The Selling Smart Workshop focuses on effective pitching techniques to engage prospects emotionally. Participants learn to present their business by addressing common pain points and demonstrating how their products or services provide solutions. The workshop includes interactive training, panel discussions, and exercises aimed at refining pitch strategies.

1. Selling Smart Workshop Series

2. Selling Smart Workshop:
Pitching Your Business to Make Impact
Kentaro Roy
Justin Gibson
Joe Marr Jr.

3. 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

4. Selling Smart Workshop Today: Pitching Your
Business to Make Impact
Workshop : How to pitch in a brief,
targeted way to get prospects
emotionally involved
Panel Q & A : How pitching to the gut
works, real-world

6. Blah, blah, BLAH!
When’s this guy going
to shut up already?

7. 30 Second Commercial
Pitching to the gut –
leveraging emotion

8. It’s About Them.
 They don’t care what you care about.
 They care that you care about them.
 They care when emotionally involved.
So how do we pitch?

9. Be real.
 Conversational
 Avoid jargon
 Simple words
 Be brief

10. EElleemmeennttss::
1. The Introduction
 Who you are, your position, your company.
1. The Pain Statement
 2-3 pains from 3rd parties (…prospects come with…)
 Emotion phrases: frustrated, afraid, overwhelmed.
1. The Benefit Statement
 How your product or service resolves 2-3 pains.
1. The Hook Question
 Direct question to determine if they have these pains.
 Negative reverse is best.

11. EElleemmeennttss::
1. The Introduction
 Who you are, your position, your company.
1. The Pain Statement
 2-3 pains from 3rd parties (…prospects come with…)
 Emotion phrases: frustrated, afraid, overwhelmed.
1. The Benefit Statement
 How your product or service resolves 2-3 pains.
1. The Hook Question
 Direct question to determine if they have these pains.
 Negative reverse is best.

12. EExxaammppllee::
2. …I work with companies who are tired of running
multiple databases and are frustrated with
spending more time merging them together than
managing accounts receivable...
3. I help with software that easily merges
databases together and frees up the time
wasted in accounting to work on billing and
receivables.
4. But you guys probably don’t have to merge
databases?

13. EExxaammppllee::
2. …I work with companies who fear that their
website should be doing something to bring new
business and they’re frustrated that they don’t
know what it is, and they’re embarrassed with
how crappie it looks.
3. We help them by first learning what they expect it
to do then design it to do more than they
expect building in flexibility so they can make
easy upgrades .
4. But I’m guessing you’re already completely happy
with your website?

14. EElleemmeennttss::
1. The Introduction
 Who you are, your position, your company.
1. The Pain Statement
 2-3 pains from 3rd parties (…prospects come with…)
 Emotion phrases: frustrated, afraid, overwhelmed.
1. The Benefit Statement
 How your product or service resolves 2-3 pains.
1. The Hook Question
 Direct question to determine if they have these pains.
 Negative reverse is best.

15. EExxeerrcciissee
 Write your own
 Groups of 3
 Group provide feedback, help
refine

16. 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

17. Selling Smart Workshop:
Pitching Your Business to Make Impact
Justin Gibson
Joe Marr Jr.

18. Lessons Learned
 One takeaway
 Can you use it?
 On Business Card:
 Questions – “Q”
 Speaking Opportunities – “S”
 Contact me – “C”
 Raffle

19. Selling Smart Workshop Series
September 5, 2012 9-11 am
Communicating Value with Questions
Panelists:
 John Mills - Simuquest
 Dave Bilbrey – Sales Force Services
 Joe Marr – Sandler Training Ann Arbor

20. Selling Smart Workshop Series