Most people blather-on to prospective customers about all of the stuff they love about their product or service, and then wonder why the prospect doesn’t “get it”. This session will demonstrate and then help you to state your business in a brief, targeted way so a prospective customer will appreciate your value, and get emotionally involved enough to want to know more about your offerings. The panel will share how this approach has helped them build successful businesses, and how they have adapted the concepts to match their own personalities, so they don’t even sound like they are “selling”.

1. Selling Smart Workshop Series

2. Selling Smart Workshop:
Pitching Your Business to Make Impact
Marisa Smith –
The Whole Brain Group
Megan Torrance –
Torrance Learning
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:
Pitching Your Business to Make Impact
Workshop : How to pitch in a brief,
targeted way to get prospects
emotionally involved
Panel Q & A : How pitching to the gut
works, real-world

6. Blah, blah, BLAH!
When ’s this guy going
to shut up already?

7. 30 Second Commercial
Pitching to the gut –
leveraging emotion

8. It’s About Them.
 They don’t care what you care about.
 They care that you care about them.
 They care when emotionally involved.
So how do we pitch?

9. Be real.
 Conversational
 Avoid jargon
 Simple words
 Be brief

10. Elements:
1. The Introduction
 Who you are, your position, your company.
1. The Pain Statement
 2-3 pains from 3rd parties (…prospects come with…)
 Emotion phrases: frustrated, afraid, overwhelmed.
1. The Benefit Statement
 How your product or service resolves 2-3 pains.
1. The Hook Question
 Direct question to determine if they have these pains.
 Negative reverse is best.

11. Elements:
1. The Introduction
 Who you are, your position, your company.
1. The Pain Statement
 2-3 pains from 3rd parties (…prospects come with…)
 Emotion phrases: frustrated, afraid, overwhelmed.
1. The Benefit Statement
 How your product or service resolves 2-3 pains.
1. The Hook Question
 Direct question to determine if they have these pains.
 Negative reverse is best.

12. Example:
2. …I work with companies who are tired of running
multiple databases and are frustrated with
spending more time merging them together than
managing accounts receivable...
3. I help with software that easily merges
databases together and frees up the time
wasted in accounting to work on billing and
receivables.
4. But you guys probably don’t have to merge
databases?

13. Example:
2. …I work with companies who fear that their
website should be doing something to bring new
business and they’re frustrated that they don’t
know what it is, and they’re embarrassed with
how crappie it looks.
3. We help them by first learning what they expect it
to do then design it to do more than they
expect building in flexibility so they can make
easy upgrades .
4. But I’m guessing you’re already completely happy
with your website?

14. Elements:
1. The Introduction
 Who you are, your position, your company.
1. The Pain Statement
 2-3 pains from 3rd parties (…prospects come with…)
 Emotion phrases: frustrated, afraid, overwhelmed.
1. The Benefit Statement
 How your product or service resolves 2-3 pains.
1. The Hook Question
 Direct question to determine if they have these pains.
 Negative reverse is best.

15. Exercise
 Write your own
 Pitch to a partner
 Partner provide feedback, help
refine

16. 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

17. Pitching Your Business to Make Impact –
The Panel:
Marisa Smith –
The Whole Brain Group
Megan Torrance –
Torrance Learning
Joe Marr –
Sandler Training Ann Arbor

18. Lessons Learned
 One takeaway
 Can you use it?
 On Business Card:
 Questions – “Q”
 Speaking Opportunities – “S”
 Contact me – “C”
 Raffle

19. Selling Smart Workshop Series
September 5, 2012 9-11 am
Communicating Value with Questions
Panelists:
 John Mills - Simuquest
 Dave Bilbrey – Sales Force Services
 Joe Marr – Sandler Training Ann Arbor

20. Selling Smart Workshop Series