2. Selling Smart Workshop:
Why Salespeople Fail
Greg Peters –
The Reluctant Networker
Rich Austin Sandler Training- Ann Arbor
Joe Marr –
Sandler Training- Ann Arbor
3. Selling Smart Workshop:
The Board of Directors
Maya Andrine 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:
Why Salespeople Fail
Workshop :
Accidental salespeople
Common problems
Cultural sales default
Pattern interrupt - new approach
Panel Q & A
12. Common Sales Problems:
__ unpaid consulting
__ getting to decision makers
__ proposals to unqualified prospects
__ being competitive while maintaining margins
__ eliminating prospect objections
__ prospecting for new business
__ retaining customers/clients
__ prospects “shopping” your proposals
__ “I want to think-it-over” responses
__ making effective presentations
__ skillfully dealing with prospect budgets
20. Typical Salesman:
• Features
• Benefits
• Price
TR
10 UST
em 0%
ot
ion
al
The Gap
Prospect Emotions:
• Wary
• Skeptical
• Anger
• Fear
• Mistrust
21. Typical Salesman:
• Features
• Benefits
• Price
100% Intellectual
TR
10 UST
em 0%
ot
ion
al
The Gap
Prospect Emotions:
• Wary
• Skeptical
• Anger
• Fear
• Mistrust
24. “ Seek first to understand, then to be understood.”
S. Covey
25.
26. Questions for the Panel
On break take a moment to write
questions for the panel about:
The workshop
The panelists application of process
Specific challenges in your business
Anything
27. Lessons Learned
One takeaway
Can you use it?
On Business Card:
Questions –
Speaking Opportunities –
Contact me –
Raffle (Free e-book, too!)
“Q”
“S”
“C”
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
A question…. I got here totally by accident.
Did you get into business by accident?
When you were four years old did you run around the house yelling I want to be in sales?
No. most of us got into this world totally by accident
Ever stop to wonder why there’s no strong academic curriculum for learning how to sell?
Business School, MBA programs do a good job of teaching economics, finance, business management, marketing, public relations, business models,
but the point of transaction, where business actually happens face to face with a buyer, is ignored in academia, but why?
A stigma about sales. A fear of sales, the slimy reputation of sales is the reason. Let’s test this theory…
I believe sales is a noble profession, but let’s say you are playing a game of Password, your “secret word” is Salesman, and you are to get your partner to guess the secret word by giving them clue words; what clue words would you offer?
Slimy? Pressure? Shady? Aggressive? Snake oil? With cash on it I think I’d use snakeoil.
What about clue words like: helpful? Professional? Courteous? Would these work?
Probably not. Why not? Because the stigma won’t allow it.
And 77% of human behavior is programmed behavior, meaning people behave predictably given a certain set of circumstances, 77% of the time.
Do you believe it?
Ok now let’s test this premise about programming with an experiment: Please finish these sentences out loud:
Never talk to____________
Speak when ____________
Always wear clean ________________
I find that the things that hurt us most - self-limiting attitudes and programming…and what they project.
When was the last time you heard these statements? Who made them? What does the fact that most of you could instantly retrieve the word to complete the sentence? Front of mind awareness even though it’s been years since you’ve heard them.
Do you suppose this is why you hate making cold calls? Your Mother’s voice in your head?
When we come back we‘ll discuss the common problems businesses face in sales.
During the break, think about the programming concepts we’ve talked about and write down something YOU might do differently.
Next help me figure out why. Let’s dissect traditional approach to selling first. Let’s talk about what sales people do on a sales call.
HANDOUTS
The Gap
Amateurs fill with F’s and B’s – coat of paint- never fills
Pros know that void created by emotions- mistrust, anxiety, fears: failure, doubt
What emotions bridge this gap? Trust, confidence, reassurance, credibility
Next help me figure out why. Let’s dissect traditional approach to selling first. Let’s talk about what sales people do on a sales call.
HANDOUTS
The Gap
Amateurs fill with F’s and B’s – coat of paint- never fills
Pros know that void created by emotions- mistrust, anxiety, fears: failure, doubt
What emotions bridge this gap? Trust, confidence, reassurance, credibility
Next help me figure out why. Let’s dissect traditional approach to selling first. Let’s talk about what sales people do on a sales call.
HANDOUTS
The Gap
Amateurs fill with F’s and B’s – coat of paint- never fills
Pros know that void created by emotions- mistrust, anxiety, fears: failure, doubt
What emotions bridge this gap? Trust, confidence, reassurance, credibility
Next help me figure out why. Let’s dissect traditional approach to selling first. Let’s talk about what sales people do on a sales call.
HANDOUTS
The Gap
Amateurs fill with F’s and B’s – coat of paint- never fills
Pros know that void created by emotions- mistrust, anxiety, fears: failure, doubt
What emotions bridge this gap? Trust, confidence, reassurance, credibility
Next help me figure out why. Let’s dissect traditional approach to selling first. Let’s talk about what sales people do on a sales call.
HANDOUTS
The Gap
Amateurs fill with F’s and B’s – coat of paint- never fills
Pros know that void created by emotions- mistrust, anxiety, fears: failure, doubt
What emotions bridge this gap? Trust, confidence, reassurance, credibility
Next help me figure out why. Let’s dissect traditional approach to selling first. Let’s talk about what sales people do on a sales call.
HANDOUTS
The Gap
Amateurs fill with F’s and B’s – coat of paint- never fills
Pros know that void created by emotions- mistrust, anxiety, fears: failure, doubt
What emotions bridge this gap? Trust, confidence, reassurance, credibility
Next help me figure out why. Let’s dissect traditional approach to selling first. Let’s talk about what sales people do on a sales call.
HANDOUTS
The Gap
Amateurs fill with F’s and B’s – coat of paint- never fills
Pros know that void created by emotions- mistrust, anxiety, fears: failure, doubt
What emotions bridge this gap? Trust, confidence, reassurance, credibility
Buyer:
Wary - Lie
Want info for 0
Defensive -Lie Again
Hide
Traditional Seller:
Schmooze – Suck up
Needs
Proposal
Chase
“Cat and Mouse”
‘Kill’em with Kindness - Think we have to get better at “sucking-up”
Fake –Think we have to be someone we’re not
Over-compliant- Think we can’t tell them what we are thinking.
Child ego-state -
Seeking Affirmation - Feels a little “weasely”
3 reasons want to go buyer’s way- buyer leads it this way w/everyone, our gut (prgmg) is screaming do what he says, don’t have a way to break it—gracefully.
New System:
B&R Disarm with pattern interrupt
UFC
PAIN
BUDGET
DECISION
FULFILLMENT
POST-SELL
Does this approach make sense? Sure. Difficult? Yes. You’ll get a lot of pressure to cough up early, why? Another Sandler rule: Don’t spill your candy in the lobby. What happens?
What’s this place? We call it wimp junction – we have the choice of following the prospect’s system against our company’s interests- or our own.
What do you s’pose happens if you choose to use a systematic approach to selling?
Make fewer presentations.
Won’t be giving away without something in return. No more unpaid consulting.
Won’t get as many Think-it-Overs.
Price is going to be less of an issue. How much less is up to you.
You’re gonna close more sales in less time. Again totally up to you.
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.
