sales & marketing workshop - canadian meat … · 15 years creating abundance for ambitious...
TRANSCRIPT
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
SALES & MARKETING
WORKSHOP
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Think it over
Unpaid consulting
Radio silence
Being shopped
Turnover
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Agenda
Part 1
• The Dance
• Leading
• Break
Part 2
• Mindset
• The Up Front Contract
• Break
Part 3
• Turnover
• Buyer Leverage & Gambits
• 3 Step MDP
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
The Dance
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
The DanceSeller Buyer
1. Generate
Interest
2. Find Need
3. Present
4. Close
5. F…… U..
1. Closed &
Guarded
2. Asks
Questions
3. Don’t
Commit
4. Delays &
Distractions
5. Hide &
Disappear
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
It’s Over
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Leading the Dance
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
No Pressure
Non-Threatening
Conversation
Willingness to Walk Away
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
SellerBonding &
Rapport
Qualify
Close
Now Present
The Dance
1. Generate
Interest
2. Find Need
3. Present
4. Close
5. F…… U..
Buyer1. Closed &
Guarded
2. Asks
Questions
3. Don’t
Commit
4. Delays &
Distractions
5. Hide &
Disappear
Controlling the
Dance
Up Front
Agreements
I need them to
like me
I must
convince
I must chase
I am equal
I must be
convinced
It’s OK to say
NO
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
SellerBonding &
Rapport
Up Front
Agreements
Qualify
Close
Present
The Dance
1. Generate
Interest
2. Find Need
3. Present
4. Close
5. F…… U..
Controlling the
Dance
Close Propose
Propos
e
Close
Qualify Dis-Qualify
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Think
FeelAct
Top Performer Mindset
LimitationPossibility
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Beliefs
Thoughts
Feel
Judgment Call
Action
Result
Self-Reinforcing
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Up Front Contract
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
PurposeYour Role
Outcome(s)
Time
Prospect’s Role
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
When?• On phone B4 1st meeting • Anytime B4 a meeting• B4 each step• Spouse• Conclusion of the sale• Conclusion of every
meeting• Kids• Everywhere - Everyone
No Mutual Mystification
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
ANOT DeliveryANOT
ppreciate you INVITING me in
aturally you’ll have questions for me
bviously I have questions for you
ypically in about (X) minutes or so, one of two things happens. We might both decide not to take the conversation any further or we might decide on some next step you’d like to take. I’m OK either way. Sound fair?
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Up Front Contract
Practice
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Contact Turnover
Client Centric Satisfaction Tool
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Sources of Buyer
Leverage
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
YOUR Up Front Positioning
• Strength
• Weakness
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Sources of Leverage
Attitude
TechniqueBehaviours
Success
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Sources of Leverage
• Belief
• Need
• Emotion
• Time
• Relationships
• Understanding
• Ownership
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Maximizing
Your
Negotiating
Moments
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Maximizing Your Negotiation Moments
The Response Continuum
Collaborative
Accommodating Assertive
Aggressive
Demanding
Dominating
Obsequious
Subservient
Wimpy
Play Zone
“Authoritative Parent”
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Three Step Mobile Defense Plan
1. Strokes & Assurances
2. Sweat
3. Barter - Concessions
Maximizing Your Negotiation Moments
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Concessions
• Slowly• Small Pieces• Hurt• Get Back• First in – Last out
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Lessons
Learned
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
On the
Ground
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
The
Dirty
Dozen
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
1. The Flinch
2. Your Competition
is Cheaper
3. Lower Authority –
Higher Authority
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
4. Good Guy / Bad
Guy
5. Hot Potato
6. Emotional Outburst
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
7. Fait
Accompli
8. BAFO
9. Stonewalling
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
10. Escalation
12. Changing the
Rules
11. Nibbling
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
1. Recognize – Deal players
2. Pre-Negotiation positioning
3. Unilateral concessions
4. Talking too much
5. Emotions
6. Negotiating unprepared
7. Money is the issue
Seven
Deadly
Sins
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Lessons Learned
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Sources of
Leverage
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Positioning
• Strength
• Weakness
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Sources of Leverage
• Belief
• Need
• Emotion
• Time
• Relationships
• Understanding
• Ownership
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Sources of LeverageAttitude
TechniqueBehaviours
Success
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Maximizing
Your
Negotiating
Moments
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Maximizing Your Negotiation
Moments
The Response Continuum
Collaborative
Accommodating Assertive
Aggressive
Demanding
Dominating
Obsequious
Subservient
Wimpy
Play Zone
“Be hard like
water”
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Maximizing Your Negotiation
Moments
Three Step Mobile Defense
Plan
1. Strokes & Assurances
2. Sweat
3. Barter
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Concessions
• Slowly
• Small Pieces
• Hurt
• Get Back
• First in – Last out
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
Lessons
Learned
Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.
On the
Ground