2. Selling Smart Workshop:
Why have a system?
Rich Austin -
Sandler Training- Ann Arbor
Joe Marr, Jr. –
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 Have a System?
Workshop :
Accidental salespeople
Common problems
Cultural sales default
Pattern interrupt - new approach
Panel Q & A
6. Discuss – groups of 3
Sales problems
The cost.
Commitment: On scale of 1-10.
7. 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
21. Pattern Interrupt
Ground Rules - UFC
Compelling Reasons-Pain
Budget for time / $
Decision criteria
Fulfillment
Post-Sell
Systematic Approach:
22. “ Seek first to understand, then to be understood.”
S. Covey
23.
24. 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
25. Lessons Learned
One takeaway
Can you use it?
On Business Card:
Questions – “Q”
Speaking Opportunities – “S”
Contact me – “C”
Raffle (Free e-book, too!)
Why have a system? Because having no system is why salespeople fail. It’s mostly because Accidental sales is the rule- not exception
Accidental sales is the rule- not exception
Accidental sales is the rule- not exception
Groups of no less than three, figure it out, go it’s a math problem
Toughest decision of the day whos gonna be the Notetaker
-Problems that people have with sales (salespeople)
-very first time a salesperson and a prospect have a human to human interaction… to figuring out what it is that prospect needs, how we are going to help them, building a proposal, presenting it all the way to closing it or not…
Ahead of that is marketing and brand awareness, not talking about that. We are all problem solvers here, I want you to refrain from doing that here… We don’t need the problems solved yet just the problems you see. Go
Go around the room, get problems till they run out
Lesson #1: we are all dealing with the same stuff- selling a product/service, doesn’t matter
Biggest three or four things on the list that are the biggest issues for you
How much have those problems cost you? if pres or CEO, look at it like top line revenue or bottom line profit-net margin
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
Prospect’s Buying System.. this is where it gets fun. they have a process, some of em know it, some of em don’t. and there are various levels of sophistication to it… chances are they have been trained in some form of what I am about to show you. Even if you are selling to mom and pops who haven’t been trained, chances are they are using the same system even if they don’t know it. Ask for forgiveness about the harshness of their system
Lie- two types… H 2 H interaction… lets assume it’s a cold call.. what may be a lie that a prospect tells a salesperson? Designed to make us go away… Brush off- shes an honest a person as there is… why did she lie to the salesperson?
$Struggling to find terms of endearment for salespeople? Doesn’t matter whether you own the business or youre a salesperson, doesn’t matter if you’re honest, doesn’t matter if you’d never take advantage of someone… the moment you show up to try to convince someone to buy something you have a label on your forehead and its not good. That’s our first problem
Another type that is much more dangerous- Hey Joe, glad you called, perfect timing. How soon can you get over here? We were just talking about this and we decided to do something about it.
This leads to the 2nd step: Steal… What do they steal from us? Your knowledge, capability, know how, information. So what does the typical salesperson do? Leads to 3rd step
Lie Again: Yeah Joe, I want to thank you so much for getting on this so quickly, we didn’t understand what our options were, we didn’t know how to solve this, you’ve given us some great food for thought… today is Wed, on Fri AM im having a meeting with :_______
Salesperson goes back to the ranch… all excited… Fri AM comes and goes, thinks about it all weekend… Mon AM errbody wants to know where the deal is. They call on Monday and the prospect is in the last step:
Hide….
Look at how these two systems line up… Anybody ever seen this in play?
Buyer:
Wary - Lie
Want info for 0
Defensive -Lie Again
Hide
Traditional Seller:
Schmooze – Suck up
Needs
Proposal
Chase
You’re probably thinking, well if they won’t go along with me and answer my questions about pain, their budget, their decision and I don’t quote, I won’t have any chance at all at the business,… maybe.
Recently Biz owner, training for 2 salespeople and him
“We don’t need to talk, Just quote to the RFQ, and you’ll have a shot.”
“I’d love to work with you but I'm not sure what Id offer, or if it would even be in your ballpark, can I ask you some more questions because I want to give a good quote, don’t want to shoot from the hip.” “Okay, what do you need to know?” Then w/ pain Qs I found out that they’d really prefer ongoing reinforcement (Sandler) training, seminars hadn't worked or them. I found out that he had a quote in hand for $25K for week of training but were willing to invest $50k+ if he thought it would stick, increase close rate just 5% = $250k more in sales, and that he was ready to sign today if I could give him a solid plan.
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.
