PHRASES TO FEAR
 “The check is in the mail”
PHRASES TO FEAR
 “The check is in the mail”
PHRASES TO FEAR
 “The check is in the mail”
 “I gave at the office”
PHRASES TO FEAR
 “The check is in the mail”
 “I gave at the office”
 “Let’s just be friends”
PHRASES TO FEAR
 “The check is in the mail”
 “I gave at the office”
 “Let’s just be friends”
When asking for referrals....
PHRASES TO FEAR
 “The check is in the mail”
 “I gave at the office”
 “Let’s just be friends”
When asking for referrals....
HOW TO ASK FOR
REFERRALS
SELLING SMART WORKSHOP TODAY:
GET TO MORE CUSTOMERS BY HIGH-FINESSE
NETWORKING
Workshop : With the coaching and tools shar...
SELLING SMART WORKSHOP:
FORMAT
Workshop : Greg Peters 9 – 10 am:
Interactive Training Session
Addressing Common Challenges...
SELLING SMART WORKSHOP:
GET TO MORE CUSTOMERS BY HIGH-FINESSE NETWORKING
Megan Crosbie –
Charles Reinhart Company
Greg Pet...
SELLING SMART WORKSHOP:
THE BOARD OF DIRECTORS
Maya Adrine–
Golden Limousine International, Inc.
Greg Peters –
The Relucta...
FOLLOW A LIST TO BETTER
REFERRALS
 L
 I
 S
 T
FOLLOW A LIST TO BETTER
REFERRALS
 List your wants and needs
 I
 S
 T
FOLLOW A LIST TO BETTER
REFERRALS
 List your wants and needs
 Identify who can help (and how)
 S
 T
FOLLOW A LIST TO BETTER
REFERRALS
 List your wants and needs
 Identify who can help (and how)
 Share your requests
 T
FOLLOW A LIST TO BETTER
REFERRALS
 List your wants and needs
 Identify who can help (and how)
 Share your requests
 Th...
LIST YOUR WANTS AND NEEDS
Be a kid at birthday time
LIST YOUR WANTS AND NEEDS
Be a kid at birthday time
 Prepare it early
LIST YOUR WANTS AND NEEDS
Be a kid at birthday time
 Prepare it early
 Be specific
LIST YOUR WANTS AND NEEDS
Be a kid at birthday time
 Prepare it early
 Be specific
 Have a long list
LIST YOUR WANTS AND NEEDS
What do you want? 5 S’s
 Sales
LIST YOUR WANTS AND NEEDS
What do you want? 5 S’s
 Sales
 Stepping Stone
LIST YOUR WANTS AND NEEDS
What do you want? 5 S’s
 Sales
 Stepping Stone
 Suppliers
LIST YOUR WANTS AND NEEDS
What do you want? 5 S’s
 Sales
 Stepping Stone
 Suppliers
 Strategic Partners
LIST YOUR WANTS AND NEEDS
What do you want? 5 S’s
 Sales
 Stepping Stone
 Suppliers
 Strategic Partners
 Suggestions
ACTIVITY
So, what do you want?
IDENTIFY WHO CAN HELP
 Who can help you?
IDENTIFY WHO CAN HELP
 Who can help you?
If you don’t know them, find a stepping stone.
IDENTIFY WHO CAN HELP
 Who can help you?
If you don’t know them, find a stepping stone.
 Who will help you?
IDENTIFY WHO CAN HELP
 Who can help you?
If you don’t know them, find a stepping stone.
 Who will help you?
IDENTIFY WHO CAN HELP
 Who can help you?
If you don’t know them, find a stepping stone.
 Who will help you?
If they won’...
3 RISK FACTORS
 Cost/Commitment
 Reputation
 Mode
3 RISK FACTORS
 Cost/Commitment
 Reputation
 Mode
3 RISK FACTORS
 Cost/Commitment
 Reputation
 Mode
SHARING YOUR REQUEST
SHARING YOUR REQUEST
SHARING YOUR REQUEST
SHARING YOUR REQUEST
SHARING YOUR REQUEST
SHARING YOUR REQUEST
THANK THEM
The 5 R’s of Referral Gratitude
 React
THANK THEM
The 5 R’s of Referral Gratitude
 React
 Reflect
THANK THEM
The 5 R’s of Referral Gratitude
 React
 Reflect
 Report
THANK THEM
The 5 R’s of Referral Gratitude
 React
 Reflect
 Report
 Reciprocate
THANK THEM
The 5 R’s of Referral Gratitude
 React
 Reflect
 Report
 Reciprocate
 Reward
QUESTIONS FOR THE PANEL
On break take a moment to write questions for the panel
about:
The workshop
The panelists applicat...
SELLING SMART WORKSHOP:
GET TO MORE CUSTOMERS BY HIGH-FINESSE NETWORKING
Megan Crosbie –
Charles Reinhart Company
Greg Pet...
LESSONS LEARNED
One takeaway
Can you use it?
On Business Card:
Request Contact – “R”
Speaking Opportunities – “S”
52 Co...
Selling Services by a Proven Process
Selling Smart Workshop - July 9, 2014 - Get to More Customers by High Finesse Networking
Selling Smart Workshop - July 9, 2014 - Get to More Customers by High Finesse Networking
Selling Smart Workshop - July 9, 2014 - Get to More Customers by High Finesse Networking
Selling Smart Workshop - July 9, 2014 - Get to More Customers by High Finesse Networking
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Selling Smart Workshop - July 9, 2014 - Get to More Customers by High Finesse Networking

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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 Workshop - July 9, 2014 - Get to More Customers by High Finesse Networking

