The document discusses the evolving nature of selling, emphasizing the importance of personal branding and the need to fill the sales pipeline with prospects through research and strong networking. It suggests a focus on building meaningful relationships, utilizing warm calls, and positioning oneself as a trusted advisor rather than just selling a product or service. Key strategies include understanding clients' businesses, using positive language, and creating win-win outcomes.

1. Presented by:

2. The changing face of selling The prospecting headache Research, Research, Research Warm calling Becoming business partners

4. Yesterday Today

5. The product advantage has all but disappeared… In a world of commodities … the only differentiator is YOU!

6. Why should I brand myself? If you don't brand yourself, others will. Catherine Kaputa

10. The more prospects I see the more deals I'll close I need to keep my sales pipeline full of prospects Getting an appointment means the prospect is interested

11. Referrals Networking Tap existing client base Their suppliers & customers 80/20 Rule …. the cost?

12. Finding compelling reasons to engage Detective/forensics – looking for clues to entry-point FIND A LINK

17. Plan – watch your internal dialogue Intro – “I’ve been looking at your website and…” Present the link opportunity Our specific USP (how we can help) Name drop – 3rd parties Close on a meeting

18. Use first names Don’t ask if you can talk Peer to Peer LISTEN Words per minute? How fast does the brain think in WPM? Be succinct - to the point

19. Religion Sex Mystery Preferably under 10 words

22. It is a team of 2 working together Trusted Advisor Enabler Win – Win Outcomes

23. Turbulent Talk: Negative words that focus immediately on what cannot be done Yes, but I'm afraid Ja, okay, alright (& other slang) Cannot Unfortunately No But Unavailable I can't promise, but Sorry Unable I'll try

24. Partnering Talk: Words & phrases that create a positive, proactive, empathetic response Yes, we can We're on the same side What do you think? Certainly Let us…

25. HR =staff welfare – motivated - churn MD =ROI - strategy SM = sales ratios – targets PM = Quality - waste reduction - efficiencies

26. Stop selling your product/service – sell yourself Research… research…research Find a meaningful link Understand their business intimately Put them 1 st not your product Add VALUE at every opportunity

27. The changing face of selling The prospecting headache Research, Research, Research Warm calling Becoming business partners

28. Would you buy what you are selling?

29. Presented by: