1. How to Brand and Market
Yourself
TiP
Keep Things Focused
on yourself and use the
strength of “I” to
back-up your
statements

2. In Business Today,
Our Most Important Job
Be Head Marketer
For The Brand Called Me.
The real action is you becoming a free agent in an economy of free
agents, looking to have the best season you can imagine in your field,
looking to do your best work and chalk up a remarkable track record,
and looking to establish your own brand.
Regardless of age, regardless of position, regardless of the business
we happen to be in, all of us need to understand the importance of
branding. We are CEOs of our own companies: Me Inc.
Remember
"What do you hope people say about you behind your back?" What do you
want to be associated with and what is the catch phrase that capture the
incredible Brand YOU!

3. Develop a Marketing Plan
Before you start calling
Develop a process for working your plan
What are your goals
What Activities are needed to achieve your goals
Remember to Manage your Time

4. Life lessons are like a
book…
When things in life Change.
Learn to turn the page and start a
new chapter

5. Philisms….
• A genius will learn from other peoples
mistakes
• A smart person learns from their own mistakes
• If you live life making the same mistakes over
and over again you’re an idiot

6. Starting With Basics
Prospecting

7. Key Factors That Leading
Sales people possess that
Leads to Success:
Everything you do should be aimed at achieving your goals
Find ways to engage the clients
Do the things that everyone else is not doing
Find unique ways to make a lasting impression
They have a ridged daily process that is rarely compromised
Constantly seek ways to be more efficient
Value time Manage your time wisely

8. Traits of a Great Sales Person
They are genuine listeners and able to absorb what the
prospect/client says
They are creative problem solvers who rarely allow
obstacles to defeat them
They have control of their egos and allow the prospect/client
to take center stage in conversations
They work with the highest levels of personal
and professional honesty and integrity

9. A survey of 400,000 Sales people from
8,000 companies says there are 20 main
traits Top performers possess
Written Goals Reaches Decision Maker
Follows Sales Plan Effective Listening/Questioning
Has Positive Outlook Early Bonding & Rapport
Takes Responsibility Uncovering Actual Budgets
Strong Self Confidence Discovering Why Prospects Buy
Supportive Beliefs Qualifies Proposals & Quotes
Controls Emotions Gets Commitments and Decisions
Doesn’t Need Approval Strong Desire for Success
Recovers From Rejection Doing What It Takes for Success
Comfortable Talking About Money Supportive Buy Cycle

10. First Thing in Sales is
Knowing How to Prospect
Make
Warm Calls vs. Cold calls

11. Methods of Prospecting
Get a library card and then use it to get access to the library
databases
They will normally include Dunn & Bradstreet and Reference
USA - both of these will include the names and titles of Mid
and Sr. level Managers
Find a directory of names and email addresses & then go
onto Netprospex.com and Jigsaw.com and add those names
into their database.
For each name you enter in, you will be able to get out the
names and titles, e-mail addresses and in most cases the
direct extension of your contacts.

12. Ways To Prospect
Get a list of your target companies and do a search on
them in a business site like Reuters.com and set up an
RSS feed for each company.
Now, next time you are ready to make a prospect or
customer call, look into your RSS feed folder and identify
some news article that relates in some way to the products
and services you are selling.
Don’t forget Linkedin, Facebook, Twitter, Kompass-
usa.com and stlcareers.us.

13. What is RSS
RSS (Rich Site Summary) is a format for delivering regularly changing web
content. Many news-related sites, weblogs and other online publishers
syndicate their content as an RSS Feed to whoever wants it.
Benefits and Reasons for using RSS
RSS solves a problem for people who regularly use the web. It allows you to
easily stay informed by retrieving the latest content from the sites you are
interested in. You save time by not needing to visit each site individually. You
ensure your privacy, by not needing to join each site's email newsletter.
There are a number of sites offering RSS Feeds like
www.sybdic8.com/feedcat.php is growing rapidly and includes big names like
news.yahoo.com/rss/

14. Ways to Prospect
You should never call any company for any reason without having
decision-makers name and title.
There are too many resources available at no charge to ever call
and ask for the person in charge of ......
Even if you have an old name, and the person is no longer there,
you still have established credibility that you have the name of a
valid contact.
If this stops you, then I definitely go to Jigsaw and sort by date and
pick a name listed within the past 90-120 days, wait a day and call
back.

