Discover how businesses need to adapt to increase customer loyalty to lead to more referrals, leads and sales. In this presentation you will learn: • Why do people buy? • The 5 common mistakes businesses make • The 5 habits of successful businesses • How to utilize social networking to increase your connections, leads and sales.

1. Presented by Lisa Kanda

2. Agenda
Why Do People Buy?1
5 Common Mistakes2
5 Habits for Success3
Strategic Networking in a Social World4
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

3. People Don’t Like to Be Sold But They Love to Buy
Effective Selling
3
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

4. Why Do People Buy?
1. I like you
2. I understand what I am
buying
3. I perceive a value in the
product / service
4. I have confidence in you
5. I trust and believe you
4
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

5. Why Do People Buy?
6. I feel there is a fit between my needs
and the product/service.
7. The price is fair
8. I perceive the product / service will
increase my productivity
9. I perceive the product / service will
increase my profits
10.I perceive my sales person is trying to
help build my business
5
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

6. Find the Connection
6Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

7. 5 Common Mistakes
Mistake #1
Not Listening
7
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

8. Why is Listening So Hard?
8
• Distracted
• Thinking about
we will say next
• Not genuinely
interested
• Doing all the
talking
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

9. Active Listening
It’s Not Just Paying Attention to the Words
9
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

10. 5 Tips for Effective Listening
1. Stop Talking
2. Show Full Attention
3. Keep an Open Mind
4. Ask Questions
5. Reaffirm what they are saying
10
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

11. 5 Common Mistakes
Mistake #2
Not Understanding Your Value
11
It’s Not
What You Do
Or
How You Do It
What REALLY
Counts
The VALUE
You Bring
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

12. Your Value Proposition
What makes you
different?
What do you do better
than anyone else?
Why do your
clients/customers buy
from you?
What value do they get?
12
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

13. 5 Common Mistakes
Mistake #3
Don’t Ask the “Right” Questions
13
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

14. Effective Questions
Find Out What’s Really Important
Ask Open-Ended Questions
Find Their Pain Points
What are Their Goals?
What are Their Problems?
Ask Questions to Discover
Rewards/Consequences
Magic Question - Is There Anything
Else?
14
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

15. 5 Common Mistakes
Mistake #4
Fail to Follow Up
15
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

16. Follow Up
Thank You Letters/Emails
 Thank You Pro App
Share Blog Posts/Articles
Newsletter
Connect on LinkedIn
Pick Up the Phone!
16
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

17. 5 Common Mistakes
Mistake #5
Fail to Follow Through
Only promise what you CAN deliver
Integrity - yes means yes
Earn trust everyday
17
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

18. 5 Habits for Success
Habit #1
Great Attitude
Life is 10% what happens to me and
90% how I react to it.
18
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

19. 5 Habits for Success
Habit #2
Understanding
Do Your Homework
See the Big Picture
Stay in Questioning Mode
19
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

20. 5 Habits for Success
Habit #3
Plan Success
Prioritize
Have Written Goals
Plan Each Day and Week
20
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

21. 5 Habits for Success
Habit #4
Tell the Truth
It’s Easier to
Remember!
21
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

22. 5 Habits for Success
Habit #5
Time Management
22
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

23. Strategic Networking in a Social World
Networking ROI
- 4 Steps
Online Connections
Leading to Offline
Conversations
-LinkedIn
-Facebook
-Eventbrite
-MeetUp
Practice 5 Success
Habits
23
http://bit.ly/StrategicNetworkingInASocialWorld
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

24. Bonus for Everyone
24
www.facebook.com/ElkayCorporateAdvisors
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

25. Bonus for Everyone
25
http://a.pgtb.me/R7cH2
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com

26. Drawing
26
Complimentary
Sales Assessment
and One Hour
Business Coaching
Session with Me.
Value - $350
An assessment tool that helps you understand how you think and
make decisions and provides an understanding of your strengths and
weaknesses that will enable you to affect change in your life and
achieve greater personal success.
Stop Selling & Start Relating. This information may not be reproduced or distributed without the author's consent.
© Elkay Corporate Advisors, LLC 732-963-9234 http://elkayadvisors.com