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.
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. Selling Smart Workshop:
The Board of Directors
Jim Woods –
The CEO Advantage
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training Ann Arbor
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. 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
15. Summary; Solutions:
Understand your programming
Plan your prospecting
Positive self-talk
Be yourself
Stop sounding like a “salesman”!
16.
17. GETTING PAST THE
GATEKEEPER
Call at the top, sound like :
familiar with prospect
customer
not like a salesperson
They expect you to sound like a salesperson.
Interrupt the pattern
Sound like you expect to be put through.
18. Voicemail-Jailbreaks
$million attitude brevity
It’s important.
Truncated message
“…better give you my cell…”
3X and it’s over?
19. Redirecting Gatekeepers
When they start the inquisition, redirect with:
urgency
reversing / confusion
“Oh…I’m sorry…”
overload
24. Exercise
Groups of 3
Roles:
Sales Person
Prospect
Observer
Phone Call
Run down the worksheet
PLAY it “REAL”
25. Lessons Learned
One takeaway
Can you use it?
On Business Card:
Questions – “Q”
Speaking Opportunities – “S”
Contact me – “C”
Raffle (Free e-book, too!)
26.
27. 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
28. Selling Smart Workshop:
Overcoming Prospecting Paralysis
Erik Meier –
Sandler Training - Troy, MI
Kirk Armstrong –
Gerry Weinberg & Associates
Joe Marr –
Sandler Training- Ann Arbor
29. Selling Smart Workshop Series
December 5, 2012 9-11 am
Overcoming Prospecting Paralysis
Examining reluctance feelings and
proven tactics for overcoming them, as
well as proven tactics for getting to
decision makers.
32. Hoops
Call me in 3 weeks.
I need to think about this; keep calling me.
We're just not ready, come back in awhile.
You're much too expensive, can’t you give
me a discount?
I'm 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)
33. What hoops do they give you?
How do you answer?
How should you answer?
Editor's Notes
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.