    1. 1. PHRASES TO FEAR  “The check is in the mail”
    2. 2. PHRASES TO FEAR  “The check is in the mail”
    3. 3. PHRASES TO FEAR  “The check is in the mail”  “I gave at the office”
    4. 4. PHRASES TO FEAR  “The check is in the mail”  “I gave at the office”  “Let’s just be friends”
    5. 5. PHRASES TO FEAR  “The check is in the mail”  “I gave at the office”  “Let’s just be friends” When asking for referrals...
    6. 6. PHRASES TO FEAR  “The check is in the mail”  “I gave at the office”  “Let’s just be friends” When asking for referrals...  “I’ll keep you in mind.”
    7. 7. HOW TO ASK FOR REFERRALS
    8. 8. SELLING SMART WORKSHOP TODAY: GET TO MORE CUSTOMERS BY HIGH-FINESSE NETWORKING Workshop : With the coaching and tools shared in this workshop, attendees can achieve the goals they set for networking, and also feel better about being a networker, and asking for referrals. Panel Q & A : How networking works, real-world
    9. 9. SELLING SMART WORKSHOP: FORMAT Workshop : Greg Peters 9 – 10 am: Interactive Training Session Addressing Common Challenges Panel Q & A 10 – 11 am Application of Networking Specific challenges in your business Anything
    10. 10. SELLING SMART WORKSHOP: GET TO MORE CUSTOMERS BY HIGH-FINESSE NETWORKING Megan Crosbie – Charles Reinhart Company Greg Peters – The Reluctant Networker, LLC Joe Marr, Jr. – Sandler Training Ann Arbor
    11. 11. SELLING SMART WORKSHOP: THE BOARD OF DIRECTORS Maya Adrine– Golden Limousine International, Inc. Greg Peters – The Reluctant Networker Joe Marr – Sandler Training Ann Arbor
    12. 12. FOLLOW A LIST TO BETTER REFERRALS  L  I  S  T
    13. 13. FOLLOW A LIST TO BETTER REFERRALS  List your wants and needs  I  S  T
    14. 14. FOLLOW A LIST TO BETTER REFERRALS  List your wants and needs  Identify who can help (and how)  S  T
    15. 15. FOLLOW A LIST TO BETTER REFERRALS  List your wants and needs  Identify who can help (and how)  Share your requests  T
    16. 16. FOLLOW A LIST TO BETTER REFERRALS  List your wants and needs  Identify who can help (and how)  Share your requests  Thank them
    17. 17. LIST YOUR WANTS AND NEEDS Be a kid at birthday time
    18. 18. LIST YOUR WANTS AND NEEDS Be a kid at birthday time  Prepare it early
    19. 19. LIST YOUR WANTS AND NEEDS Be a kid at birthday time  Prepare it early  Be specific
    20. 20. LIST YOUR WANTS AND NEEDS Be a kid at birthday time  Prepare it early  Be specific  Have a long list
    21. 21. LIST YOUR WANTS AND NEEDS What do you want? 5 S’s  Sales
    22. 22. LIST YOUR WANTS AND NEEDS What do you want? 5 S’s  Sales  Stepping Stone
    23. 23. LIST YOUR WANTS AND NEEDS What do you want? 5 S’s  Sales  Stepping Stone  Suppliers
    24. 24. LIST YOUR WANTS AND NEEDS What do you want? 5 S’s  Sales  Stepping Stone  Suppliers  Strategic Partners
    25. 25. LIST YOUR WANTS AND NEEDS What do you want? 5 S’s  Sales  Stepping Stone  Suppliers  Strategic Partners  Suggestions
    26. 26. ACTIVITY So, what do you want?
    27. 27. IDENTIFY WHO CAN HELP  Who can help you?
    28. 28. IDENTIFY WHO CAN HELP  Who can help you? If you don’t know them, find a stepping stone.
    29. 29. IDENTIFY WHO CAN HELP  Who can help you? If you don’t know them, find a stepping stone.  Who will help you?
    30. 30. IDENTIFY WHO CAN HELP  Who can help you? If you don’t know them, find a stepping stone.  Who will help you?
    31. 31. IDENTIFY WHO CAN HELP  Who can help you? If you don’t know them, find a stepping stone.  Who will help you? If they won’t, adapt the request
    32. 32. 3 RISK FACTORS  Cost/Commitment  Reputation  Mode
    33. 33. 3 RISK FACTORS  Cost/Commitment  Reputation  Mode
    34. 34. 3 RISK FACTORS  Cost/Commitment  Reputation  Mode
    35. 35. SHARING YOUR REQUEST
    36. 36. SHARING YOUR REQUEST
    37. 37. SHARING YOUR REQUEST
    38. 38. SHARING YOUR REQUEST
    39. 39. SHARING YOUR REQUEST
    40. 40. SHARING YOUR REQUEST
    41. 41. THANK THEM The 5 R’s of Referral Gratitude  React
    42. 42. THANK THEM The 5 R’s of Referral Gratitude  React  Reflect
    43. 43. THANK THEM The 5 R’s of Referral Gratitude  React  Reflect  Report
    44. 44. THANK THEM The 5 R’s of Referral Gratitude  React  Reflect  Report  Reciprocate
    45. 45. THANK THEM The 5 R’s of Referral Gratitude  React  Reflect  Report  Reciprocate  Reward
    46. 46. 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
    47. 47. SELLING SMART WORKSHOP: GET TO MORE CUSTOMERS BY HIGH-FINESSE NETWORKING Megan Crosbie – Charles Reinhart Company Greg Peters – The Reluctant Networker, LLC Joe Marr, Jr. – Sandler Training Ann Arbor
    48. 48. LESSONS LEARNED One takeaway Can you use it? On Business Card: Request Contact – “R” Speaking Opportunities – “S” 52 Connection Tips – “T” Raffle (Free e-book, too!)
    49. 49. Selling Services by a Proven Process

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