1. 1 “Hooked on Sales” Identifying Sales Opportunities

2. WORKSHOP OBJECTIVES Understand the Importance of Setting Goals Know the Three Steps to Making Goals Reality How to Determine the Sales Numbers You Need to Succeed Identify Sources of Business in Key Market Segments How to Identify Sales Opportunities Know Where to Look for Resource Materials Share New Sales Ideas with Your Peers Determine Your Personal Selling Skill Levels 2

3. 3 ARE YOU DREAMING OF THE BIG ONE?

4. 4 MAKING YOUR DREAM OF “CATCHING THE BIG ONE” A REALITY! Have a Clear Definition of Your Goal(s)  Put it in Writing  Quantify it  Date It Have A Firm Commitment to Make it Happen  Make the decision and stick to it  Remind yourself of your commitment often Have a Plan of Action  Develop specific action plans  Plan your work and work your plan  Stay on track

5. 5 HOOKS, LINES & SINKERS FOR SALES SUCCESS Remember, on average, out of every 10 prospects, one will buy no matter what you do, and one won’t buy no matter what you do. The other eight will buy or not buy because of what you do. Your sales skills & follow through are responsible for 80 percent of your sales!

6. 6 Success in sales is largely the result of hard work and determination. To get where you want to go, you must do the following consistently: Make 10 new cold calls per day Make 10 new appointments per week Make 10 follow-up calls per day Make two personal sales presentations per day Attend at least one business networking function per week Do something memorable when you make a sales call Keep detailed call reports to enhance your follow-up

7. 7 “FISH FINDERS”... IDENTIFYING SALES LEADS: Develop a “fishing” attitude.  Looking for business is a way of life and should be done constantly and consistently. Communicate.  Share information with everyone you know: family, friends, employees, peers  Ask for leads from current clients  Go back to existing clients to look for more source Observe.  Develop an eagle eye for sources of new business  Use resources: Internet Searches, Industry & Trade Directories, Chamber of Commerce, Networking, Newspapers…use your imagination, the possibilities are endless  Be aware of your marketplace, your competition…everything around you  Get involved in community & professional organizations Dedicate Yourself To Success.  JUST DO IT!

8. 8 WHERE TO CAST YOUR LINE WHERE TO CAST YOUR LINE

9. “Fishing Guides” Companies: www.companyname.com Company Information: www.forbes.com www.hoovers.com Office Buildings: www.switchboard.com Business by Zip Code: www.bigyellow.com Organizations: & Associations: www.organizations.com www.ceoexpress.com www.business.com www.bigyellow.com Meetings & Training: www.cmeplanners.com www.nuco.com www.docguide.com www.tssn.com www.petersons.comwww.all-conferences.net www.seminarinformation.com Colleges & Universities: www.petersons.com Sports: www.eteamz.com www.ncaa.org Religious: www.bigyellow.com www.churchangel.com Military: www.reunionsmag.com www.militaryusa.com/reunions.html Government: www.firstgov.org Emergency Preparedness: www.ready.gov www.nhc.noaa.gov www.adjusters.com www.fema.gov www.dhs.gov Market Segment Prospecting: www.beaucoup.com www.corporateinformation.com www.go-events.com www.infospace.com www.acronymfinder.com www.anywho.com 9

10. 10 “Fishing Guides” Suggested Resource Publications American Bus Association (ABA) Directory American Society of Travel Agents (ASTA) Roster Black Conventions Catalog Blue Book of College Athletics Chamber of Commerce Directories Corporate Meeting Planner Directory Directories of College Athletics (men & women) Dun & Bradstreet Listings Federal Regional Government Directory Industry & Association Directories Local & Regional Newspapers Mail List (there are all kinds!) National Directory of High School Coaches National Motorcoach Association (NTA) Directory Ontario Motorcoach (OMCA) Directory Religious Conference Manager’s Assn Directory SATO Office Directory State & Local Government Directories The Guide to Ethnic Organizations

11. 11 USING RESOURCES TO “REEL” IN LEADS

12. 12 FISH WHERE THE FISH ARE... LEARNING FROM YOUR “PIERS”

13. 13 SUCCESSFUL SALES SKILLS RATING LEVELS 0 - 50 = You have many opportunities ahead of you to learn and grow your selling skills. The good news is that your best selling years are ahead of you and all the information necessary to become successful is out there waiting for you to take advantage of it! 51 - 75 = You have a strong foundation upon which to build your selling career, and with all the information available to you, you will be able to go over the top! Read and review new information daily (in your non-selling time, of course!) 76 - 99 = You are knocking down the door to success! With just a little extra oomph you will be accomplishing what you want in your professional career. You should be able to continue on your winning ways to become an even bigger winner! 100 - 125 = You are a selling success! Now don’t get overconfident and forget to review the fundamentals. Part of the reason you are as successful as you are is because you have recognized the importance of ongoing education. Congratulations!

14. 14 The charm of fishing is that it is the pursuit of what is elusive but attainable, a perpetual series of occasions for hope. ~John Buchan