Presented by Joe Ellers The Plutonium Rule “How to Become More Proactive in Your Sales Efforts” Presented by Joe Ellers

Your Presenter: Joe Ellers- Consultant, Trainer, Speaker & Business Strategist. Author of: -The Sales Manager’s Handbook -Sales Professionals 6-Step Guide To Mastery -Sales Management Excellence -Implementing Process Improvement

Do Unto Others… The real keys in selling… Do It Now Act versus React

The Most Important Concept Don’t wait for the customer to take the next step… They will not call you back They will not do what is required to move the sale along (unless they are really motivated) but they might buy from you if make it easy to buy You always have the option of doing it

Every day you need to do some of these things… Calls on new customers Calls on new people in existing customers Calls on people you know to try and sell focus products Calls on customers to get your proposed solution approved Calls to get permission to quote/deliver quotes Calls to close sales

A couple of questions… Is my time fully leveraged? What percent of my next step activities are in my control? How many am I waiting on my customer to do something?

Move from reactive to proactive… For every major piece of business: What needs to happen next? Why would the customer agree to let you do it?

Summary of Action Items Do It Now Act versus React Don’t wait for the customer to take next step Every day do some proactive parts of the sales process Understand how much time you have Understand what is required to move from reactive to proactive on every piece of business

Presented By: Joe Ellers More learning tools are available for sales managers, executives and sales professionals by visiting; www.joeellers.com Thank You