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Three UnderutilizedNetworking Opportunities

For Sales Professionals

Presented by Robyn Davis, Trade Show Strategy Specialist (WINH)

[email protected] | (614) 657-7412

mailto:[email protected]

Tweet to @Robyn_WINH | WhenINeedHelp.com/EXPOEAST

Overview / Session Promises

In this session, we’ll dissect three commonly underutilized networking opportunities (waiting,

traveling, and when you’re “off the clock”), showing you how to recognize them as they occur and outlining simple, step-by-step approaches for each one that are designed to increase your sales.


Why Do Sales Professionals Need to Network?


All Things are Never Equal in Sales

Images courtesy of pinterest.com and blogs.mcgill.ca


Connections are Shortcuts to Sales

Image courtesy of biztekmojo.com


Buyers Expect More from Sales Professionals

Image courtesy of msw.usc.edu


Growing Yourself Grows Your Sales

Images courtesy of workplacepsychology.net and livescience.com


What Keeps Sales Professionals from Networking?

(and what YOU can do about it)


Lack of Awareness

Image courtesy of PPG’s Auto Color Trends Summary Infographic


Distraction

Image courtesy of sitepoint.com


Fear


Pressure

Comic courtesy of Charles Schultz (Peanuts) via Brian Cronin of goodcomics.com


Lack of Preparation

Images courtesy of davidhendramusic.com and sciencedump.com


The 5 Parts of a Productive Networking Encounter


1 – Preparations

Images courtesy of photosteve101 via flickr.com, stockimages via FreeDigitalPhotos.net, and Melanie via what-id-wear.com


2 – Opening

Images from Stuart Miles, Master isolated images, stockimages via FreeDigitalPhotos.net


3 – Conversation and Connection

Image courtesy of stockimages at FreeDigitalPhotos.net


4 – Closing

Images courtesy of Stuart Miles, imagerymajestic, and pakorn at FreeDigitalPhotos.net


5 – Follow Up

Image courtesy of stockphotos at FreeDigitalPhotos.net


The Three Underutilized Networking Opportunities


Waiting

(Underutilized Networking Opportunity #1)


Waiting | Specific Challenges

Images courtesy of livehealthblog.com and valeriemason.empowernetwork.com


Waiting | Keys to Success

Images courtesy of hercampus.com and kickstarter.com


Waiting | Let’s Practice!

Images courtesy of sheratonatlanticcity.com and forbes.com


Traveling



Traveling | Specific Challenges

Images from haikudeck.com and thisdreamersjourney.com


Traveling | Keys to Success

Images courtesy of shivalinisingh.com and butterbin.com


Traveling | Let’s Practice!

Images courtesy of Andrei Dimofte, Phil Scott, and AD-BdB at wikipedia.com


“Off the Clock”



“Off the Clock” | Specific Challenges

Images courtesy of pinterest.com and welldoing.org


“Off the Clock” | Keys to Success

Images courtesy of earthsnaturalalternative.net


“Off the Clock” | Let’s Practice!

Images courtesy of green-mom.com, spafinder.com, fansided.com, and Master isolated images at FreeDigitalPhotos.net


Any Questions?

Robyn Davis, Trade Show Strategy Specialist




Review and Reminders

• Why Do Sales Professionals Need to Network?

• What Keeps Sales Professionals from Networking?

• The Five Parts of a Productive Networking Encounter

• Three Underutilized Networking Opportunities:1. Waiting

2. Traveling

3. “Off the Clock”


Thank you!

Robyn Davis, Trade Show Strategy Specialist



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