
  24. 24. n Pattern Interrupt n Ground Rules - UFC n Compelling Reasons-Pain n Budget for time / $ n Decision criteria n Fulfillment n Post-Sell Systematic Approach:
  25. 25. “ Seek first to understand, then to be understood ” “Start with the end in mind” S. Covey
  26. 26. 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
  27. 27. Lessons Learned  One takeaway  Can you use it?  On Business Card:  Questions – “Q”  Speaking Opportunities – “S”  Contact me – “C”  Raffle
  28. 28. Selling Smart Workshop: Selling Services with a Proven Process Rich Austin– Sandler Training Ann Arbor John Mills– SimuQuest Rafe Juarez– NetEnrich
  29. 29. Selling Smart Workshop Series September 10th, 9am-11am  Pitching your Business for Emotional Impact  If you’re telling you’re not selling… In this session you will learn how to (shut up, and) concisely deliver an emotionally compelling reason for your prospect to take action and make decisions
  30. 30. Selling Smart Workshop Series

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