The document provides tips on successful selling strategies. It emphasizes focusing on how you sell rather than what you sell. Key points include perfecting other's ideas, being passionate and authentic in selling ideas, the importance of in-person presence at industry events, using social networks like LinkedIn and Twitter, creating memorable impressions through innovation and differentiation, knowing your market position, following up with customers, telling stories to personalize sales pitches, executing above expectations for performance, and taking a partnership mentality to drive organic growth. The overall message is that how you sell is more important than what you sell.

1. IT’S NOT WHAT YOU SELL,
IT’S HOW YOU SELL
Danny Heinsohn
Client Development

2. Successful companies aren’t built from
great products, but from perfecting
other people’s ideas.
-Roger D. Blackwell, PhD

3. SCALABILITY
GLOBAL
NATIONAL
LOCAL

4. CHICAGO

5. PASSION
Be enthusiastic, be authentic, and sell ideas.

6. PRESENCE
You gotta pay to play.
There is no substitute for face time.

7. PRESENCE
In Person
• Industry Events
• Team / Corporate Presentations
Traditional Media
• Print, TV, Radio

8. PRESENCE
SOCIAL NETWORKS
• LinkedIn
• Blog
• Twitter
• Facebook

9. PERCEPTION
Create memorable impressions.

10. PERCEPTION
• Innovation = Differentiation
• Act the Part

11. POSITION
Know the score. How do you rank in your market?

12. NEW YORK

13. PERMISSION
You don’t get what you don’t ask for.

14. PERMISSION
FOLLOW UP!

15. HALF TIME

16. PERSISTENCE
Persistence PAY$

17. PERSISTENCE

18. PERSISTENCE
•It’s all about follow up.
•Do you have a new product or service?
•Tell a story.
•Timing is everything!

19. PERSONALIZATION
Clear, CONCISE, Refined.

20. PERSONALIZATION

21. PERFORMANCE
It’s all about execution.
Go above and beyond expectations.

22. PERFORMANCE

23. PARTNERSHIP
A partnership mentality will lead to
organic growth.

24. PARTNERSHIP
“When it comes to putting on conferences, one of the most
important things to us is making that great "first impression".
And for us, that first impression begins and ends with Access
Pass & Design. We are admittedly extremely finicky about
how our name badges make us "look" -- they have to be
perfect. Which is why, in our early years, we used several
different companies -- but all that stopped when we started
working with Access Pass & Design. Simply put, they "get" it.
We're looking for professionalism, creativity, practicality and
visual appeal ... and Access Pass & Design gives us ALL of that.
We wouldn't work with anyone else.”
Ron Seaver – President – National Sports Forum

25. PERKS
Get Involved!

26. PERKS

27. BOOK RECOMMENDATIONS
Networking is a Contact Sport
by Joe Sweeney
The Mirror Test: Is Your Business Really Breathing
by Jeffrey Hayzlett
FASCINATE!
by Sally Hogshead

28. IT’S HOW YOU SELL
DANNY HEINSOHN
CLIENT DEVELOPMENT
danny@accesspasses.com
LINKEDIN: Danny Heinsohn
TWITTER: @dannyheinsohn