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
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. Continue reading
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. 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
Getting Your Buyer’s Attention With The Impact Statement
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