1. Presented by Joe Ellers
The Plutonium Rule “How to Become More Proactive in Your Sales Efforts”
Presented by
Joe Ellers

2. Your Presenter:
Joe Ellers- Consultant, Trainer, Speaker & Business Strategist.
Author of:
-The Sales Manager’s Handbook -Sales Professionals 6-Step Guide To Mastery -Sales Management Excellence -Implementing Process Improvement

3. Do Unto Others…
The real keys in selling…
Do It Now
Act versus React

4. The Most Important Concept
Don’t wait for the customer to take the next step…
They will not call you back
They will not do what is required to move the sale along (unless they are really motivated) but they might buy from you if make it easy to buy
You always have the option of doing it

5. Every day you need to do some of these things…
Calls on new customers
Calls on new people in existing customers
Calls on people you know to try and sell focus products
Calls on customers to get your proposed solution approved
Calls to get permission to quote/deliver quotes
Calls to close sales

6. A couple of questions… Is my time fully leveraged?
What percent of my next step activities are in my control? How many am I waiting on my customer to do something?

7. Move from reactive to proactive…
For every major piece of business:
What needs to happen next?
Why would the customer agree to let you do it?

8. Summary of Action Items
Do It Now
Act versus React
Don’t wait for the customer to take next step
Every day do some proactive parts of the sales process
Understand how much time you have
Understand what is required to move from reactive to proactive on every piece of business

9. Presented By: Joe Ellers
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Thank You