1.Presented by:

2.

The changing face of selling

The prospecting headache

• Research, Research, Research

Warm calling

Becoming business partners

3. 4. Yesterday Today 5. The product advantagehas all but disappeared

In a world of commodities the only differentiator is

YOU! 6. Why should I brand myself?

If you don't brand yourself, others will.

Catherine Kaputa

7. 8. 9. 10.

The more prospects I see the more deals I'll close

I need to keep my sales pipeline full of prospects

Getting an appointment means the prospect is interested

11.

Referrals

Networking

Tap existing client base

Their suppliers & customers

80/20 Rule . the cost?

12.

Finding compelling reasons to engage

Detective/forensics looking for clues to entry-point

FIND A LINK

13. 14. 15. 16. 17.

Plan watch your internal dialogue

Intro Ive been looking at your website and

Present the link opportunity

Our specific USP (how we can help)

Name drop 3rd parties

Close on a meeting

18.

Use first names

Dont ask if you can talk

Peer to Peer

LISTEN

Words per minute?

How fast does the brain think in WPM?

Be succinct - to the point

19.

Religion

Sex

Mystery

Preferably under 10 words

20. 21. 22.

It is a team of 2 working together

Trusted Advisor

Enabler

Win Win Outcomes

23. Turbulent Talk:

Negative words that focus immediately on what cannot be done

Yes, but I'm afraid Ja, okay, alright (& other slang) Cannot Unfortunately No But Unavailable I can't promise, but Sorry Unable I'll try 24. Partnering Talk:

Words & phrases that create a positive, proactive, empathetic response

Yes, we can We're on the same side What do you think? Certainly Let us 25.

HR =staff welfare motivated - churn

MD =ROI - strategy

SM = sales ratios targets

PM = Quality - waste reduction- efficiencies

26.

Stop selling your product/service sell yourself

Research researchresearch

Find a meaningful link

Understand their business intimately

Put them 1 stnot your product

Add VALUE at every opportunity

27.

The changing face of selling

The prospecting headache

• Research, Research, Research

Warm calling

Becoming business partners

28. Would you buywhat you are selling? 29. Presented by: 30.