In our programs, when we talk about building rapport, most people think of the NLP process that involves mimicking a person’s behaviors and speech. They think that somehow, doing this will magically give them the upper hand in talking with people.
Don’t get me wrong. That stuff enhances the communication process. However, when we talk about building rapport in the sales process, I want you to focus on one thing. Continue reading
When putting together a sales presentation, there are certain guidelines you’ll need if you’re creating a first class performance. And make no mistake. You aren’t just educating your prospect, you’re performing for them. Your presentation has to have style, panache, and showmanship.
So when putting together your presentation, it’s best to start at the beginning. Continue reading
In a previous post, we reviewed some guidelines for conducting an effective meeting. Now, when you consider that most executives spend an average of 23 hours a week in meetings, you want these events to be as efficient as possible. You want to get the most out of your meeting while expending a minimum of resources.
Also, consider the cost of holding a meeting. In order to conduct your meeting, you need a room with presentation resources. So you have the cost of the room and the cost of your time to set it all up and break it down. Continue reading
When opening a sales call over the phone, using a script will give you direction, provide your call with structure, and ultimately open more doors for you.
However, most sales reps use the script as a crutch, reading it like a nervous speaker reading their PowerPoint slides while delivering a presentation.
A script gives you an outline of your opening process when making a sales call . But to make it your own, you need to maintain flexibility and awareness so you can respond appropriately to your prospects and earn their trust. Continue reading
In reviewing some of my notes from past sessions with clients, I came across these ideas for leading effective meetings.
I’ve used these ideas to lead my team to address specific challenges, problems, and issues we faced as a company. They have kept our meetings on point, focused on the problem, and constantly moving forward to identifying a solution.
However, you can easily use these ideas in a sales meeting with a client to overcome an objection. Or perhaps to help a customer through a post-sales issue with your product. Continue reading