Supplier Skills: How to Leverage Relationships While Maintaining the Proper Sales Etiquette Thursday, June 14, 2018 8:45 AM 9:45 AM Sponsored by
Meet the Experts Nathan Burnett Jeannette Cox Charles Stroud Kirk Downey President Vice President Vice President COO Watchtower Security ODDO Development Appliance Warehouse of America Liberty Rent Guarantee (Moderator)
Relationship Building: In the Office and at Events
Treat every interaction, presentation and communication as a new business opportunity and/or Referral Call them by name Make eye contact and shake their hand, if in-person Focus on making a positive impression Build and maintain the relationship even if they don t become a client
Avoid "Me Too" Emails The dreaded call me if you have any questions email End your emails with I will call you to follow up
Anticipation Do research before your meeting Prepare for potential questions that may arise prior to your meeting Have the answers ready beforehand to eliminate awkward moments.
Be Memorable Most people are visual learners Fewer slides in presentations More visuals Rehearse, Rehearse, Rehearse!
LISTEN to Create a Quantified Value Let your prospect control the conversation Help your prospect to truly compare Apples to Apples proposals. Don t provide an unjustified comparison cost.
Structured Communication Create meaningful information with case studies and informative articles Create an on-going communication plan and stick to it
No F.U.D. (Fear, Uncertainty and Doubt) All prospects/ clients have it Control it with positive communications at every opportunity and reinforce their wisdom in working with you.
Who, When & How to Sell - The Proper Sales Etiquette in Apartment Housing
Who? Make sure that they are the decision maker on the product/service that you are pitching. When? Know when to sell and when not to sell. How? How to sell without selling?
No Invitation to the Conversation: (Event) Don t be THAT person Don t intrude on a conversation. Listen, know if you need to step away Ask, Is it ok to join the conversation Your fellow supplier is your best introduction, don t blow it
No Name Dropping (Event) Be careful about immediately using someone's name to start a conversation. Discovery and not knowing is NOT a weakness
Name Pronunciation: (Always) If you don't know how to pronounce a person's name, ASK them to pronounce it for you
Always Be Respectful: (Office & Event) Office Setting- When you enter another person s work space, stand until he/she sits down. Never be the first person to sit down. Event Setting- Be mindful to not dominate the conversation or interrupt another supplier s conversation. Make eye contact with the supplier before stepping into the conversation for approval
Be Mindful of their Time: (Office & Event) Office Setting- If you are going to go over the allotted time, ask permission to continue and give an estimated time Event Setting- Know when to stop. Don t kill the deal by talking too much ***Remember to believe in your product/ service, so they will see the value of the discussion
Respect the Title: (Always) No matter what the persons title, remember they could be an Influencer in their company today. And the future CEO of their company tomorrow. They will always remember how you treated them and how you made them feel.
Turn Off Your Cell Phone!!! (Event) THIS conversation is the most important conversation Speak softly, and be respectful If you are at an event and have to take a call, move to a more secluded area for your conversation While attending an event, focus on making connections with the people attending.
Sell Yourself FIRST!
Situational Sales: (Always) Know WHEN to sell Know HOW to build rapport Identify KEY Issues Provide SOLUTIONS
Sales Etiquette- Be above reproach Selling Cycle/ Buying Cycle Your information is valuable Limit negotiation
Polling
Polling Question: What sales tools/tips are you walking away with? 1. Always be respectful 2. Be mindful of their time 3. Respect the title 4. Turn off your cell phone 5. Sell yourself first 6. All of the above
How Are We Doing?
Today s Experts Thank You! nburnett@watchtowersecurity.com jcox@oddodevelopme nt.com cstroud@appliancewhs e.com kirk@libertyrent.com