be better at pitching

Be better at pitching

6 essential steps for success3 secret business opportunities5 ways to close more sales

Ermine AmiesSandler Training

What’s your role at your company? What are you really good at doing at

work? What’s not working when you pitch? Two things you’d like out of today?


6 essential steps to success

and winning more business

1. Evidence of success

Set & track your specific objectives for the exhibition• Sell on site• Gather leads• Qualify leads• Launch a product or service• Check out competitors• Meet existing customers• Negotiations • or…….

2. Separate SUSPECTS from your PROSPECTS

Bonding and Rapport Qualification

3. Adjust your selling style

4. Plan your follow up before you go

•Write your emails and nurture campaigns before you go

•Block time out in your diary so you will follow up promptly &

have time for next step meetings & calls

•Download any apps – e.g. the event app & Fullcontact or

other app where people (not machines) transcribe the

business cards you collect

5. Don’t pitch - dump your pitch

30 SECOND COMMERCIAL & QUALIFY

• No features & benefits• Consequences – 3 Pains

• Where would you like to start?• Which of those challenges have

you faced?• Which of these things should we

discuss?

6. Questions

Develop a list of great qualifying questions to use and reuse • What brings you on to our stand today?/Is this your first time visiting our stand?

• Tell me more about that?

• Have you used/done X before?

• Do you currently use X? Whose?

• What has your experience been?

• What reasons might you have for switching to another company?


3 Secret Business Opportunities

3 Secret Opportunities1. LinkedIn groups – direct mail 15 dream prospects


2. Never eat alone – start with breakfast….



…..lunches, drinks receptions & dinners



…..lunches, drinks receptions & dinners

3. Prep exhibitors in advance by your priority and

stand location – if you can’t meet the decision

maker, gain intelligence on current suppliers, their

cast of characters and decision making


5 steps to close more deals

5 steps to close more business1. Know your process – qualify or

disqualify for clear next steps


disqualify for clear next steps2. Agree next specific steps with your

prospect while you are with them

Qualified? Next stepsUseful questions for this stage of your process:

•Would it make sense for us to arrange a phone call to continue this discussion? (if yes – agree time immediately)

•Is there someone else at your company I should be talking to?

•Would a face-to-face meeting be appropriate?•What is the best way to set up that up?



prospect while you are with them3. Have a printed diary



prospect while you are with them3. Have a printed diary4. Up front contract for the meeting

5 steps to close more business

Establish a “contract” for the call or meeting that spells out

the who, what, when, where & why

5 steps to close more business1. Know your process – qualify or disqualify

for clear next steps2. Agree next specific steps with your

prospect while you are with them3. Have a printed diary4. Up front contract for the meeting5. It’s a meeting with an agreed agenda –

confirm by calendar invite

Want to sell more?1. Win a sales assessment &

planning session2. Everyone wins a copy of

LinkedIn the Sandler Way

Mark your card Yes to staying in touch or No [email protected]

mailto:[email protected]

http://www.cambridge.sandler.com/

Want more?1. Ask me for a speaker for your

professional association 2. Or an invite to a free sales

training session3. Free sales meeting facilitation

for sales team of 3 or more4. Assessment of existing sales

team or potential hires5. Connect on [email protected]

mailto:[email protected]

http://www.cambridge.sandler.com/

be better at pitching

Sales