How to become more effective at Networking Events – Part 16

Be Interesting
Imagine attending a networking event where you meet a lot of people. Some are dressed nice, some have interesting offers and some have interesting perspectives, but most of the people you meet quickly fade from your memory. These corportate clones sink into the sea of sameness.
Then you spot her from across the room. She [...]

How to become more effective at Networking Events – Part 15

Be Proud of what you do
When you attend a networking event it is important to remember what you are really selling. What is the benefit that you bring to the table for your customers. It is important to keep this top of mind. Other wise you may feel like you are selling at people instead [...]

Which is more attractive?

Which do you think is more attractive?
 
A few years ago I was working on a project with a major Funeral Services company, where I was designing a couple of training programs for their Advanced Planning Professionals.
These are the folks that sell Advanced Funeral Plans.  
Talk about having an ugly service to sell. I took the [...]

You don’t sell this way? Do you?

A few years ago, I was shopping for a new vehicle, when I was approached by the sales consultant who I call “Zack the Hack”.
After identifying which vehicle I was interested (the one I was looking at) Zack proceeded to tell me all the features of the vehicle. He told me some things I knew about, a [...]

My 10 + 2 Favourite Books on Selling

My Top 10 + 2 Favourite Books on Selling

10. Buying Trances by Joe Vitale
9. Artful Persuasion by Harry Mills
8. How to Win Friends and Influence People by Dale Carnegie
7. The One Minute Sales Person by Spencer Johnson
6. Customers for Life by Carl Sewell
5. SPIN Selling by Neil Rackham
4. Raving Fans (or anything by Ken Blanchard)
3. [...]

Reading as a resource to learn how to sell, manage, coach,or lead

Here is my answer to a question recently posted on LinkedIn.  

Do you think sales professionals can include reading as one of their resources of learning to sell, to manage, to coach, to lead? 

“Absolutely!!! I believe a Sales Professional MUST include reading as one of his/her sources of learning how to sell, manage, coach or lead. [...]

How to become more effective at Networking Events – Part 14

Respect other people’s personal space
When you are trying to connect with people it is important to realize that we all have an invisable barrier around us called our personal space.
This comfort zone is usually about an arms length all around us.
The closer emotionally we are to someone the closer physically we will allow [...]

How to become more effective at Networking Events – Part 13

Look people in the eye
It amazes me how many people will look around the room while greeting someone at a Networking Event.  To me they are basically saying that “yes I am meeting you, but I am also looking for someone more interesting to meet. “
Do they really think they are going to make a [...]

How to become more effective at Networking Events – Part 12

Eat before you go
A lot of networking events include meals and there is a temptation to view this as a major benefit of the event. But we need to remember our purpose for attending the event. Meeting those key future prospects should rank higher than eating those runny eggs.

It is also difficult to have any meaningful [...]

How to become more effective at Networking Events – Part 11

Play the Host
One of the ways to circulate around the room and overcome personal shyness is taking on the role of the host.

Introduce other that you know or just met and they will both appreciate it.

Always be thinking of what connections you can make.

Always be the first to offer your hand.

Seek out and include others [...]