25. Seeking power Linkedin.com is THE central repository of power! Step 0: Get on Linkedin.com Step 1: Connect with ALL your (happy) clients Step 2: Get recommendations from ALL your (happy) clients
28. Seeking power Advantages of Linkedin.com Demographics Self-segmented Research is all there Track record Identifies pathways
29. Searching Linkedin.com from Google site:linkedin.com "current * architect" "websphere" (inurl:pub | inurl:in) -intitle:directory "greater chicago area"
30. Aligning Vision This is often the hardest part of the sale. It is a give in take of open questions, confirming questions, and controlling questions. You're trying to hone in on the real buying trigger. Two strategies: Attract like vision Identify likely vision
33. Confirming value and lowering risk There is still a lot of FEAR in the market. To overcome this barrier you have to not only convey value, but also lower risk. Social Proof and Authority work well here.
37. Driving the process to close--control You have lots of intelligence on your target accounts. Now, execute. Get into their field of view. Shape their perception (or yours) of the ideal solution.
38. Thank you! Bill Rice @billrice bill@kaleidico.com www.bettercloser.com