JBN Session on 3rd March 2016 at Mercantile Athletic Club.

1. More Sales from Networking Events
Nick Blake
3rd March 2016
Innovative
Training
Solutions

2. Salespeople have
to be
good talkers
Sell your
unique selling
point
Come to
networking events
to sell
3 Common myths about selling
Innovative
Training
Solutions

3. “You don’t sell a product.
You sell the outcomes a
buyer gets when they
purchase from you”
!
Joseph Langdon
!
!
!

4. Unique selling point Unique buying
point
When talking OUTCOMES

5. Time saved
Income increase
Risk Reduction
Expenditure Reduction
Stress Relief
Innovative
Training
Solutions
Most Common
Outcomes

6. Unsuccessful Networking events
• Look for someone I know
!
• Aggressive sales people
!
• Looking over shoulder
Innovative
Training
Solutions

7. Networking events are about…
Innovative
Training
Solutions
Selling Coffee

8. Networking isn't all selling
• Building rapport and trust
!
• Think about 1:1 coffee not selling
!
• Give referrals
Innovative
Training
Solutions

9. Your Questions

10. The next steps
• Think outcomes not features
!
• Build rapport and trust
!
• Think coffee not selling
Innovative
Training
Solutions