hia2011
Post on 20-Aug-2015
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TRANSCRIPT
Best Practices for Sales SuccessThe Good, The Bad & The Ugly
Presented to:
HIA Business Trade Show
May 26, 2011
Presented by:
Adrian Miller, Adrian Miller Sales Training
Adrian Miller Sales Training 4
The Challenges
So much to do, so little time (time management)
Internet time (how fast are you?)
Extreme competition (everyone is a shopper)
Changing marketplace
Adrian Miller Sales Training 5
So What’s A Person To Do?
• Walk around depressed• Try new tactics, win business, be happy
Adrian Miller Sales Training 14
The Fundamentals
• What makes you different?
• Insightful probing
• Dealing with pushback
• Time management
Adrian Miller Sales Training 20
In the Pushback Moment
• Keep the dialogue going
• Learn as much as you can; what does the prospect/client WANT (not need)
• “Re-sell” against their wants
Adrian Miller Sales Training 23
Managing Your Time
• Don’t kid / BS yourself• Don’t stay in your comfort zone• Do establish quantifiable productivity targets
within specific timeframe• Look at your stats (daily)• Make up the shortfalls• Make great use of technology• Bundle your tasks• Don’t kid / BS yourself!!!
Adrian Miller Sales Training 25
Adrian Miller
Any questions? Connect with
me here:
516-767-9288
amiller@adrianmiller.com
www.adrianmiller.com
www.adriansnetwork.com
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