In this session, you will learn how to define a prospect’s needs, wants, challenges, and/or problems, or “pain.” You will learn the three components of pain and how to use specific questioning techniques to prompt the prospect’s internal motivation. Additionally, you will learn how to qualify or disqualify the opportunity based on whether your product or service could solve the problems identified.
2. Selling Smart Workshop:
Selling to 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:
The Board of Directors
Maya Adrine -
Golden Limousine Int’l.
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training Ann Arbor
5. Rules
∗ Prospects buy for their reasons, not the
salesperson’s reasons
∗ Not every prospect is qualified to
become a customer
6. The spot at left 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
8. The Four Buying Emotions
∗Pain in the present
∗Pain in future
∗Pleasure in present
∗Pleasure in the future
9. 3 Pain Levels:
Surface
Prospect describes
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
11. Rules
∗ Stop selling features 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.
13.
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 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
16. Lessons Learned
∗ One takeaway
∗ Can you use it?
∗ On Business Card:
∗ Questions – “Q”
∗ Speaking Opportunities – “S”
∗ Contact me – “C”
∗ Raffle
∗ Evaluation Sheets, please
17. Selling Smart Workshop:
The Board of Directors
Maya Adrine -
Golden Limousine Int’l.
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training Ann Arbor
18. Selling Smart Workshop:
Selling to 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 Workshop Series
May 6th
, 2015 11am-1pm
The Psychology of Building Trust with
Prospects
•Learn to effectively build trust like a business
person, not a salesperson
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
Tell a story of when you bought something not based on the benefits the salesperson was pitching.
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.