Sales Rainmakers

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Can Time Be Managed? ,[object Object],[object Object],[object Object]

Focus on Pareto’s 80/20 High ROT High Leverage 80/20

Survey Results: 80-20 for Bank Rainmakers ,[object Object],[object Object],[object Object]

Biggest Time Wasters; Who Knows George? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Rainmakers Focus on Referrals ,[object Object],[object Object],[object Object],[object Object]

Referral Source or Golfing Buddy? ,[object Object],[object Object],[object Object],[object Object]

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REVIEW: Sales Survey ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales are Made or Lost by the Path You Choose THE RAINMAKER’S SYSTEM “ Success by Design” Buyer’s System “ Concessions by Deception” What System? “ Chance, #s, and Lucky Breaks” Which sales path will you follow? Rapport Rapport Rapport

The Prospect’s System of Deception ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Rainmaker’s System: Success by Design ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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The Rainmaker’s Prospect Funnel ,[object Object],50 High Touch Prospects Top – 20 Prospects 5 Pipelined Opportunities

The Rainmaker’s Favorite Lists ,[object Object],[object Object],[object Object],[object Object],[object Object]

Leak-proof Follow-up Systems ,[object Object],[object Object],[object Object],[object Object],[object Object]

Add Value. Do Homework. Follow-up Articles. Plastics Industry Also track Prospects and Key Executives for updates!

Stand Out. Be Unique. Be Remembered… F o rever! Lance Armstrong Autographed Wheaties Box Item number: 5159621137 Buy it Now price: $14.99

Winning Through Differentiation / Connection Could this small wooden box hold the secret to Differentiation?

REVIEW: Pre-Workshop Market Position and Message ,[object Object],[object Object],[object Object],[object Object]

Differentiation: A Winning Strategy ,[object Object],[object Object],[object Object],[object Object]

Rainmakers use the 80-20 Listening Rule ,[object Object],[object Object],[object Object],[object Object]

Always Establish “Next Steps” ,[object Object],[object Object],[object Object],[object Object],[object Object]

Will They Play Ball? ,[object Object],[object Object],[object Object],[object Object]

Reduce Shopping. Uncover Hidden Agendas. ,[object Object],[object Object],You MUST ask these questions in order to be considered a Rainmaker:

Summarize the Meeting by Reviewing your Notes ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Memorize Responses to Objections ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Top-5 Sales Realities ,[object Object],[object Object],[object Object],[object Object],[object Object]

Find the Real Decision Maker ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Decision Makers don’t need approval from anyone else!

Understand the Incumbent’s Power ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

No Surprises! ,[object Object],[object Object],[object Object]

The Rainmaker’s 3-Point Pledge ,[object Object],[object Object],[object Object]

Negotiating Ploys ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Email me for these formal scenarios & effective counter-moves

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Top - 5 Reasons for “Sales Slumps” ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

A Simple Plan for Guaranteed Growth ,[object Object],[object Object],[object Object],[object Object],[object Object]

Thank You… and Good Selling! ,[object Object],[object Object],Questions?

Sales Rainmakers

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Sales Rainmakers