be better at pitching
TRANSCRIPT
Be better at pitching
6 essential steps for success3 secret business opportunities5 ways to close more sales
Ermine AmiesSandler Training
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?
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…….
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
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?
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?
3 Secret Opportunities1. LinkedIn groups – direct mail 15 dream prospects
2. Never eat alone – start with breakfast….
3 Secret Opportunities1. LinkedIn groups – direct mail 15 dream prospects
2. Never eat alone – start with breakfast….
…..lunches, drinks receptions & dinners
3 Secret Opportunities1. 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
5 steps to close more business1. Know your process – qualify or
disqualify for clear next steps2. Agree next specific steps with your
prospect while you are with them
Qualified? Next stepsUseful 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?
5 steps to close more business1. Know your process – qualify or
disqualify for clear next steps2. Agree next specific steps with your
prospect while you are with them3. Have a printed diary
5 steps to close more business1. Know your process – qualify or
disqualify for clear next steps2. Agree next specific steps with your
prospect while you are with them3. Have a printed diary4. Up front contract for the meeting
5 steps to close more business
Establish a “contract” for the call or meeting that spells out
the who, what, when, where & why
5 steps to close more business1. Know your process – qualify or disqualify
for clear next steps2. Agree next specific steps with your
prospect while you are with them3. Have a printed diary4. Up front contract for the meeting5. It’s a meeting with an agreed agenda –
confirm by calendar invite
Want to sell more?1. Win a sales assessment &
planning session2. Everyone wins a copy of
LinkedIn the Sandler Way
Mark your card Yes to staying in touch or No [email protected]
Want more?1. Ask me for a speaker for your
professional association 2. Or an invite to a free sales
training session3. Free sales meeting facilitation
for sales team of 3 or more4. Assessment of existing sales
team or potential hires5. Connect on [email protected]