1. BizSmart Webinar LinkedIn or LinkedOut. Speaker: Nigel Dunand, Sandler Training. Date: Monday 16th November 2015 Time: 5.00pm The next BizSmart webinar will focus on how to use LinkedIn as part of your new business prospecting strategy. Nigel will highlight the 3 most common misconceptions that waste time and effort. Speaker: Nigel Dunand, Sandler Training. Date: Monday 16th November 2015 Time: 5.00pm

2. LinkedIn The Sandler Way 25 Secrets that Show Salespeople How to Leverage the World’s Largest Professional Network Download a copy of the eBook at: http://tinyurl.com/phkuzay ©2015 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) and the Sandler Submarine (with design are registered service marks of Sandler Systems, Inc. LinkedIn is a registered service mark of LinkedIn, Ltd. The services of Sandler Systems, Inc. are not affiliated with or sponsored by LinkedIn, Ltd. Nigeldunand@Sandler.com

3. WEBINARS ARE BORING! Your role: take notes. Email me your lessons and actions

4. TRADITIONAL SELLING Generate Interest Qualify Presentation Follow up

5. PROSPECT SYSTEM Mislead about Interest Get All the Info You Can Commit to Nothing Disappear Lie Steal Lie Hide

6. Prospect Vs Traditional Mislead about interest Get All the Info You Can Commit to Nothing Disappear Generate Interest Qualify/Present More Presentation Follow up

7. Traditional Sales- psychological relationship

8. Alternative psychological relationship

9. Typically there are 3 components to get to the end goal Objective: Get in front of more of the right prospective clients Objective: Get in front of more of the right prospective clients End Goal: To make sales to some of them within an acceptable time frame End Goal: To make sales to some of them within an acceptable time frame IDENTIFY and BUILD contacts with right people 1 1 ATTRACT and COMMUNICATE with those people 2 2 DEVELOP relationships that TURN INTO conversations and invitations to meet 3 3

10. …MINDSET TIPS VS Creating Client-Attracting Profile Myth vs reality

11. ADVANCED SEARCH Use LinkedIn to find new connections to existing prospects Use the Advanced Search tool to build a better list Check “People Also Viewed” & “Similar Companies”

12. Advanced user best practice tips…… Know your numbers

13. Technique tips. Save time by having standard responses

14. THE IDEAL NETWORK Do you need to trim your referral tree? Open networker vs Closed Or VALUE NETWORK

15. MAKING CONTACT Sandler Rule 8 “When prospecting, go for the appointment” Pattern Interupt, Personal connection Mini UFC Hooks Y or N

16. Advanced user best practice tips…… Record your approach calls Behaviour trumps technique Tonality trumps the actual words Share best practice Find a mentor Find a mentee Fine tune your pattern interrupt, up-front contract, and pain hooks. Managers tip: Role play for your sales people. Have them critique you. Incorporate their suggestions. Then ask them to do it.

17. BREAK THE RULES AND CLOSE MORE DEALS- MASTERCLASS Taster events for the Boss held at 30 locations around the country monthly

18. Thank You! Download the a copy of the eBook at: https://hd113.isrefer.com/go/LI-linkedin-offer-zz/a387 Nigel Dunand NigelDunand@sandler.com

19. BizSmart – Where Smart people go to surround themselves with other Smart people, to gain business success. www.biz-smart.co.uk