In a previous post, we looked at a few requirements to move the sale forward. We need to get into the prospect’s mind and answer 5 questions. We must also supply evidence to back up our claims. And we must provide third-party validation to ease the prospect’s concerns. Continue reading
In my training sessions and consultations, I find that many salespeople focus their attention on closing tactics. However, when you open your sales call correctly, execute your sales process in an above-board manner, and you wrap all of this in an effective sales presentation, the close happens effortlessly and naturally. Check out this example, showing when all of these items are aligned, the close happens naturally and organically. Continue reading
Yes, we’ve said preparation and rehearsal are necessary in your sales presentation. But you want to pay particular attention to your opening and your close. Continue reading
In a previous post, we reviewed the importance of knowing your audience before designing and delivering your sales presentation.
Here’s another quick tip on preparing and delivering your sales presentation. 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
Here’s a quick tip when you are preparing to verbally deliver your proposed solution to your client.
In the course of your career, some of your sales presentations will involve sizeable deals and require detailed material. However, you are a sales rep, not the head of state. The fate of a nation isn’t going to depend on your every word. So, there’s no need to read from a written script. Continue reading