Tips for sales professionals working in publishing.

1. High Performance Sales Skills APA Steve Herzberg, NRG Solutions 24th May 2010

2. Lets get started What is the hardest part of selling for you? Why? How is the industry changing and what impact does this have on you as a sales professional? What are 3 traits you’d see in great sales people? Who do you sell to / your role?

3. What is today about?

4. Successful relationships 8. Understanding of roles 9. Interested in other parties needs 10. Risk taking 11. Appreciation 12. Reciprocation 13. Ideas 14. Referrals – Given and received 15. Help each other achieve success Trust Shared experiences Honesty Mutual respect Listening Feedback Advice

5. What are your goals?

6. How do you work out who to spend your time with? More time with the right customers = 20% growth in 2010

7. The Trusted Advisor Don’t lie, ever If you don’t know the answer, admit it Do your homework Ask questions Listen actively to your customers Balance approachability with credibility When you need help, ask Show appreciation Focus on the other person Be curious

8. The 4 outcomes from a sales call

9. More Assertive / Extroverts FAST DRIVER PROMOTER SUPPORTER ANALYST SLOW RELATIONSHIP TASK Less Assertive / Introverts

10. What will you achieve in 2010 More time with the right customers = 20% growth in 2010

11. What makes a great sales person?

12. Sales success in your hand Fear Relationships Future Little things Attitude

13. Champions do these daily Maintain high activity levels (NRG) Understand their products and believe in them Strengthen their customer relationships Leverage from existing relationships Allocate their time to their best opportunities their customer knowledge On the look out for new opportunities Looking for problems their customers may face Work towards exceeding Utilise the team around them

14. Prior to the sales call Why am I seeing them? What should I take in with me? Key advancements planned Clarity on call objective Have I followed up with commitments made last time What’s my back up plan Have I prepared for the objections I will receive Am I mentally prepared for this call? Have I looked at all the sales figures / relevant info

15. 10 traits I see in great planners Practice delayed gratification Make proper use of a diary / electronic calendar Value their time Very good at saying no Write things down and refer to them later Use their downtime wisely Realistic about how long tasks take to complete Use the 4 D’s all the time Understand their own bio rhythms Have developed a system that works well for them

17. Partnering – consultative selling

18. collaboration = solutions

19. Focus on the customers customers

20. emphasis on call planning to add real value

21. Matching the channel to the customer

22. Deeper knowledge of key customers – more time

23. Stronger self management

24. activity levels = greater resultsMore time with the right customers = 20% growth in 2010

25. Calling a prospect Greeting Reason Investigation Next steps

27. steve@nrgsolutions.com.au

28. 0421 864 288

29. steveherzberg.blogspot.com