1. Bill Bartlett

3. Sell to live? or Live to sell?

4. ∎ “How many of my business problems would disappear if I could sell more of my products or services?” ∎ “What prevents me from selling more?”

5. Top 5 Salesperson Weaknesses:  Need to be liked  Fear of “NO”  Inability to discuss money  Professional visitors  Happy ears

6. Strategy People Process AdvisorPartnerConsultantProblem SolverVendor Sales Competency:

7. PICTURE Attitude BehaviorTechnique Improve Your BAT-ing Average:

8. ∎ “How do I prospect for new business?” ∎ “Am I in front of enough ‘suspects’ to grow my business?”

9. Strategy People Process Keep Your Funnel Full Suspects Prospects Possibles Probables Customers

10. ∎ “What system does my prospect use to control the sale?” ∎ “How do I overcome their system?”

11. Buyer Strategy: Mislead Steal Expertise Mislead Again Hide Salesperson Strategy: Look for Interest Make a Presentation Answer Stalls Chase

12. Bonding & Rapport: Build Relationship Up-front Contract: Mutual Agenda PAIN: Reason to Buy Budget: Investment Decision: Influencers & Timing Fulfillment: Presentation Post Sell: On-Boarding

13. ∎ “ Do I have the guts to implement what I learned today?” ∎ “What roadblocks will I have to overcome in order to do this?” ∎ “Do I need help?”

14. Bill Bartlett 630-778-1500 x 222 bbartlett@sandler.com www.corporatestrategies.sander.com