15. Ways to Prospect
Now, regardless of who the gatekeeper is or how extensively she
screens you, if you have an RSS feed folder and you look at the
news releases for the prospect, and you tie the purpose of your call
to that newsfeed, you'll get to your DM 98.7% of the time.
Be Prepared have a spiel (in your own words) already written out
and Practiced so It doesn’t sound canned.
Put it all together...
"Hello Mr./Mrs/Miss Smith, this is (your name) I just saw a news
article come across the wire that mentioned xxxxxxx.

16. Use Social Network Sites
as Branding Tools!
Pertinent Information
Industry is evolving so fast, yet we are able to stay current
using Linkedin and Twitter. Join online groups, post industry-
related questions and get invited to webcasts. Today,
organizations are sharing information to generate leads and
brand themselves as experts.
Fee For Users
Twitter, Plaxo, Digg, MySpace, etc. are all free to join. About
74% of Americans have a computer with internet service, so
the only incremental cost is your time. It’s a low-risk proposition
to take Linkedin for a test drive.

17. Use Social Network Sites
as Branding Tools!
Hyper-efficient Networking
Sending an e-mail message to ten people is faster than making
ten phone calls. The same applies to networking on Linkedin,
Twitter, etc.
There are even tools such as Zensify to link all your social
network sites to get unified updates to save time.
Be a Leader of the Pack
In many business circles, those joining networking sites are
perceived as pro-active leaders. If you have relevant information
to share and you’re not tweeting about teeth brushing or dusting
furniture, social networking can improve your image.

18. Use Social Network Sites
as Branding Tools!
Industry Giants Are Tweeting!
Best Buy, Southwest Airlines, Dominos Pizza,
AT&T, Time Magazine, Xerox, the U.S. Air Force,
and it’s commander in chief, President Obama are
all on Twitter.
You need to use these tools in the same manner
as these industry leaders.

19. The Basics
of the
Sales Call

20. The Basics of the Sales Call
• Arrive early to your appointment
• Make sure you go to the bathroom first
• Wash your hands and make sure they are dry.
• Don’t put on too much perfume or cologne
• Go over your appearance in front of the mirror

21. The First Impression
will make a Wall or a
Door
• Remember the Basics
• Don’t be afraid to look them in the eye
• Be positive, give them a firm handshake
• Remember to smile

22. It’s All in How You Say It
• Do you fully use the power of “I” in your
interview statements
• Keep your language clear and direct and
you will come across as focused and
energetic.
• Use strong language not weak
• Have the love of your work come out in
the interview

23. Conduct a Creative
Interview
Show Initiative
– Ask questions - find out what they really need and why
– Be prepared
– Be Positive
– Remind them the Value you bring to the company

24. Set SMART Goals
Conduct A Smart Interview.
Be Specific
Measurable
Achievable
Realistic
Time-phased

25. Now you have an
appointment.
How do you deal with
the various types of
personalities

26. There are Four Basic Types
of Personalities
• Driver
• Analytical
• Expressive
• Amiable

27. To negotiate with these different
buyer types we need to adapt our
behavior and be flexible
in our approach.

28. Driver ...The Director
Assertive but not responsive
Task rather than people oriented
Decisive and determined
Controlled emotions
Set on efficiency and effectiveness
Likes control, often in a hurry
Firm, stable relationships
Stubborn, tough
Impatient
Inflexible poor listener.

29. How to Negotiate with Drivers
Plan to ask questions about and discuss specifics, action and results.
Use facts and logic.
When necessary, disagree with facts rather than opinions
Be assertive.
Keep it business-like, efficient and to the point.
Personal guarantees and testimonials are least effective,
Better to provide options and facts.
Do not invade their personal space.

