Effective networking will help you to create a sustainable pipeline of new business opportunities and increase your sales and profit performance. This session will share proven tactics, strategies and activities that increase a business’ brand presence in their market to establish a continuous stream of new customers and clients, as well as expand relationships with existing clients. The panel will field questions and offer consultation posed by the attendees to help them adapt the concepts to their business and market.
2. Selling Smart Workshop:
Selling Services Practicum
Greg Peters -
The Reluctant Networker , LLC
Joe Marr – Sandler Training Ann Arbor
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:
Increase Your Pipeline with Networking
Finesse
Workshop :
Focus your networking efforts
The biggest networking mistake
Long Term Payoff
Panel Q & A
5. “ Seek first to understand, then to be understood.”
S. Covey
17. Open the Toolbox
Jedi Mind Trick
The ART of Networking
Awareness
Relationship Development
Trust
18. Open the Toolbox
Jedi Mind Trick
The ART of Networking
Awareness
Relationship Development
Trust
Make your list
19. Questions for the Panel
On break take a moment to write
questions for the panel about:
The workshop
The panelists application of the system
Specific challenges in your business
Anything
20. Selling Smart Workshop:
Selling Services - Panel
Greg Peters -
The Reluctant Networker , LLC
Joe Marr – Sandler Training Ann Arbor
21. Lessons Learned
One takeaway
Can you use it?
On Business Card:
Request Contact – “R”
Speaking Opportunities – “S”
Tips for Good Networking – “T”
Raffle
22. Selling Smart Workshop Series
AUGUST 1, 2012
Pitching Your Business to Make Impact
Panelists:
Marisa Smith - The Whole Brain Group
Megan Torrance - Torrance Learning
Joe Marr – Sandler Training Ann Arbor
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
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…
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…
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…
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.
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?
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?
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?
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?
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?
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?
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.