In a previous post, I spoke about empathy and sympathy and how it’s better to be sympathetic to the client’s situation vs being empathetic and joining them in the situation. Let’s delve a little deeper into that and see how we can use this to influence the sale process. 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 is a tool that we recommend our clients use early in the sales process to get a prospect’s attention and to establish credibility.
While we recommend that you establish credibility by talking with your prospect or customer about things that of interest to them, you won’t establish credibility with your prospect by talking about items you find in their office. While commenting on pictures or artifacts found in a prospect’s office was a popular tactic back in the 50’s and 60’s, they won’t give you much traction in today’s business environment. 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