30. The Expressive
Assertive and responsive.
Reactive, impulsive, decisions spontaneous, intuitive
Placing more importance on relationships than tasks
Emotionally expressive, sometimes dramatic.
Flexible agenda, short attention span, easily loved.
Enthusiastic.
Strong persuasive skills, talkative and gregarious
Optimistic; takes risks
Creative.

31. How to Negotiate with The
Expressive
Seek opinions in an area you wish to develop to achieve mutual
understanding.
Discussion should be people as well as fact oriented
Keep summarizing, work out specifics on points of agreement
Try short, fast moving experience stories
Make sure to pin them down in a friendly way
Remember to discuss the future as well as the present
Look out for the impulse buy.

32. The Amiable…The Supporter
Not assertive but responsive
Dependent on others
Respectful, willing and agreeable
Emotionally expressive
Everyone's friend; supportive; soft-hearted
Low risk taker, likes security
Group builder
Over sensitive
Not goal orientated

33. How to Negotiate with The
Amiable
Work, jointly, seek common ground
Find out about personal interests and family
Be patient and avoid going for what looks like an easy pushover
Use personal assurance and specific guarantees and avoid
options and probabilities
Take time to be agreeable
Focus discussion on how
Demonstrate low risk solutions
Don't take advantage of their good nature

34. The Analytical ..The Clinician
Not assertive, not responsive
Precise, orderly and business-like
Rational and co-operative
Self-controlled and serious
Motivated by logic and facts
Not quick to make decisions
Distrusts persuasive people
Like things in writing and detail
Security conscious
Critical, aloof, skeptical
Excellent problem solver
Likes rigid timetables

35. How to Negotiate with The
Analytical
Take action rather than words
Demonstrate helpfulness and willingness
Stick to specifics . The Analytical expect salespeople to overstate
Their decisions are based on facts and logic and they avoid risk
They can often be very co-operative
Established relationships take time
Consider telling them what the product won't do. They will respect
you for it, and they will have spotted the deficiencies anyway
Discuss reasons and ask why? Questions
Become less responsive and less assertive yourself.

36. We also need to know how to
master the use of our body
language

37. Basics On Body Language
Body Language - technically known as
kinesics (pronounced 'kineesicks') - is a
significant aspect of modern
communications and relationships.
The sending and receiving of body language signals
happens on conscious and unconscious levels.
Your own body language reveals your feelings and
meanings to others.
Other people's body language reveals their feelings and
meanings to you

38. Basics On Body Language
Body language is especially crucial when we meet
someone for the first time. We form our opinions
of someone we meet for the first time in just a few
seconds, and this initial instinctual assessment is
based far more on what we see and feel about the other
person than on the words they speak.
On many occasions we form a strong view about a new
person before they speak a single word. Consequently body
language is very influential in forming impressions on first
meeting someone.

39. Basics On Body
Language
Body Language - technically known as kinesics (pronounced
'kineesicks') - is a significant aspect of modern communications
and relationships.
Body language is especially crucial. We form our opinions of
someone we meet for the first time in just a few seconds, and this
initial instinctual assessment is based far more on what we see
and feel about the other person than on the words they speak.
On many occasions we form a strong view about a new person
before they speak a single word. Consequently body language is
very influential in forming impressions on first meeting someone.

40. Basics On Body Language
Eye Language
looking right (generally) direct eye contact (when listening)
creating, fabricating, guessing, lying, attentiveness, interest, attraction
storytelling widening eyes
looking left (generally) interest, appeal, invitation
recalling, remembering, retrieving 'facts' rubbing eye or eyes
looking right and up disbelief, upset, or tiredness
visual imagining, fabrication, lying eye shrug
looking right sideways frustration
imagining sounds pupils dilated (enlarged)
looking right and down attraction, desire
accessing feelings blinking frequently
looking left and up excitement, pressure
recalling images truthfulness blinking infrequently
looking left sideways various
recalling or remembering sounds eyebrow raising (eyebrow 'flash')
looking left down greeting, recognition, acknowledgement
self-talking, rationalizing winking
direct eye contact (when speaking) friendly acknowledgement, complicity (e.g.,
honesty - or faked honesty sharing a secret or joke)

