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“Hooked on Sales”

Identifying Sales Opportunities

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WORKSHOP OBJECTIVES

Understand the Importance of Setting GoalsKnow the Three Steps to Making Goals RealityHow to Determine the Sales Numbers You Need to SucceedIdentify Sources of Business in Key Market SegmentsHow to Identify Sales OpportunitiesKnow Where to Look for Resource MaterialsShare New Sales Ideas with Your PeersDetermine Your Personal Selling Skill Levels

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ARE YOU DREAMING OF THE BIG ONE?

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MAKING YOUR DREAM OF “CATCHING THE BIG ONE” A

REALITY!

Have a Clear Definition of Your Goal(s) Put it in Writing  Quantify it  Date It

Have A Firm Commitment to Make it Happen Make the decision and stick to it  Remind yourself of your commitment often

Have a Plan of Action Develop specific action plans  Plan your work and work your plan  Stay on track

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HOOKS, LINES & SINKERS

FOR SALES SUCCESS

 Remember, on average, out of every 10 prospects,one will buy no matter what you do,

and one won’t buy no matter what you do.The other eight will buy or not buy because of what

you do.

Your sales skills & follow through are responsible for 80 percent of

your sales!

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Success in sales is largely the result

of hard work and determination.To get where you want to go,

you must do the following consistently:Make 10 new cold calls per day

Make 10 new appointments per weekMake 10 follow-up calls per dayMake two personal sales presentations per dayAttend at least one business networking function per weekDo something memorable when you make a sales callKeep detailed call reports to enhance your follow-up

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“FISH FINDERS” . . . IDENTIFYING SALES

LEADS:Develop a “fishing” attitude.

Looking for business is a way of life and should be done constantly and consistently.

Communicate. Share information with everyone you know: family, friends, employees, peers Ask for leads from current clients Go back to existing clients to look for more source

Observe. Develop an eagle eye for sources of new business Use resources: Internet Searches, Industry & Trade Directories, Chamber of Commerce, Networking, Newspapers…use your imagination, the possibilities are endless Be aware of your marketplace, your competition…everything around you Get involved in community & professional organizations

Dedicate Yourself To Success. JUST DO IT!

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WHERE TO CAST YOUR LINE

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“Fishing Guides”

Companies:• www.companyname.com

Company Information:• www.forbes.com• www.hoovers.com

Office Buildings:• www.switchboard.com

Business by Zip Code:• www.bigyellow.com

Organizations: & Associations:• www.organizations.com• www.ceoexpress.com• www.business.com• www.bigyellow.com

Meetings & Training:• www.cmeplanners.com• www.nuco.com• www.docguide.com• www.tssn.com• www.petersons.comwww.all-

conferences.net• www.seminarinformation.comColleges & Universities:• www.petersons.com

Sports:

• www.eteamz.com• www.ncaa.org

Religious:

• www.bigyellow.com• www.churchangel.com

Military:• www.reunionsmag.com• www.militaryusa.com/reunions.html

Government:

• www.firstgov.org

Emergency Preparedness:

• www.ready.gov• www.nhc.noaa.gov• www.adjusters.com• www.fema.gov• www.dhs.gov

Market Segment Prospecting:

• www.beaucoup.com• www.corporateinformation.com• www.go-events.com• www.infospace.com• www.acronymfinder.com• www.anywho.com

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“Fishing Guides” Suggested Resource Publications

American Bus Association (ABA) DirectoryAmerican Society of Travel Agents (ASTA) RosterBlack Conventions CatalogBlue Book of College AthleticsChamber of Commerce DirectoriesCorporate Meeting Planner DirectoryDirectories of College Athletics (men & women)Dun & Bradstreet ListingsFederal Regional Government DirectoryIndustry & Association DirectoriesLocal & Regional NewspapersMail List (there are all kinds!)National Directory of High School CoachesNational Motorcoach Association (NTA) DirectoryOntario Motorcoach (OMCA) DirectoryReligious Conference Manager’s Assn DirectorySATO Office DirectoryState & Local Government DirectoriesThe Guide to Ethnic Organizations

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USING RESOURCES TO “REEL” IN LEADS

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FISH WHERE THE FISH ARE . . .

LEARNING FROM YOUR “PIERS”

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SUCCESSFUL SALES SKILLS RATING LEVELS

 0 - 50 = You have many opportunities ahead of you to learn and grow your selling skills. The good news is that your best selling years are ahead of you and all the information necessary to become successful is out there waiting for you to take advantage of it!51 - 75 = You have a strong foundation upon which to build your selling career, and with all the information available to you, you will be able to go over the top! Read and review new information daily (in your non-selling time, of course!)76 - 99 = You are knocking down the door to success! With just a little extra oomph you will be accomplishing what you want in your professional career. You should be able to continue on your winning ways to become an even bigger winner!100 - 125 = You are a selling success! Now don’t get overconfident and forget to review the fundamentals. Part of the reason you are as successful as you are is because you have recognized the importance of ongoing education. Congratulations!

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 The charm of fishing is that it is the pursuit of what is elusivebut attainable, a perpetual series of occasions

for hope.~John Buchan