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Selling Smart Workshop - December 5, 2012

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This session will examine reluctance feelings and proven methods for overcoming them, as well as proven tactics for getting to decision makers. For many business people, prospecting, especially making cold calls is a dreaded activity. In this session we’ll learn what causes call reluctance; work on techniques for overcoming call reluctance and ultimately how to make effective prospecting happen. Attendees will also compose and practice a prospecting approach customized for their business.

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Selling Smart Workshop - December 5, 2012

  1. 1. Selling Smart Workshop Series
  2. 2. Selling Smart Workshop:Overcoming Prospecting Paralysis Erik Meier – Sandler Training - Troy, MI Kirk Armstrong – Gerry Weinberg & Associates 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: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: emotionalinvolvement. Seeking affirmation Fear rejection Take it personally Self-consciousness Tough gatekeepers worst case?
  9. 9. “Sales is no way to get youremotional needs met, it’s a way togo to the bank.” D. Sandler
  10. 10. “You can’t fail at prospectingunless 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. BC/WC 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 THEGATEKEEPERCall at the top, sound like : familiar with prospect customer not like a salespersonThey 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 GatekeepersWhen 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. ExerciseGroups 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 – “Q”  Speaking Opportunities – “S”  Contact me – “C” Raffle (Free e-book, too!)
  25. 25. 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
  26. 26. Selling Smart Workshop:Overcoming Prospecting Paralysis Erik Meier – Sandler Training - Troy, MI Kirk Armstrong – Gerry Weinberg & Associates Joe Marr – Sandler Training- Ann Arbor
  27. 27. 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.
  28. 28. Selling Smart Workshop Series
  29. 29. What hoops are you jumpingthrough?
  30. 30. Hoops Call me in 3 weeks. I need to think about this; keep calling me. Were just not ready, come back in awhile. Youre much too expensive, can’t you give me a discount? Im 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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