The document provides tips for salespeople to effectively engage with clients through questioning, active listening, presentations, and written proposals. Some key points covered include: 1) Using open-ended questions that make people think and clarify their needs and priorities in order to gain commitment and partnership. 2) Employing active listening techniques like maintaining eye contact, suppressing your own feelings, and taking notes to fully understand the client's perspective. 3) Creating compelling presentations and written proposals through thorough preparation, rehearsal, visual aids, and understanding different learning styles to maximize information retention. 4) Qualifying leads at exhibitions through quick questioning to determine a prospect's needs, budget, and decision-making authority.

1. New Mindset “ Rethinking your business”

2. Sales

3. Fact-finding Use handy questions that: Arouse attention Make people think Help absorb key points Clarify progress Increase self-confidence Create commitment and partnership

4. Keeping control Control the speed and pace of the discussion Use open questions to probe Use closed questions

5. Questions – Go on a spree S ummarise P rioritise R eflect E xtend E xplore

6. Key questions - WANTS W ants What would you like to improve most? A uthority Who else is involved in evaluating and approving? N eeds What are your key goals? T imescale When will you complete the evaluation and installation? S pend How much money has been allocated?

7. When they reply to your questions: Pause Check back Prioritise Build up Clarify Understand their issue as real and unique Don’t GAG: G ive unsolicited advice A ssume G eneralise

8. Active listening Our 500 most used words have over 10,000 dictionary definitions Listen to how words are specified

9. Active listening – do: Watch their eyes Suppress your feelings Check understanding Use notes

10. Active listening – don’t: Be distracted Interrupt Miss implied needs Queue up your next question

11. Feasibility survey Gain acceptance of need to survey requirements Justify why now Fix top-down contact route Issue advance agenda Interview individually Emphasise your interest in their personal guide Help them to identify issues

12. Key cost-benefits Higher: Lower: Working capital Costs Productivity Aged debt Profit Staff attrition

13. Cost-benefit analysis Calculate benefits in terms of money Build cost-savings into their cost centres Build earnings into their profit centres Minimise your costs with finance options Maximise return with long-term projection

14. Checklist when meeting prospective clients: 1. Analyse and adapt to their personal style 2. Emphasis your role to support their goals 3. Ask permission to take notes 4. Ask about their organisation strategies 5. Ask about their personal priorities

15. Checklist when meeting prospective clients: (continued) 6. Ask them about the ripple effect of issues 7. Ask them to estimate impact on cost/revenue 8. Counter-balance their costs with your cost-benefits 9. Build your uniqueness into their purchasing criteria 10. Reinforce your case studies and proof statements

16. Presenting 1. Prepare 2. Rehearse 3. Ask for feedback

17. Visual display Lettering should be: Max 8 times of 8 words Max 30 numerals Don’t: Have numbers in columns Use a kaleidoscope of colours

18. PowerPoint Check system compatibility Outline content summary Rehearse with notes Animate with coloured pictures

19. Aims of presentation Decide if your purpose is to: Convey information - To tell Purpose - To sell Motivate - To impel

20. Content C onsider time-frame O rganise theme N ame all possible points T ake essential points E nter links and illustrate N ote key points on cards T est understanding

21. Timing There is a dramatic tailing-off of information retention over time. Keep it short and to the point.

22. Pre-delivery Check room and facilities Note names and seating plan Map agenda and time Glow enthusiasm Deep breath Beam round Stand up, head up, speak up

23. Delivery – beginning and ending Examples: Question Prop Anecdote Speech drama Action Surprise Audio-visual gimmick

24. Delivery Pause often Accentuate Vary tone, pitch, speed Repeat key phrases Open hands in front Take short simple words Talk eye to eye

25. VHF – learning styles Visual Hearing Feeling

26. We recall: 10% of what we read 20% of what we hear 30% of what we see 70% of what we take in through all three channels

27. Audience control Allow time for questions Be sensitive to their needs Create interest Decide what they should do/think at end Elicit success by commitment to progress

28. Audience questions Pre-empt Allow time Leave questions and handouts until end Summarise and answer straight

29. Difficult questions If faced with a difficult question: Relay - To group Ricochet - To expert Reverse - To asker

30. Types of people who could be in your audience: Heckler Talker Complainer Whisperer Wonderer Interrupter

31. Written proposals - structure 1. Covering letter 2. Management summary 3. Client aims and objectives 4. Current methods and costs 5. Requirements

32. Written proposals – structure (continued) 6. Proposed improvements 7. Implementation plan 8. Supplier’s unique benefits 9. Cost-benefits and return on investment 10. Appendices

33. Tipping the balance Test acceptability of draft costings in advance Number each page Use graphics Proof-read it yourself

34. Tipping the balance (continued) Make a copy for each decision-maker Tailor to the reader Submit it in person If competing, submit it last

35. Covering letter Personalise to each decision-maker Thank them for assistance to date Put a deadline on the quote Confirm next action

36. Submitting your proposal via third parties Avoid if possible Do their work for them Offer to be available when they submit Include case studies and testimonials Track its route

37. Exhibitions Objective - Qualify and sell to new prospects Opportunities - New leads and visibility Preparation - Send a mail shot and follow up by phone During - Qualify quickly Ask them their WANTS: Wants Authority Needs Timescale Spending power

38. Exhibitions - Don’t: Say ‘Can I help you?’ Pounce Line up Cluster Hover

39. Exhibitions - Do Smile invitingly Keep the stand tidy Use enquiry forms Follow up quickly