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Selling Smart Workshop - April 1, 2015 - People Buy Emotionally, Justify Intellectually
- 1. Selling Smart WorkshopSeries Selling to Emotion April 1st , 2015
- 2. Selling Smart Workshop: Sellingto Emotion Rich Austin– Sandler Training Ann Arbor Jon Houston– University of Michigan Credit Union Amy Solis- Paragon Rehab Marisa Smith– The Whole Brain Group
- 3. Selling Smart Workshop: TheBoard of Directors Maya Adrine - Golden Limousine Int’l. Greg Peters – The Reluctant Networker Joe Marr – Sandler Training Ann Arbor
- 4. It’s 3 am: ∗Situation1 ∗Situation 2
- 5. Rules ∗ Prospects buyfor their reasons, not the salesperson’s reasons ∗ Not every prospect is qualified to become a customer
- 6. The spot atleft and the blotch at right: shows neural activity in a part of the brain called the nucleus accumbens when a person experienced the urge to purchase
- 7. The Selling Model ∗FindInterest ∗Needs Analysis ∗Present ∗Close ∗Follow-Up
- 8. The Four BuyingEmotions ∗Pain in the present ∗Pain in future ∗Pleasure in present ∗Pleasure in the future
- 9. 3 Pain Levels: Surface Prospectdescribes issues and admits problem. Reasons The underlying reasons for the problem(s) from a business perspective. Impact How the problem affects the person talking to you. + Feelings
- 10.
- 11. Rules ∗ Stop sellingfeatures and benefits. ∗ If the competition is doing something, stop doing it. ∗ No pain, no sale. ∗ The problem the prospect brings you is never the real problem. ∗ People buy emotionally; justify it intellectually.
- 12. Our Favorite Rules: ∗People buy for their reasons… ∗ If you don’t know them…how can you differentiate? ∗ Not every prospect is qualified to be a customer. ∗ So don’t invest a lot of time until… ∗ Never Cheer for the visiting team. ∗ Stop bragging about what you like.
- 14. Exercise – Pair-offExercise– Pair-off ∗ Review Pain Funnel Handout ∗ 5 minutes – pair off ∗ Practice asking pain funnel questions ∗ Partner provide feedback, help refine
- 15. Questions for thePanel 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
- 16. Lessons Learned ∗ Onetakeaway ∗ Can you use it? ∗ On Business Card: ∗ Questions – “Q” ∗ Speaking Opportunities – “S” ∗ Contact me – “C” ∗ Raffle ∗ Evaluation Sheets, please
- 17. Selling Smart Workshop: TheBoard of Directors Maya Adrine - Golden Limousine Int’l. Greg Peters – The Reluctant Networker Joe Marr – Sandler Training Ann Arbor
- 18. Selling Smart Workshop: Sellingto Emotion Rich Austin– Sandler Training Ann Arbor Jon Houston– University of Michigan Credit Union Amy Solis- Paragon Rehab Marisa Smith– The Whole Brain Group
- 19. Selling Smart WorkshopSeries May 6th , 2015 11am-1pm The Psychology of Building Trust with Prospects •Learn to effectively build trust like a business person, not a salesperson
- 20. Selling Smart WorkshopSeries Rich Austin– Sandler Training Ann Arbor
Editor's Notes
- #2 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.
- #3 Accidental sales is the rule- not exception
- #4 Accidental sales is the rule- not exception
- #5 Tell a story of when you bought something not based on the benefits the salesperson was pitching.
- #18 Accidental sales is the rule- not exception
- #19 Accidental sales is the rule- not exception
- #21 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.