41. Basics On Body
Language Handshake
handshake - palm down
dominance
handshake - both hands
seeking to convey trustworthiness, honesty, and control
handshake - equal and vertical
non-threatening, relaxed
pumping handshake
enthusiasm
weak handshake
various
firm handshake
outward confidence
handshake with arm clasp
seeking control, paternalism

42. Basics On Body
Language
Head Movements
head shaking
disagreement
pronounced head shaking
strong disagreement
head down (in response to a speaker or proposition)
negative, disinterested
head down (while performing an activity)
defeat, tiredness
chin up
pride, defiance, confidence
active listening
attention, interest, attraction

43. Basics On Body Language
Hands and Arms
crossed arms (folded arms) holding papers across chest (mainly male)
Defensiveness, reluctance nervousness
crossed arms with clenched fists adjusting cuff, watchstrap, tie, etc., using
Hostile defensiveness an arm across the body
nervousness
gripping own upper arms
Insecurity arms/hands covering genital region (male)
nervousness
one arm across body clasping other
arm by side (female) holding a drink in front of body with both
nervousness hands
nervousness
arms held behind body with hands
clasped seated, holding drink on one side with
confidence, authority hand from other side
nervousness
handbag held in front of body
(female) touching or scratching shoulder using arm
nervousness across body
nervousness

44. Basics On Body
Language Hands
palm(s) up or open finger wagging (up and down)
submissive, truthful, honesty, appealing admonishment, emphasis
palm(s) up, fingers pointing up hand chop
defensive, instruction to stop emphasis - especially the last word on a matter
palm(s) down finger tips and thumbs touching each other on
authority, strength, dominance opposite hands ('steepling')
thoughtfulness, looking for or explaining connections or
palm up and moving up and down as if weighing engagement
striving for or seeking an answer
steepled fingers pointing forward
hand(s) on heart (left side of chest) thoughtfulness and barrier
seeking to be believed
palms down moving up and down, fingers spread
finger pointing (at a person) seeking or asking for calm, loss of control of a group or
aggression, threat, emphasis situation
finger point and wink cracking knuckles
acknowledgement or confirmation comforting habit, attention-seeking
finger pointing (in the air) interwoven clenched fingers
emphasis frustration, negativity, anxiousness
finger wagging (side to side) index finger and thumb touching at tips
warning, refusal satisfaction, 'OK'

45. Mirroring Or
Matching Body Language
When body language and speech characteristics are mirrored between
people this tends to assist the process of creating a mutual feeling of
empathy, understanding, and trust).
The term synchronized is arguably a more accurate technical term
because mirroring implies visual signals only, when the principles of
matching body language extend to audible signals also speech pace,
pitch, tone, etc.
When another person displays similar body language to our own, this
makes us react unconsciously to feel, "This person is like me and
agrees with the way I am. I like this person because we are similar, and
he/she likes me too."

46. Mirroring Or
Matching Body Language
Speech pace or speed is an example. When you are
speaking with someone, first match their pace of speaking,
then gently change your pace - slower or faster - and see if
the other person follows you. Often they will do.
People, mostly being peaceful cooperative souls, commonly
quite naturally match each other's body language. To do
otherwise can sometimes feel uncomfortable, even though
we rarely think consciously about it.

47. Mirroring Or
Matching Body Language
When another person leans forward towards us at a table,
we often mirror and do likewise. When they lean back and
relax, we do the same. Sales people and other professional
communicators are widely taught to mirror all sorts of more
subtle signals, as a means of creating trust and rapport with
the other person, and to influence attitudes.
Mirroring in this conscious sense is not simply copying or
mimicking. Mirroring is effective when movements and
gestures are reflected in a similar way so that the effect
remains unconscious and subtle. Obvious copying would be
regarded as strange or insulting.

48. Body Language and
Seating Positioning
Lots of unnecessary friction is created in work and
communications situations due to ignorance and
lack of thought about seating positions.
The “science” of where people sit in relation to each
other, and on what and around what, is fascinating
and offers opportunities for improving relationships,
communications, cooperation and understanding.

