2. 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
3. SELLING SMART BOARD:
Maya Adrine
Golden Limousine, Int’l
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training Ann Arbor
5. SELLING SMART WORKSHOP TODAY:
SETTING GROUND RULES FOR HEALTHY
BUSINESS RELATIONSHIPS
Workshop : A skill to help a sales person
to gain more momentum in sales
situations through verbally setting up
front contracts for each interaction
Panel Q & A : How UFC’s work, real-world
6. DEFINITION OF AN UP FRONT CONTRACT:
Agreement between a Salesperson and a
Prospect or Client about what will take
place before an interaction.
No mutual mystification!
7. THE FIVE ELEMENTS OF A UFC
Purpose
Their Agenda and Expectations
My Agenda and Expectations
Time
Outcome
“No is OK”, Yes means…
9. THE TERMS OF A UFC
Both you and the prospect must agree!
At every interaction – before it takes
place.
Ask yourself two questions:
1.What happens next?
2.What would they say happens next?
10. WHEN SHOULD YOU MAKE A UFC?
On the phone , prior to a first meeting
Anytime you’re going to have a meeting
Prior to another step
Conclusion of sale
Conclusion of every meeting
= EVERY INTERACTION
11. SHOULD YOU REVIEW AN UFC?
Always Review UFC Before a Meeting - - They
May Not Remember!
Example of an UFC Review
12. DANGERS WITH NO UFC:
Free Consulting
They Ask All of The Questions
Don’t Allow You to Discover Needs
LONGER SALES CYCLES***
UFC Avoids these traps!
13. RULES
A strong UFC gives you the opportunity to deal
with your biggest fears up front.
A strong UFC guarantees no interruptions during
your sales call.
A strong UFC requires that a decision be made at
each intermediate meeting.
14. EXERCISE
1. Complete the UFC Outline – 5 minutes
Your next sales call
Client meeting
Interdepartmental meeting
2. Pair-off, brief partner
3. Set up-front contract w/partner-3
minutes
4. Partner provide feedback, help refine
15. LESSONS LEARNED
One takeaway
Can you use it?
On Business Card:
Questions – “Q”
Speaking Opportunities – “S”
Contact me – “C”
Raffle
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 BOARD:
Maya Adrine
Golden Limousine, Int’l
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training Ann Arbor
18. SELLING SMART WORKSHOP SERIES
NOVEMBER 6, 2013 9-11 am
Working Well with Annoying People
How to quickly identify personality
styles and simple ways to adapt to
make more productive interactions
with EVERYONE
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
Accidental sales is the rule- not exception
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.
