Basho Two ACTION IS POWER

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MIT SLOAN SALES CONFERENCE Effective Networking
Skills
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Background

• About Jeff Hoffman
• Over 20 years of entrepreneurial and sales
  excellence.
• Programs based on 2000 hours of research
  development.
• F500 client roster includes BT, Deutsche Bank,
  Dow Jones, Gartner, Intuit, salesforce.com, SAP,
  Symantec, and UPS.
• Featured in Inc. Magazine, Fortune Small
  Business, ComputerWorld, SellingPower, Sales and
  Marketing Magazine, and Training Magazine.
• Highly-ranked content appears on Apples iTunes
  and Monster.com
• 2006 2007 Finalist for Selling Powers Sales
  Excellence Award for Sales Training Program of
  the Year and 2006 Finalist for American Business
  Award for Best Sales Trainer.
• Delivers popular Global Sales Development Series
  at MIT/Sloan.
• Techniques have been taught to thousands in over
  18 countries.

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Introductions

• Weak Introductions
• How are you today?
• Touching base
• Is this a good time?
• I am sorry to bother you
• Are you familiar with us?
• I wanted to introduce myself to you
• I want to be honest
• When are you free?

• Powerful Introductions
• Why did you come to the event?
• The reason why I approached you
• This will only take 3 minutes
• Can you help me?
• What do you know about us?
• We want to introduce our company to yours
• I want to share something with you
• What is the best way to reach you after the
  event?

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Personal Commercials
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Powerful Networking

• Your Personal Commercial
• Have a QUANTITY goal
• Preselect your introduction
• Frame the moment to 3 minutes
• Prepare your Personal Commercial
• Focuses on the listener
• Ask for something specific and easy (OPEN-ended
  only!)
• Offer something
• Anchor and close
• Embrace the awkwardness