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Jedi Mind Trick: Networking, Selling and Pitching

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Jedi Mind Trick: Networking, Selling and Pitching
with Kevin Airgid
Presented on September 18 2014 in Toronto at
FITC's Web Unleashed 2014 Conference
More info at www.fitc.ca

OVERVIEW
In this session, Kevin Airgid discusses how to:

Avoid dead ends and network with true leads
Use non-verbal cues to read your clients and adjust accordingly during a meeting
Never sell but teach your clients to buy by becoming a resource and an advocate for their goals

OBJECTIVE
To increase your sales numbers

TARGET AUDIENCE
Anyone in sales or networking

ASSUMED AUDIENCE KNOWLEDGE
You are already doing some type of internal or external sales networking or selling

FIVE THINGS AUDIENCE MEMBERS WILL LEARN
1. Use nonverbal cues to read your client
2. Increase sales
3. K.I.S.S. pitch writing
4. How to become a resource
5. How to form a bridge with your clients to build relationships

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Jedi Mind Trick: Networking, Selling and Pitching

  1. 1. JEDI MINDTRICK Networking, Selling and Pitching
  2. 2. :-‘_l-Iii: imam £2 £5} . THE GLOBE AND MAIL
  3. 3. 1?” ‘I FIRST IMPRESSIONS non—verbcI| communication techniques ‘ v . I ', F‘ 1.- . D ~ k I ‘ _. « X - ,7 . « ’ . I . I *, I « C/ . (Q ' 'I- , . I ‘x0 4' ’ xt
  4. 4. I DON'T LIKE THAT MAN. I MUST GET TO KNOW HIM BETTER. ABRAHAM LINCOLN
  5. 5. Did he really just sniff my arse? /
  6. 6. mirror, mirror on the wall
  7. 7. etlective proposal writing or K. |.S. S. METHOD
  8. 8. A bullshit free copy starts here. add value or go home. and for the love ot all that is holy spell the cleints name rightl. ‘It tor yo 2 treed one to proo O, myobe get some
  9. 9. are you adding value? r or is it bla, bla, bla, bla, bla, bla, bla, bla, bla, blaflglaj ' ’ I I 0
  10. 10. jemayaamu. -rs I IIITLEREDBOOK ‘ ‘ ofSELL1NG T’ 3?’ ll . l M A -3-: 12.5PrLnciples I-4. Qfsalcscreatness llowpanaaunurcmsu-zx
  11. 11. on page twenty one become valuable. STAY ON TARGET . , _. ; ~-— ' ¢ T _—_ The more valuable you become, the more the marketplace will reward you. Give first. Become known as a resource, not a salesperson. Your value is linked to your knowledge and your willingness to help others. How valuable are you?
  12. 12. how i added value (true story)
  13. 13. ‘- Stick at it until you (luit t()() . s'()()n_ [)1 >n‘v . ‘ A 3'. - cotnnnttncnt t( > . x._- no nx-K‘ ‘ I)()1"1't Cluil on :7 ‘ K‘ N‘' n /1011’ /11(/ /{)' /2,‘ 'x . ,1cvcr ‘xx x-3~Q. . T K i)c_f(n'c tbcy’1~e UL‘ Deva, : f < ‘mxuae. St§3t‘sxgg this is 1101. - By the (mac mew it to zhc 1, I2‘‘cVCt$)Q c. jQ‘~ But posit i -7 ving success m® _—, n¢[ , n(; ,-L- , ] , «_ = ‘()lli‘ clttitucte. ’ /0,70,‘: ' ' ‘ T‘ sn ; 0'‘ as q ‘.4 L. .. - "*“ ‘ ‘ . ., - . ~ - ' ‘ ‘ 3 *. ~; ‘L’: I/ .3/L’ ill li' LI; I“. .. ~ * §"Ul 7‘“‘kk Kdwkx ‘ , -_ . ~ . ' - - »''L c ( = _ / l.1g‘ ll() p. II. IL_lL «>1 ilk“ ““-~ on page twenty Four . . ‘I ‘I
  14. 14. "DROlD POWER! " SEE THREEPIO (C-3P0) Human/ Cyborg Relations Specialist Pnmary Function Protocai SPEAKS BOCCE Counterpart ARTO0 DETO0 (R2-D2) RepaIr and Inturmauon Retneval When you give out your card, it Someone doesn't look at it and say, "Nice Card. " get it redone!
  15. 15. IF YOU CAN'T GET IN FRONT OF THE REAL DECISION MAKER YOU SUCK
  16. 16. TRUE STORY: FINANCIAL SERVICES CLIENT CONSIDERS ME A RESOURCE, A PARTNER. THEY TRUST ME. AND VOII. A I GET THE MEETING
  17. 17. 1 K s I Get clients to buy from you even when your price is higher?
  18. 18. I JA- Use creativity to ditterentiate and dominate In you clients mind: transition from worker bee to valued team member

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