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Effective selling The new rules for winning new business The new rules for winning new business Steve Herzberg, NRG Solutions 16 th September, 2009
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Effective selling
The new rules for winning new businessThe new rules for winning
new businessSteve Herzberg, NRG Solutions
16th September, 2009
Format for my session
New laws on selling in 2009 4 outcomes
High performing
sales people
Who is Steve Herzberg?
Learn from your mistakes
What makes a great sales person?
Process
Confidence
High NRG
Great sales peopleHave a
planHigh NRG
Ask interesting questions
Handle rejection
Confidence
Link people
Interested in people
Manage their data
Follow up
80% of life is just turning up
The dental floss of selling
Plug the leaks in your pipeline
New business
Initial contact
Stay in
touch
Most sales are made between
the 5th – 12th contact with a
prospect
Most sales people give up after 1
or 2 contacts
Glad you rang
3 steps to selling more
Take more shots
Develop a
process
Follow up
Track everything you do
“You miss 100% of the shots you don’t take”
Sales skills on one hand
Attitude
Future
Relationships
Little things
Fear
Would one like fries with that?
The 4 outcomes from a sales call
Yes No
Advancement
Continuation
Stay in touch
Today’s offer from me to you•SMS by 5pm today to M: 0403 270 433 with your name, company and 2 for 1 offer•We will call you - no commitment
Save 50%
•I will coach / mentor 3 people over the next 6 months. Specifically with sales skills•SMS 0403 270 433 with your name, company and 1-1 offer1-1•We are looking for a great person to join NRG. Must have the desire to learn and earn•Send CV to [email protected] Join NRG
Your selling future
Set a goal everyday
Know your outcome
“There was never any doubt”
Stay in touch www.nrgsolutions.com.au [email protected] 0421 864 288 steveherzberg.blogspot.com
