This document provides 6 essential steps and 3 secret opportunities for being better at pitching and closing more sales. The 6 steps include: 1) Setting specific objectives and metrics for success, 2) Qualifying prospects versus suspects, 3) Adjusting your selling style, 4) Planning thorough follow up, 5) Moving away from pitches toward qualifying questions, and 6) Developing a list of great qualifying questions. The 3 secret opportunities are: 1) Using LinkedIn groups to directly mail 15 dream prospects, 2) Attending breakfasts, lunches, and dinners to never eat alone, and 3) Preparing exhibitors in advance by priority and stand location. The document also outlines 5 steps to close more deals, which include

1. Be better at pitching
6 essential steps for success
3 secret business opportunities
5 ways to close more sales
Ermine Amies
Sandler Training

2.  What’s your role at your company?
 What are you really good at doing at
work?
 What’s not working when you pitch?
 Two things you’d like out of today?

3. Be better at pitching
6 essential steps to success
and winning more business

4. 1. Evidence of success
Set & track your specific objectives for the exhibition
• Sell on site
• Gather leads
• Qualify leads
• Launch a product or service
• Check out competitors
• Meet existing customers
• Negotiations
• or…….

5. 2. Separate SUSPECTS from your PROSPECTS
Bonding and
Rapport
Qualification

6. 3. Adjust your selling style

7. 4. Plan your follow up before you go
•Write your emails and nurture campaigns before you go
•Block time out in your diary so you will follow up promptly &
have time for next step meetings & calls
•Download any apps – e.g. the event app & Fullcontact or
other app where people (not machines) transcribe the
business cards you collect

8. 5. Don’t pitch - dump your pitch

9. 30 SECOND COMMERCIAL & QUALIFY
• No features & benefits
• Consequences – 3 Pains
• Where would you like to start?
• Which of those challenges have you
faced?
• Which of these things should we
discuss?

10. 6. Questions
Develop a list of great qualifying questions to use and reuse
• What brings you on to our stand today?/Is this your first time visiting
our stand?
• Tell me more about that?
• Have you used/done X before?
• Do you currently use X? Whose?
• What has your experience been?
• What reasons might you have for switching to another company?

11. Be better at pitching
3 Secret Business Opportunities

12. 3 Secret Opportunities
1. LinkedIn groups – direct mail 15 dream prospects

13. 3 Secret Opportunities
1. LinkedIn groups – direct mail 15 dream prospects
2. Never eat alone – start with breakfast….

14. 3 Secret Opportunities
1. LinkedIn groups – direct mail 15 dream prospects
2. Never eat alone – start with breakfast….
…..lunches, drinks receptions & dinners

15. 3 Secret Opportunities
1. LinkedIn groups – direct mail 15 dream prospects
2. Never eat alone – start with breakfast….
…..lunches, drinks receptions & dinners
3. Prep exhibitors in advance by your priority and
stand location – if you can’t meet the decision
maker, gain intelligence on current suppliers, their
cast of characters and decision making

16. Be better at pitching
5 steps to close more deals

18. 5 steps to close more business
1. Know your process – qualify or
disqualify for clear next steps

19. 5 steps to close more business
1. Know your process – qualify or
disqualify for clear next steps
2. Agree next specific steps with your
prospect while you are with them

20. Qualified? Next steps
Useful questions for this stage of your process:
•Would it make sense for us to arrange a phone call to
continue this discussion? (if yes – agree time
immediately)
•Is there someone else at your company I should be
talking to?
•Would a face-to-face meeting be appropriate?
•What is the best way to set up that up?

21. 5 steps to close more business
1. Know your process – qualify or
disqualify for clear next steps
2. Agree next specific steps with your
prospect while you are with them
3. Have a printed diary

22. 5 steps to close more business
1. Know your process – qualify or
disqualify for clear next steps
2. Agree next specific steps with your
prospect while you are with them
3. Have a printed diary
4. Up front contract for the meeting

23. 5 steps to close more business
Establish a “contract” for the call
or meeting that spells out
the who, what, when,
where & why

24. 5 steps to close more business
1. Know your process – qualify or disqualify
for clear next steps
2. Agree next specific steps with your
prospect while you are with them
3. Have a printed diary
4. Up front contract for the meeting
5. It’s a meeting with an agreed agenda –
confirm by calendar invite

25. Want to sell more?
1. Win a sales assessment &
planning session
2. Everyone wins a copy of
LinkedIn the Sandler Way
Mark your card Yes to staying in
touch or No
ermine.amies@sandler.com
www.anglia.sandler.com

26. Want more?
1. Ask me for a speaker for your
professional association
2. Or an invite to a free sales
training session
3. Free sales meeting facilitation
for sales team of 3 or more
4. Assessment of existing sales
team or potential hires
5. Connect on LinkedIn
ermine.amies@sandler.com
www.anglia.sandler.com