Build vendor contacts into relationships, and build those relationships into long lasting business opportunities.

A way of thinking

For the 20% that do, it can revolutionize how you work with

vendors

Majority won’t adopt

• Dunbar’s Rule• Pareto Principle

Quality / Quantity

Leverage Yourself with Effective Vendor Sales Meetings.

Effe

ctiv

e M

eans

…• Have the Right Goals• Teach the Right Things• Have the Right

Deliverables

Three Promises

• Nobody likes to fill out forms and they certainly don’t want to do your job

I’m not going to show you how to fill out any forms

• You must make a connection so they can identify with you

Based, not on theory, but on actual selling situations

you’ll recognize

• Deliver solid sales tips and they’ll turn to you again …and again …and again

Show you 3 things that will make leasing a more effective selling tool

Rig

ht

Goals

…1. Establish Yourself as

an Expert

2. Identify Top Sales Performers

Establish Yourself as an Expert

• But not in Their Product• And not in Your Product

…In Their Profession

We Tend To Teach the Wrong Things

We teach what we want them to sell

We should teach things that make them better salespeople

True Leases are the Best Sales Example

Demonstrate

Common Mistakes How it Should Be Done Deliver on Deliverables

Identify Top Sales Performers

Questions they ask

Deference of others

Plaques & Awards

Receptionists and Staff

Follow up INDIVIDUALLY afterwards

Can work with any company they want to

Future top performers follow their lead

Transactions are NOT

what you do for your vendorsTransactions

are the RESULT of

what you do for your vendors

Perception Matters

…Your Vendors

But Not Yours…

Gerry EganNEFA Executive DirectorDirect Phone: 847-380-5052Email: Gegan@NEFAssociation.org

NEFA Funding Symposium, Sep 18-20, 2014 / San Antonio, Texas