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Build vendor contacts into relationships, and build those relationships into long lasting business opportunities.
A way of thinking
For the 20% that do, it can revolutionize how you work with
vendors
Majority won’t adopt
• Dunbar’s Rule• Pareto Principle
Quality / Quantity
Leverage Yourself with Effective Vendor Sales Meetings.
Effe
ctiv
e M
eans
…• Have the Right Goals• Teach the Right Things• Have the Right
Deliverables
Three Promises
• Nobody likes to fill out forms and they certainly don’t want to do your job
I’m not going to show you how to fill out any forms
• You must make a connection so they can identify with you
Based, not on theory, but on actual selling situations
you’ll recognize
• Deliver solid sales tips and they’ll turn to you again …and again …and again
Show you 3 things that will make leasing a more effective selling tool
Rig
ht
Goals
…1. Establish Yourself as
an Expert
2. Identify Top Sales Performers
Establish Yourself as an Expert
• But not in Their Product• And not in Your Product
…In Their Profession
We Tend To Teach the Wrong Things
We teach what we want them to sell
We should teach things that make them better salespeople
True Leases are the Best Sales Example
Demonstrate
Common Mistakes How it Should Be Done Deliver on Deliverables
Identify Top Sales Performers
Questions they ask
Deference of others
Plaques & Awards
Receptionists and Staff
Follow up INDIVIDUALLY afterwards
Can work with any company they want to
Future top performers follow their lead
Transactions are NOT
what you do for your vendorsTransactions
are the RESULT of
what you do for your vendors
Perception Matters
…Your Vendors
But Not Yours…
Gerry EganNEFA Executive DirectorDirect Phone: 847-380-5052Email: [email protected]
NEFA Funding Symposium, Sep 18-20, 2014 / San Antonio, Texas