data.com connect presents: craig wortmann - working a room: how understanding cold-calling helps you...

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Working a Room: How understanding cold-calling helps you succeed in being memorable

Craig Wortmann Author, Professor, Entrepreneur craig@salesengine.com www.salesengine.com @craigwortmann @salesengine

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“Success is a few simple disciplines, practiced every day; while failure is

simply a few errors in judgment, repeated every day.” - Jim Rohn

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Knowledge

Skill

Discipline

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The Art of Conversation

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Sales Trailer

What does that

mean?

How do you do this?

The Whole Picture You Them

The Art of Conversation

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Art of Conversation Worksheet

Differentiators Value

Proposition 3 Clear Points

PG-13 Fresh Provocative Clear Exciting

Write your Sales Trailer here

Write your 2nd bubble of conversation here

Sales Trailer

What does that

mean?

You Them

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How do you do this?

Qualifying Impact

Questions Listening

Stories Objections Fit

Capture the stories you might tell & objections you will face

The Whole Picture

Art of Conversation Worksheet

You Them

Write some qualifying & impact questions, and truly listen to the responses

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“To know what to leave out and what to put in; just where and just

how, ah, that is to have been educated in knowledge of

simplicity.” - Frank Lloyd Wright

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“We help companies

build and tune their sales engine.”

People Process

Tools

Qualifiers “How do you measure

discipline?”

Story: “ClairVoyance turnaround”

Sales Trailer

What does that

mean?

How do you do this?

The Whole Picture

The Art of Conversation

You Them

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“We revive ailing

schools.”

Smart Real-World Hands-On

Qualifiers “How will you tackle

this turnaround?”

Story: “Throw-up decisions

Sales Trailer

What does that

mean?

How do you do this?

The Whole Picture

The Art of Conversation

You Them

#2015ConnectCon @connectmembers facebook.com/connectmembers

Sales Trailer

What does that

mean?

How do you do this?

The Whole Picture

The Art of Conversation

You Them

#2015ConnectCon @connectmembers facebook.com/connectmembers

Go Sell

Craig Wortmann craig@salesengine.com

847.922.2209

Blog: www.salesengine.com/blog

Inc. column on selling: http://www.inc.com/author/craig-wortmann

Twitter: @salesengine

@craigwortmann

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Thank You Thank You

15

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Coming Up at 10:50 a.m.

16

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