2. Face-to-face sales interactions are typically viewed as the most valuable activity by Sales Leaders.

3. Today, getting in the door is more difficult than executing face-to-face sales calls. 5 years ago they were right.

4. The primary differentiator of today’s top Sales Rep is the ability to prospect.

5. This could be prospecting for new business or different buying centers within existing customers. Both are difficult. Both are where the potential is.

6. Why do sales people inflict so much pain on themselves?

7. They are instructed to use outdated prospecting techniques They are resistant to change and make excuses such as, “our buyers aren’t on social media” Most sales training is focused on execution once in the door Organizations inhibit the use of modern prospecting methods They make the mistake of relying on someone else to prospect Here’s why…

8. Organize a sales speech out of this world

9. 5 ways to “get in the door”…..

10. 1.Approach the right doors Some doors aren’t worth approaching. Clearly define your target audience first. Is your sales team focused on customers with the highest potential to buy your solution? Or do they call on low value prospects and saturated customers?

11. 2. Buyer Centric Messaging Have you ever had a feeling that an advertisement was meant for you? The goal is to make every communication speak directly to your buyer. Speak directly to the buyer’s fears, objectives, and personal wants.

14. 3. Use Social Listening – understand what your buyer cares about. Is there a better way than watching their behavior first hand? This works whether using social prospecting, email, or phone. Your buyers will give you the answer to the test and you aren’t cheating.

17. 4. Refine Writing Skills Produce succinct, clear, and compelling copy that drives an actionable response. Think of how many more emails you send than conversations you have each day. We communicate via the written word much more frequently than orally. Yet we focus most of our time on improving oral communication skills.

18. 5. Incorporate Social Prospecting LinkedIn is not a clogged channel. Email and the phone are. You can use relationships to get access to buyers. Using social is more effective and less painful than cold calling.

20. Class activity sell me this pen.

26. Create customers for life Know your customer Evangelize your value Personlize customer interactions Harness right skills and incentives Say ‘Thank You’ for every situation. Continually optimize your performance (measure their activity) CRM Solutions (constant contact

27. Class activity Which Sales Promotion Tool?

28. Choosing from the below list of possible tools, identify which sales promotion would be most appropriate for: – A newly launched chocolate bar – Computer software (for editing digital photos) – A woman’s fashion clothing store What is it

29. Chocolate bar? Computer software? Clothing store? Sales Promotion Tools 1A 20% discount 220% extra free 3 A cash-back offer (from manufacturer) 4A two-for-one deal 5 Discount via a coupon (e.g. shop-a-docket)

30. Chocolate bar? Computer software? Clothing store? Sales Promotion Tools 6 A competition (e.g. win a PS2) 7 Extra points on a loyalty program 8 Receive a free gift (if spending more than $X) 9 Buy another product at a discount 10 Access code for special web-site