data.com connect presents: craig wortmann - working a room: how understanding cold-calling helps you...
TRANSCRIPT
#2015ConnectCon @connectmembers facebook.com/connectmembers #2015ConnectCon @connectmembers facebook.com/connectmembers
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Working a Room: How understanding cold-calling helps you succeed in being memorable
Craig Wortmann Author, Professor, Entrepreneur [email protected] www.salesengine.com @craigwortmann @salesengine
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#2015ConnectCon @connectmembers facebook.com/connectmembers
“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 [email protected]
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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