A Roadmap to Sales Success

Vol. 1 No. 9 May, 2004 - "Networking for Results"

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*"Networking isn't the only* way to improve your personal/professional circumstance; it's just the easiest way."** -- Joyce's Law #12
Feel free to pass this along if it can help others. "Jim Joyce (President of Sales Partners) is addicted to the growth and development of his clients --- this includes novices, seasoned pros and sales managers." - - Mike Thomas, Coach to career changers, job seekers and 50 plus creative retirees.		For help with sales issues: see "Ask your Sales Partner". Submit your questions to info@salestraininginc.com. All Questions will be answered via e-mail. Ask your Sales Partner: Dave asks: "How do I start to network?" SP: That's easy, Dave; find some people that YOU can help! (The rest will take care of itself.)

About the “Roadmap …”

Each issue of the “Roadmap to Sales Success” will contain items of interest to the business (especially the sales) community.

In addition, each issue will also feature one in a series of “progressive” articles to help you through the “Sales Cycle.” Following is the schedule:

No. 1	-	“The Importance of Sales/Salespeople”
No. 2	-	“Understanding Your Offering/Your Market”
No. 3	-	“Reaching Your Decision - Makers”
No. 4	-	“Things to Say When You Do Make Contact”
No. 5	-	“Offering Your Offering - in the Best Light”
No. 6	-	“Handling Obstacles/Objections/Concerns”
No. 7	-	“Closing a Sale”
No. 8	-	“Cultivating Lasting Relationships”
No. 9	-	“Networking for Results”
No. 10	-	“Importance/Use of a Customer Data Base”

This Month’s Sales Tips …

"Networking is using your connections to make connections" - - Ellen Baker

"The best networkers . have a sense of adventure about the whole networking process." - - Eric Larmer, SVP, Keystone Assoc., Best Practices in Networking - #15

Upcoming Events involving Sales Partners:

06/03/2004	-	Knightdale Chamber Business Expo

Please see:
http://www.salespartnersinc.com for details

Networking for Results - - Vol. 1 No. 9 - - May 1, 2004

"Your work opportunities are dependent on the network of active human
resources that you create." - - Mike Thomas, The Thomas Comprehensive Networking Approach

Why Networking?

First, a definition: "Networking for Results" should be a planned process through which we create awareness in people who can be helpful (or be helped) to quickly generate leads and/or other contacts, and which can result in business or social opportunities.

Rationale: as we mentioned in last month's newsletter: "Whether we like it or not, in many aspects of life, it's not (necessarily) 'what you know', as much as it is 'who you know' that can be a determinant to one's success/fulfillment. That, plus all other things being equal, most people want to spend time with (and buy from - and help) people they know." -- Joyce's Law #8

If we want to be successful, we must "network."

Needs that networking addresses:

First of all, networking promotes interpersonal referrals, which means we can gain "instant credibility" and therefore have to spend less time proving ourselves.

See: http://www.salestraininginc.com/16-shades-referrals.htm

Next, it can expedite our "promotional" efforts - we get to meet decision-makers and influencers faster.

Also, networking can reduce/eliminate the need for "cold-calling" - thus decreasing stress and anxiety on our part and potential antagonism on the part of the recipient.

Plus, networking can give us great satisfaction if we're able to help others.

Networking Objectives:

"Start with the end in mind" -- Stephen R. Covey, The 7 Habits of Highly Effective People

Our goals for networking should be:

To create a large degree of awareness of ourselves in our selected "circle."
To use this awareness to build/maintain relationships - "Cultivating Lasting Relationships" was covered in detail in Newsletter #7, April 2004.
To "cultivate" these relationships with RESULTS in mind. We need to network with a lot of people, but, let's face it, some people can help/be helped more than others. We should target those people whom we want/need to be in our primary network.
Be a "resource." If we are, we'll have people wanting to network with us.
Practice "Consultative Salesmanship" - it's what we've been addressing all along - finding out what people's issues are, then helping them with the solutions.

"Develop a SMART objective (Specific, Measurable, Action-oriented, Realistic, Time-bound). Develop detailed strategies to meet your objective. This becomes your action plan." - - Donna Messer, President, ConnectUs Communications

Best Practices

The best networkers:

Get/Stay Organized
Use Others to Introduce You
Clearly and Quickly Present Yourself, then LISTEN
Cultivate contacts - with "results" in mind
Make (and KEEP) Appointments
Give as Much (or MORE) than You Receive
Follow up/Follow Through
Express Appreciation/Give Feedback

Adapted from: Best Practices in Networking, Eric Larmer, Senior Vice President/Keystone Associates

Next issue:

Be on the lookout for next issue of “Roadmap …” where the topic will be:
"Importance/Use of a Customer Data Base". Until then, Good Selling!!


Helpful Hints this month: If you're having network issues or want to upgrade your skills, see: http://www.netwktraining.com/ Like to have a website that actually does something to help your business? Please see: http://www.webdesignstudio.com/ Want help taking your business global? Start with http://www.wtcnc.org/ And, of course, to improve your sales situation, please see: SALES PARTNERS, INC. ^SM http://www.salespartnersinc.com/		SALES PARTNERS, INC. ^SM Helping companies and individuals: * Grow Revenue * Improve Sales Productivity * Enhance Customer Relationships Submit your question/comments to: info@salestraininginc.com Subscribe to the “Roadmap …”