SPQ*GOLDSPQ*GOLD®®
Fear-Free Prospecting™ Fear-Free Prospecting™
Prospecting To The Top™ Prospecting To The Top™
The Wedge™ The Wedge™
PROGRAMSPROGRAMS
2008 Manard Warren & AssociatesAll Rights Reserved
CLIENTSCLIENTS
2008 Manard Warren & AssociatesAll Rights Reserved
The Results…The Results…
“… We have improved our online numbers compared to recent months by 160% - 170%. Much of that is attributable to the new prospecting philosophies we have incorporated as a result of working with Manard Warren & Associates.
As a result of this, we now incorporate some important concepts
like having Business Impact Conversations with current customers. Requests for testimonials and referrals are now part of our sales culture. We have revised all our sales training for new hires to reflect the prospecting methodologies that we’ve learned.”
Craig BilligDirector, Hearst Business Development
2008 Manard Warren & AssociatesAll Rights Reserved
The Results…The Results…
“…By implementing your "7 touch method", [we] have increased net new prospect presentation by 35% per week. This process was one of the key sales programs we leveraged to get those results. As a result, [we are] on track to increase sales by 46% over last fiscal year.“
Michele Tomassetti ADP Small Business Services Division Vice President, Sales
2008 Manard Warren & AssociatesAll Rights Reserved
The Results…The Results…
“…Our current year’s sales have grown 50%… I can also tell you that we have had more new sales calls with C level individuals in the past year than ever before."
Deb Cupp Business Development Director Fulfillment Services Standard Register Company
2008 Manard Warren & AssociatesAll Rights Reserved
The ChallengeThe Challenge
Meeting Sales Expectations
• Initiating new contacts in sufficient numbers.
• New appointments with Decision-Makers
2008 Manard Warren & AssociatesAll Rights Reserved
The Symptoms...The Symptoms...
More time is spent making excuses than making contact.
Your people are always “putting out fires” versus prospecting for new business.
Initial meetings are consistently scheduled with contacts other than decision makers.
There is a lack of new accounts in the pipeline.
2008 Manard Warren & AssociatesAll Rights Reserved
The Solution…The Solution…
A two-phased approach to significantly improve sales activity:
• Fear-Free Prospecting - Overcoming emotional barriers that interfere with sales activity.
• Prospecting To The Top - Implementation of a tactical approach to securing more appointments.
2008 Manard Warren & AssociatesAll Rights Reserved
Fear-Free ProspectingFear-Free Prospecting™™
Day One
Participants will...
Confront Sales Call Reluctance® Discover the 12 Psychological Barriers Learn powerful “success” techniques Comfortably make more prospecting
contacts.
2008 Manard Warren & AssociatesAll Rights Reserved
Cost of Sales Call ReluctanceCost of Sales Call Reluctance®®
Doomsayer $20,339.00
Over-Preparer $17,503.00
Hyper-Pro $15,350.00
Stage Fright $ 6,973.00
Role Rejection $ 9,880.00
Yielder $22,299.00
Social Self-Consciousness
$20,540.00
* Average annual difference in commissions.** Utilizing the SPQ*GOLD profile and actual sales results, our research department conducts specific industry and company projects to determine the effect that call reluctance® has on sales results.
2008 Manard Warren & AssociatesAll Rights Reserved
AssessmentAssessment
• The Sales Preference Questionnaire™ (SPQ*GOLD®) is a limited purpose self-descriptive instrument used to assess the presence, predisposition, and degree of sales call reluctance® in candidates for sales positions.
• It is also used to provide assessment-based
support for training and developmental applications with current salespeople in The Fear-Free Prospecting Workshop™
2008 Manard Warren & AssociatesAll Rights Reserved
SPQ*GOLDSPQ*GOLD®®
• Easy to implement – Web-based access.• Fast Results – Reports available in less than 24
hours.• Easy to Interpret – Reports in color-coded format.• Measures Important Behavioral Characteristics
– Motivation– Goal Level– 12 Types of Call Reluctance®
– Filters - Three scales used to detect non-standard attitudes.
2008 Manard Warren & AssociatesAll Rights Reserved
Graphical ReportsGraphical Reports
2008 Manard Warren & AssociatesAll Rights Reserved
Prospecting To The TopProspecting To The Top™ ™
Day Two
Participants will learn to…
Craft a compelling Value Proposition Maximize Visibility Create Competitive Differentiation Secure more new appointments with
key Decision-Makers.
2008 Manard Warren & AssociatesAll Rights Reserved
Delivering A Unique Value...Delivering A Unique Value...
Ineffective prospecting is a “root cause” to the problem of underperforming sales teams.
Sales Call Reluctance® and lack of a consistent approach are key symptoms.
A comprehensive, two-phased approach delivers a material impact.
Manard Warren & Associates has been helping companies achieve proven results for over 15 years.
2008 Manard Warren & AssociatesAll Rights Reserved
Contact UsContact Us
Dan Robinson(561) [email protected]
Manard Warren(972) [email protected]
http://manardwarren.comhttp://prospectingtothetop.com