The document emphasizes understanding decision-makers' thought processes to effectively sell to busy individuals. It suggests a strategic approach by simplifying offerings, providing easy contractual terms, and enhancing client benefits. Additionally, it recommends presenting tailored ideas that align with prospect needs to distinguish from competitors.

1. Learn How Decision Makers Think …

2. Learn How Decision Makers Think …

3. … and distinguish yourself from the competition!

4. Your Prospects

5. Busy woman Every Day Chaos

6. How can we sell to these crazy busy people?

7. Frazzled Customer Syndrome

8. How Decisions are Made SNAP!

9. Time to Get Smart

10. Slow Down to Speed Up Your Sales

11. To get more business, stop selling.

12. Be Relevant: Cut the Crap Leading edge Unique Robust Partner One-Stop Shopping

13. Lead Them into Temptation

14. Example: Web Marketing Firm We help clients improve their online user’s web experience which typically results in a 40-150% improvement in key operating metrics. In just the first 3 months of working with us, a recent client: • Increased sales conversions by 57%. • Improved average order size by 25%.

15. Limit their Options

16. Use a Foot-in-the-Door Approach Start with only one product or service - not your entire offering .

17. Break bigger projects into smaller pieces.

18. Augment what the incumbent offers - don’t try to replace it.

19. Devise easy contractual terms to get started.

20. KISS Principle

21. Use the News Competitive Moves Management Changes New Strategic Initiatives

22. Sales Resource Download this free ebook at: www.sellingtobigcompanies.com/trigger

23. Strategy in Action Marcus. Heather Johnson. 651-429-1922. With your recent acquisition of FLUFF products, it’s going to be an even bigger challenge to achieve your goal of reducing supply chain costs. I have some ideas about how you can slash turnaround time - which can have a significant impact on profitability. Let’s set up a time to talk about this in more detail. Again, it’s Heather Johnson & my number is …

24. Be a Trail Guide

25. How People Think K N O W L E D G E C O M P R E H E N S I O N A P P L I C A T I O N

26. How People Think Top Performers K N O W L E D G E C O M P R E H E N S I O N A P P L I C A T I O N A N A L Y S I S S T R A T E G I C J U D G I N G

27. See yourself from your prospect’s perspective

28. Distinguish Yourself from Competitors

29. THINK!

30. Before You Go! Visit www.landslide.com