several slides of wisdom passed on from very successful sales and marketing professionals

2. Introducing new ideas to others checklist Present yourself as a credible messenger of change Come prepared Look & Act prepared Use peer to peer approach, regardless of their stature Include stories of success Bring something to leave behind for them Listen first Take the time to understand the situation and how those involved are invested in it. Ask for their willingness to hear your proposal Insight and Perspective Let them know you value theirs Build understanding How the new idea is compatible with, or an enhancement to the existing way they are approaching their business 6/5/09-1

3. Keep it simple Use familiar words, avoid complexity, Industry jargon,trendy or unfamiliar terms An easy to understand, step by step example How the new idea will work Invite them to consider one step at a time as you present it Their initial cost Time, risk, personal energy for engaging in must be less than what it would be to remain the same Propose a first step Activity or action Solicit an agreement to take the next step 6/5/09-2

4. Creative Prospecting Ideas Face the brutal facts It is what it is Detach yourself from the outcome Prospects know when your desperate Be certain What you allow yourself to become Touch points Your manner Dress code Phone messages number of rings Clear branding Everything you present and leave behind has multiple and clear contact information 6/5/09-3 “ Except this time”

5. Does your sales presentation need work Establish rapport Introduce yourself and make sure you know who your talking with and is anyone else present Chat about whatever sequence of events that got you together Determine their needs Repeat what you already know Start asking questions, these should include all that you need to write a proposal Explain how you can meet their needs Use specific examples to illustrate your explanations Answer their questions Respond specifically how you can help Ask for the business Don’t leave this step out even if you know they need a proposal first Decide on next step Be sure you know what happens next