Selling Out!David Cutler

www.EatMedia.com

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How Do You Feel About Selling?

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Inspiration From Ideas

$elling Out!Sales and Marketing secrets to earn more dealswith corporations, sponsors, partners, investors.

1 - Know what you REALLY offer.2 - Focus ONLY on prospects that need that.

You

ClientThem

Sweet

Spot

Strategic Sweet Spot

SWOT = A brutally honest assessment

• Strengths - Unique Value Proposition

• Weaknesses – and the plan to solve them

• Opportunities – For Company and market

• Threats – For prospect’s time and budget

Personality

Be Clear Or Be Gone

Transparency

USP – Unique Selling Proposition

• What are you best at?• Sell the value (not the features)• Own THEIR “why?”

Your value … visually

Clarity in a Picture

Big Picture

Simpler The Better

Research

• Website• Linkedin• FB, Twitter• Events• Call them• Store?

Netweaving

Click icon to add picture

Pitch Pitch Pitch

1) Practice2) Tweak3) Practice

Content For Results

• Awareness • Interest • Decision • Action • Retention

Jump On!

Your prospect target has BANT

- Budget - Authority - Need - Timing

Have Only One Goal• Get the next meeting with the decision-maker–Understand what they need.– Earn your steps through their process

Relax… it shows

• Good deals are for both sides• Believe in the Sweet Spot• Don’t be needy or exaggerate• Say: “I don’t need this deal,

unless…”

Listen

Prepare to React

• Quick Wins• Quick Fails• Set-up systems to win– Technology Platforms– Approval processes

1. Know what you REALLY offer.2. Focus on prospects that need that.3. Believe in the Sweet Spot4. Uniqueness of value5. Clarity of message6. Focus on their process7. Prepare to win8. Have fun

8 Points

Thank You!

David Cutler617-331-7852dcutler@eatmedia.comCreativeBusinessDevelopment.com

www.EatMedia.com