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

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Assumption: You Want to Grow Your Sales

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Business Growth

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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

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So What’s A Person To Do?

• Walk around depressed• Try new tactics, win business, be happy

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We’re Not Starting At The Beginning

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Staying on the Grid

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The 3 I’s

• Information

• Invitations

• Introductions

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Information

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Invitations

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Introductions

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Not a New Bag of Tricks

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The Fundamentals

• What makes you different?

• Insightful probing

• Dealing with pushback

• Time management

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What are YOUR Points of Differentiation

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Probing Questions for Existing Clients

1.

2.

3.

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5.

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Probing Questions for Prospects

1.

2.

3.

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5.

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Pushback

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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

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Time

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We Are All Equal In Terms of Time

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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!!!

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Top Take-Aways

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Adrian Miller

Any questions? Connect with

me here:

516-767-9288

amiller@adrianmiller.com

www.adrianmiller.com

www.adriansnetwork.com