2. Selling Smart Workshop:
Selling Services with a Proven Process
Rich Austin–
Sandler Training Ann Arbor
John Mills–
SimuQuest
Rafe Juarez–
NetEnrich
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. 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:
Selling Services with a Proven Process
Workshop : Selling Services, Getting Clinical
Panel Q & A : How The Process Works, real-world
6. Selling Smart Workshop Today: Selling
Services Practicum
Workshop :
Accidental salespeople
Common problems
Cultural sales default
Pattern interrupt - new approach
Panel Q & A
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. Big Picture Approach
Old Faithful = QPC
Challenger Approach= QCP
-Diagnose, then Prescribe
-
Burn Bridges of Comfort, Reliance, Neediness
and Habit
9. 5 Step Process
Opportunity Identification
Qualification
Solution Development
Proposing & Advancement
Service Delivery
Selling Air
10. “In sales”—by accident?
4 years old
BA / MBA?
Password
77%
Parents vs. parents
“I have seen the enemy…”
11. “in sales”—by accident?
4 years old
BA / MBA?
Password
77%
Parents vs. parents
“I have seen the enemy…”
12. “In sales”—by accident?
4 years old
BA / MBA?
Password
77%
Parents vs. parents
“I have seen the enemy…”
“Salesman”
13. “In sales”—by accident?
4 years old
BA / MBA?
Password
77%
Parents vs. parents
“I have seen the enemy…”
14. “In sales”—by accident?
4 years old
BA / MBA?
Password
77%
Parents vs. parents
“I have seen the enemy…”
15. “In sales”—by accident?
4 years old
BA / MBA?
Password
77%
Parents vs. parents
“I have seen the enemy…”
16. “In sales”—by accident?
4 years old
BA / MBA?
Password
77%
Parents vs. parents
“I have seen the enemy…”
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. Business Card
My biggest sales problem is…
The cost.
Commitment: On scale of 1-10.
19. Exercise
Pair off
Assign a scribe
Answer the question:
What is the ultimate
consequence of the
problem?
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. 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. “ Seek first to understand, then to be understood ”
“Start with the end in mind”
S. Covey
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. Lessons Learned
One takeaway
Can you use it?
On Business Card:
Questions – “Q”
Speaking Opportunities – “S”
Contact me – “C”
Raffle
28. Selling Smart Workshop:
Selling Services with a Proven Process
Rich Austin–
Sandler Training Ann Arbor
John Mills–
SimuQuest
Rafe Juarez–
NetEnrich
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
