How Authenticity Drives Sales

1. The Real Deal Building Credibility and How Authenticity Will Drive Sales Success David Parks VP of Business Development

2. Credibility Authenticity Activity

3. Blue – who?

5. Credibility

6. SALES It’s the second oldest profession, often confused with the first.

7. Characteristics of Admired Leader Source Credibility Honest 88% Forward Looking 71% Inspiring 65% Competent 66% Trustworthy Dynamism Expertise VISION Leadership = Credibility + Vision Source: The Leadership Challenge by Jim Kouzes and Barry Posner

8. The Credibility Bank Credit Actions Debit Actions DWYSWD

9. So …. . . . . tell me what you know about our company?

12. EBS = E qual B usiness S tature Ready, willing and able to play on the same level as the person across the table.

14. The Trust Alarm The amygdala works largely on pattern recognition based upon past experiences. If people have “learned” to mistrust salespeople. If you - look like one - sound like one - and act like one then according to the amygdala, you must be one.

15. Authenticity

16. When you show up every day as your very best, true self then you become a magnet for other like minded people who are naturally attracted to your offering. Paige Arnof-Fenn, Columnist for Entrepreneur and CEO of Mavens & Moguls. Excerpted from article titled: The Real Thing: Why Authenticity Rules

17. Sine Cera

18. Activity

19. Invest time up front to discover the impact you can make In fact, you wouldn’t even pursue business with a company unless you had a good sense that you can make a substantial impact. This means you target specific firms where you suspect that there’s a good fit between your expertise and their needs. Jill Konrath Selling To Big Companies

20. Credible Conversations that lead to successful sales start with symptoms , not solutions. Like doctors, we have to diagnose before we prescribe.

21. Your follow-up habits and skills are responsible for 80% of your sales. Jeffrey Gitomer The Sales Bible

22. 1. Did Not Listen to Me 2. Did Not Understand My Needs 3. Did Not Respond to My Requests and Correspondences in a Timely Manner 4. Did Not Convince Me of the Value I Would Receive from Using His/Her Services 5. Did Not Craft a Compelling Solution to My Needs 6. Talked Too Much 7. Had No Personal Chemistry with Me 8. Was Overzealous in Trying to Win My Business 9. Seemed to Lack Enthusiasm for Winning My Business 10. Lacked Professionalism 10 Things I Hate About You How Clients Buy : Benchmark on Marketing and Selling from the Client Prospective . Wellesley Hills Group.2007.

23. Contact: David Parks 415-383-7500 or [email_address] www.bluepointleadership.com