2. The Psychology of Building Trust
with Prospects
www.sandlerannarbor.com
3. Selling Smart Workshop:
The Psychology of Building Trust with Prospects
Ruth Ann Church –
U of M GLTAAC / Artisan Coffee Imports
Jon Houston –
U of M Credit Union
Randy Moore –
Blue Chip Service, LLC
4. 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. Selling Smart Workshop:
Format
Workshop: 11 am - noon:
∗ Interactive Training Session
∗ Addressing Common Challenges
Panel Q & A: noon – 1 pm
∗ Application
∗ Specific challenges in your business
∗ Anything
6. ®
Sandler
Selling System
∗ Building Trust - B & R
∗ Up-Front Verbal Contracts
∗ Identifying Compelling Reasons
(Pain)
∗ Uncovering Budget
∗ Understanding Decision Process
∗ Fulfillment – “the close”
∗ Post-Sell - Verify Compromises
- Next Steps
- Referrals
7. ∗ What do you strive for?
∗ What’s the common wisdom?
First Impressions
8. ∗ People who are alike, like one another.
∗ People who like each other, trust.
∗ People do business with people they trust.
But mostly, people want to be
heard & understood.
Simple truths:
14. True or False:
People feel more OK about themselves when they
perceive others to be less-OK than they are.
True.
Build a sense of OK-ness by being less-ok.
Struggle (go “Columbo” on them.)
OK / Not OK – T. Harris
15. ∗ Acting cocky, arrogant
∗ Rushing or pressuring
∗ Talking down to the prospect
∗ Asking intrusive questions
∗ Speaking from your world
∗ Using jargon, buzzwords, acronyms
∗ Tentative, oppositional or closed physiology
How We Make Prospect “Not-OK”
16. ∗ Struggle
∗ Slow down
∗ Ask advice, opinion
∗ Get permission to ask
∗ Speak their language
∗ Use common, conversational English, no jargon*
∗ If jargon is necessary, embed lay-definition
∗ Mirroring and matching
How We Make Prospect “OK”
17. “Always let your prospect preserve his or
her dignity.”
“Selling is no way to get your emotional
needs met, it’s a way to go to the bank.”
David Sandler
18. Questions for the Panel
On break take a moment to write questions for the
panel about:
∗ The workshop
∗ The panelists application of process
∗ Specific challenges in your business
∗ Anything
19. Lessons Learned
∗ One takeaway
∗ Can you use it?
∗ On Business Card:
∗ Questions – “Q”
∗ Speaking Opportunities – “S”
∗ Contact me – “C”
∗ Raffle (Free e-book, too!)
20. June 3, 11am-1pm
∗Keep Your Mother and Your Six Year Old out of Your Sales: TA
Next Month:
