Networking

Step 1

Networking

Step 2

Networking

Step 3

Networking

Step 4

Networking 

Step 5

Networking 

Step 6

Networking

Step 7

Networking

Step 8

Networking

Step 9

Networking 

Step 10

Networking

Step 11

Step 1. Identify the Centers of Influence in an achievement-oriented environment. Determine which ones might be good candidates for a networking relationship.

Step 2. Seek out an opportunity to engage them in a casual conversation. Introduce yourself.

Step 3. Ask questions to get them talking about thmselves and their business.

Step 4. Ask "How do you know if someone you're talking to is a good prospect for you?"

Step 5. Ask for their business card.

Step 6. Check out that person and their business. Confirm to yourself that you want a strategic alliance and partnership.

Step 7. Next time you see them, greet them  by name.

Step 8. Find a legitimate reason to communicate with them, with information they need or to refer them to someone they're looking for.

Step 9. Send them a qualified referral without expecting anything in return.

Step 10. Organize a swap shop of professional people in related but non-competing businesses.

Step 11. Develop your own personalized 12-second benefit statement.

Benefit Statement:

10 Steps of the Sales Presentation

Step 1. Ask close-ended questions to get facts and information.

Step 2. Then ask an open-ended question to get a sense of the prospect's feelings about what they're doing now.

Step 3. Ask close-ended questions to identify all the features and benefits they like most about what they're doing now.

Step 4: Uncover an unmet need or dissatisfaction with what they're doing now.

Step 5. Get the prospect to spell out the specific negative consequences of the unmet need or dissatisfaction.

Step 6. Use a turn-defying regulator to decline to speak yourself and to encourage the prospect to continue talking about the consequences of the unmet need or dissatisfaction.

Step 7. Paraphrase what the prospect