49. Body Language and
Seating Positioning
Here are some guidelines:
If you cannot arrange the seating give a very deliberate thought to the
seating positions before you sit down.
Don't just let it happen because commonly, strangely, people often end
up sitting opposite if free to do so.
Sitting opposite someone across a table or desk adds a barrier to the
confrontational set-up and can create a tension even when the
relationship is good and strong.
Sitting at a diagonal angle of about 45 degrees to another person is a
comfortable and cooperative arrangement. This is achieved naturally by
both sitting around the same corner of a square table

50. Body Language and
Seating Positioning
Here are some guidelines:
The 45-degree rule is approximate, and anyway under most
circumstances seating angles are influenced by furniture and
available space. Importantly, simply try to avoid opposite or
side-by-side positions.
Low settees and easy-chairs and low coffee tables cause
people to sink and relax back are usually unhelpful for work
meetings. For this reason much seating in hotel lounges is
entirely unsuitable for work meetings. People naturally are
more alert and focused using higher formal table and chairs.

51. Identify Skills Needed
to Achieve Your Goals
Relationship selling.
Telephone skills.
Asking questions.
Using evidence.
Handling objections.

52. The Three Basic
Characteristics Employers
are looking for
• The Ability to get things done
• The Ability to Solve Problems
• The Ability to work with Others

53. Be Prepared on How
You Will Answer Tricky
Interview Questions
• Why should we hire you
• Why do you want to work here
• What are your greatest weakness
• Why did you leave your last job
• Describe a problem situation and how
you solved it

54. Be Prepared on How You Will
Answer Tricky Interview
Questions Cont.
What accomplishments are you most proud of
What are your salary expectations
Tell me about yourself
(Practice how to answer these questions)

55. The Car Method
Context:
Tell them a story about some of the things you have
been involved in
Action:
Tell them what actions or ideas you took or had
Results:
Let them know what the results were

56. Be Prepared For the Close
You Must Ask For the Order
At the end of the conversation, The employer may
ask, “Do you have any final questions?”
This is your opening to say, in your own words, “I
want this job.”
You must tell the employer that you
want to take the next step. “Is there
anything standing in my way “

57. Cambridge University
Research Shows How
Amazing How Our Minds
Can Actually Work

58. I cdnuolt blveiee taht I cluod aulaclty
uesdnatnrd waht I was rdanieg. The
phaonmneal pweor of the hmuan mnid
Aoccdrnig to rscheearch at Cmabrigde
Uinervtisy, it deosn't mttaer in waht oredr
the ltteers in a wrod are, the olny
iprmoatnt tihng is taht the frist and lsat
ltteer be in the rghit pclae. The rset can be
a taotl mses and you can sitll raed it
wouthit a porbelm. Tihs is bcuseae the
huamn mnid deos not raed ervey lteter by
istlef, but the wrod as a wlohe.
Amzanig huh?

59. Things to Remember
Before you Respond
• Never respond before you are
absolutely sure what they are saying
• Asked a closed question if you think
you know.
• If your assumption was wrong ask an
open ended question to get them to
elaborate, then again a closed
question for verification.

60. Be Aware of Who You Are
WATCH YOUR THOUGHTS;
THEY BECOME WORDS.
WATCH YOUR WORDS;
THEY BECOME ACTIONS.
WATCH YOUR ACTIONS;
THEY BECOME HABITS.
WATCH YOUR HABITS;
THEY BECOME YOUR CHARACTER.
WATCH YOUR CHARACTER;
IT BECOMES YOUR DESTINY.

61. Fixing Your Objective is
like Finding
the North Star
You sight your compass on it
and then use it as the means of
getting back on track when you
tend to stray."

62. At the time when you
are worthless and give
up...
Its time to take the silver out of your hair
The gold out of your teeth
The lead out of your pants and junk you

63. Remember when you go into an
interview set a goal
and achieve that goal.
Don’t allow fear to guide your response
When you are prepared you will be more
confident
Learn from your mistakes and don’t be afraid
of making them
Remember you are not worthless