Going and finding new customers for our business can be nerve racking and unfulfilling, unless we know some graceful, low pressure and high finesse ways to do it, and it starts with our mindset. In this session we’ll examine reluctance feelings and some proven tactics for overcoming them, as well as proven tactics for getting to decision makers and making an impact with them.

1. Selling Smart Workshop Series

2. Selling Smart Workshop:
Overcoming Prospecting Paralysis
Elyssa Daniel–
Michigan Radio
Steve Jacobs–
Velocity Data Centers
Joe Marr –
Sandler Training- Ann Arbor

3. Selling Smart Workshop:
The Board of Directors
Maya Adrine–
Golden Limousine
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:
Overcoming Prospecting Paralysis
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Examine reluctance feelings and methods for
overcoming them
Proven tactics for getting to decision makers
Compose and practice a prospecting
approach customized for your business.
Panel Q & A : How to apply prospecting tactics
with finesse and grace, real-world

6. Overcoming Prospecting Paralysis

7. Cause: programming.
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From childhood
77% of behavior programmed
Self-limiting attitudes / beliefs
Sales stigma
Between parents

8. Cause: emotional
involvement.
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Seeking affirmation
Fear rejection
Take it personally
Self-consciousness
Tough gatekeepers
worst case?

9. “Sales is no way to get your
emotional needs met, it’s a way to
go to the bank.”
D. Sandler

10. “You can’t fail at prospecting
unless you fail to prospect.”
D. Sandler

11. Solution: plan
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Block out time daily
Do it
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Get better at it
Gain confidence
Get results
Success is doing it
Journal it

12. Solution: positive self-talk
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Drown-out negative
Say it
Write it
Believe it
BC/WC

13. Solution: BC/WC matrix
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Best case if I do it
Worst case if I do it
Best case if I don’t do it
Worst case if I don’t do it
Dr. Ben Carson,
“Take the Risk”

14. Solution: be yourself
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Be imperfect
Conversational
Have fun
Go for the “no”

15. Summary; Solutions:
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Understand your programming
Plan your prospecting
Positive self-talk
Be yourself
Stop sounding like a “salesman”!

17. GETTING PAST THE
GATEKEEPER
Call at the top:
 familiar
 customer
 not a salesperson
They expect you to sound like a salesperson.
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Interrupt the pattern
Sound like you expect to be put through.

18. Voicemail-Jailbreaks
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$million attitude brevity
It’s important.
Truncated message
“…better give you my cell…”
3X and it’s over?

19. Redirecting Gatekeepers
When they start the inquisition, redirect with:
 urgency
 reversing / confusion
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“Oh…I’m sorry…”
overload

20. We’ve talked about gatekeepers…
…how about PROSPECTS?

21. Traditional Call
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Opening (fake)
Pressure Pitch / Sell
Trial Close
Overcome Objections
Power Close

22. No Pressure Call
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Pattern Interrupt
Mini UFC
30 Sec Commercial
+ Hook Questions
Get Appointment
Post Sell
UFC for Appointment

23. Make one.
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10 minutes

24. Exercise
Groups of 3
 Roles:
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Sales Person
Prospect
Observer
Phone Call
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Run down the worksheet
PLAY it “REAL”

25. Lessons Learned
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One takeaway
Can you use it?
On Business Card:
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Questions –
Speaking Opportunities –
Contact me –
Raffle (Free e-book, too!)
“Q”
“S”
“C”

27. 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

28. Selling Smart Workshop:
Overcoming Prospecting Paralysis
Elyssa Daniel–
Michigan Radio
Steve Jacobs–
Velocity Data Centers
Joe Marr –
Sandler Training- Ann Arbor

29. Selling Smart Workshop Series
January 8, 2014 9-11 am
Everything you ever wanted to
know about SALES, but were
afraid to ask – 2 Hour Panel Q&A on
all topics Sales ---Bring it on!

30. Selling Smart Workshop Series

31. What hoops are you jumping
through?

32. Hoops
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Call me in 3 weeks.
I need to think about this; keep calling me.
We're just not ready, come back in awhile.
You're much too expensive, can’t you give
me a discount?
I'm just not sure your product will do, can you
guarantee it?
How about you let me use it for a month and
if I like it I’ll pay for it?
Etc. (Think of your own)

33. What hoops do they give you?
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How do you answer?
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How should you answer?