Build a Strong Sales Team by Igniting Enthusiasm Equally as important as what we present, how we present ties into credibility and believability of any high-performing sales team. Like it or not, business is like high school on steroids. Prospects are going to judge you on how you look, how you dress, how you present …
Drive Sales Effectiveness by Using Evidence Once a salesperson has diagnosed the buyer’s problem correctly, he or she needs to present the right prescription in such a way that it persuades the buyer to see value in the solution or opportunity. A high-performing sales team knows they need to gain the high ground in order …
Looking for ways to boost the performance of your sales team? Want to give your crew some easy wins? Here’s how you can coach your team in their sales presentation delivery that will have a big impact on their closing rates.
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.
Quite a few salespeople are think they can fast-talk their way through a sale presentation. But In a previous post, we saw how incorporating a visual demonstration in the sales presentaiton made the difference between a mediocre sales performance and selling excellence. So keep this basic sales concept in the back of your mind when …
Sales Training Exercise – Give Your Sales Presentation Visual Power Read More »
Once the salesperson has diagnosed the problem correctly, they need to present the right prescription in such a way that it persuades the buyer to see value in the solution or opportunity. As salespeople, we need to gain the high ground in order to overcome doubt quickly and effectively. And what inherently overcomes doubt? Evidence! …
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 …
How a Sales Presentation used an Egg to Close a Financial Services Deal Read More »
Intuitive Sales Wisdom Regarding Credibility Here’s a bit of insight I stumbled upon about credibility while doing a half day training with one of our regional sports franchise sales teams. During the the session, I realized these guys were intently focused on their service. And I needed them to move away from using that as a …
Here’s a sales process example I remember from when we were looking at CRM software solutions. This sales rep, Bob, found me on LinkedIn and initiated contact. He then emailed me, saying he had a lead generation solution connecting the social media platforms to Salesforce. Well, since we were talking about lead generation, I was …
Keep Your Sales Process Focused On Your Solution Read More »
Prepare And Rehearse Your Opening And Close. 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.
Sales Presentation Tip 2: Prepare and Rehearse Your Presentation 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.
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.
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