1. IEEE Sales 101 Lee Stogner Region 3 Membership Development Chair l.stogner@ieee.org

2. Marketing, Advertising, Promoting, Selling I was at the pool and…. l Thats Prospecting! l Thats Marketing! l Thats Advertising! l Thats Promotion! l Thats Selling !

3. The Way It Is At Work l Most Management & Engineering Professionals… l Do not relate to salespeople l Look down on salespeople l Think salespeople lie l Do not think of themselves as a salesperson

4. The Way It Is At IEEE Sections l I am in Education and I dont know how to sell! l I am in Membership, it is not my job to sell! l I cannot lie! l Selling is the IEEEs job.

5. The Way It Really Is l We are ALL in Sales! l We sell to our parents l We sell to our teachers l We sell to our friends l We sell to our significant others l We sell to our employers l We sell to the IRS l We sell to our customers!!!!!

6. Marketing vs. Sales l We have spent a lot of time on Marketing l Marketing: The method of introducing the market to goods & services using mailings, promotions, telemarketing, advertising, etc. l We Must Market continuously l Now it is time to explore Sales l Sales: To persuade or influence to a course of action or acceptance of something. Match products and services to specific customers and needs. l We Must Sell continuously

7. Why Do We Need To Sell? l Hunters Vs. Gatherers l In todays world, you must find customers l Most low hanging fruit has already been picked

8. Believe in What You Sell! l What do we sell? l Printed Publications l Conferences l Online Knowledge l Career Support l Membership – Basic and Society l The IEEE Network l Industrial Relations l Sell with enthusiasm!!!!

9. Know Your Product l Features… Publications/Data/Services l Functions… Who should have it and why l Benefits… Because it can reduce design time and improve product functionality/quality l Availability… What is the availability of conferences, publications, meetings, etc. l Competition l Who, What and at What Price

10. Know Your Product IEEE Membership Portal

11. Know Your Product l Essential information - The free information on the Internet is limited l Networking Opportunities – Meet people outside of work l Career Development – Courses, Workshops, Professional Development l Exclusive Benefits – Email Alias, Financial Advantage and more l The chance to practice with peers outside of work

12. Know Your Resources Membership Development Programs

13. Know Your Resources Membership Supplies

14. Sales Leads…Where Do I Get Them? l Newspapers and Business Journals l Networking l Looking along side the interstate at the signs/buildings l Students l BOD members l Mfg. directories l Other society meetings l Word of mouth l Always be on the lookout for leads!

15. Get Their Attention l Have a 30 second introduction l Benefits that your Section and IEEE offer l Use words like: good, money, easy, new, proven, guaranteed, results, safe, save, best & complimentary l A one or two line summary of your products and service offerings l Your name and IEEE Section/Society

16. Will the Real Decision Maker Please Stand Up? l Must sell to VITO l Very Important Top Officers l You must fish where there are big fish! l Consumers want to look at functions l Managers want to look at advantages l BUT VITOs are interested in BENEFITS l VITO will give us an appointment if you show benefits l Remember…VITOs approve checks!

17. Words Not To Use With VITO l I, fear, failure, fearful, frightened, disappointed, impatient, insecure, anxious, irritated, reject, stress, stupid, maybe, overwhelmed, overloaded, perhaps l We could…(instead say: Would you like to…) l We think…(instead say what you know and you can prove)

18. Words To Use With VITO l Energized, superb, unstoppable, excited, fabulous, excellent, captivating, passionate, compelling, perfect, focused, extraordinary, brilliant, confident, empowered, driven, discover, good, our team, winners, results.

19. Words To Use With VITO www.sellingtovito.com

20. Research The Prospect l Remember in school how you used to research topics for your term paper? l ALWAYS research your prospective customer! l Find out the details of their business l Find out their competition l Find out why they need the IEEE l Strategize how you can help them succeed!

21. Research The Prospect www.ieee.org/r3jobs

22. Build Rapport l No rapport = NO sales l Build long term partnerships l People buy from people they like l People love to talk about themselves l You can learn personal likeness to start relationship l Send thank you cards, notes, etc.

23. Stamp Out Competition l Dont dance with the competition l Some are truly ok l Some will cooperate l Some are ethical l Some like competition l Some will truly like you l Some will trade business with you l Some will help you l MOST WONT. MOST DONT LIKE YOU!

24. Ways To Make Impressions l It takes 7-10 contacts with a prospective customer to get a sale. l A dozen ways to get in front of your customers l Thank you notes for orders, referrals, continued business l Short note about a positive meeting l Article from magazine or newspaper l Something about their competition l Joke, cartoon, etc. l Product announcement l An IEEE newsletter l Notice of seminar that might be of interest l Special sale of offer l A reminder of a pending order l This should be an ongoing effort

25. Rules to Remember for Success l Establish a positive attitude l Believe in yourself l Keep learning how to sell better l Understand the customer l Sell to help l Establish long term relationships l Believe in your products and organization l Be prepared

26. Rules to Remember for Success l Be sincere l Qualify the buyer l Look professional l Use humor l Sell benefits not features l Tell the truth l Dont put down the competition l Use testimonials

27. Rules to Remember for Success l Listen for buying signals l Anticipate objections l Follow up, Follow up l Use the power of persistence l Sell with passion and enthusiasm! l Dare to be dumb….ask questions l ASK FOR THE SALE!!!

28. What the Master Salespeople Say l Idlers do not last long l Strive for a specific goal l Make them come back l Believe in your product and love it l Sell yourself first l Honesty is the best policy

29. What the Master Salespeople Say l Nothing happens until somebody sells something l Pack your todays with effort----and extra effort l Neglected customers never buy; they just fade away l People dont like to be sold----but they love to buy

30. We Were All Great Salespeople l Remember when you were 7 and asked your mom for a candy bar in the store and she said no (#1). PLEASE…no (#2 is now out of the way). l Aw come on….Absolutely NO (#3 and mom is put off by now) l But why cant I have one? N O because it will spoil your dinner (#4 is now finished) Move in for the kill………… l No it wont because I will eat it after dinner. She is on the ropes now and ready to cave in. Well I dont know she weakly states (#5). l PLEASE (in a whiny voice). Well ok but you cannot eat it before dinner! l VICTORY!!!!!! You only got 5 nos and you were prepared to go at least 10! l You probably had a 90% closing percentage when you were a kid. If you achieve this with your current sales you will have all the sales you want!!

31. Resources for Further Study l Selling for Dummies – Tom Hopkins l Solution Selling – Keith Eades l Selling to VITO – Anthony Parinello l Sales and Marketing Management Magazine – www.salesandmarketing.com l IEEEUSA Career Navigator - http://www.ieeeusa.org/business/defa ult.asp l Huthwaite - http://www.huthwaite.com/