The document provides best practices for sales success, including tips for staying competitive in a changing marketplace. It recommends focusing on information, invitations, and introductions to generate new business. Key fundamentals include differentiating yourself and asking insightful probing questions. When facing pushback, representatives should keep the dialogue open and learn customers' real wants. Time management is also essential, such as setting productivity targets, analyzing stats daily, and bundling tasks efficiently. Representatives should constantly improve and not get complacent in their methods.

1. Best Practices for Sales Success The Good, The Bad & The Ugly Presented to: HIA Business Trade Show May 26, 2011 Presented by: Adrian Miller, Adrian Miller Sales Training

2. Assumption: You Want to Grow Your Sales

3. Business Growth

4. The Challenges Changing marketplace Extreme competition (everyone is a shopper) Internet time (how fast are you?) So much to do, so little time (time management)

6. We’re Not Starting At The Beginning

7. Staying on the Grid

9. Information

10. Invitations

11. Introductions

13. Not a New Bag of Tricks

15. What are YOUR Points of Differentiation

19. Pushback

21. Time

22. We Are All Equal In Terms of Time

24. Top Take-Aways