Posts tagged: Presentation

Presentation Review

Review all the criteria with the prospect. You’ll want to state the objects clearly and concisely so they will remember what their criteria are. Always use positive words, avoid words with any negativity. Make sure you capitalize on your natural assets and you definitely want to avoid anything you’re not comfortable with.
You’ll want to paint them a picture and then paint them into the picture. It will give them ownership. Be creative with your descriptions as the more creative you can be, the more emotion you will extract from the prospect. The more emotional they are, the more likely they will be engaged with you. Most people buy from logic but it’s the emotions combined with logic that creates a long term sales relationship.
One of the oldest most used adages of sales is when they hold the product or utilize your services; possession is nine tenths of the law. So let them have the opportunity get as close to your product or service as they can.

Review all the criteria with the prospect. You’ll want to state the objects clearly and concisely so they will remember what their criteria are. Always use positive words, avoid words with any negativity. Make sure you capitalize on your natural assets and you definitely want to avoid anything you’re not comfortable with. You’ll want to paint them a picture and then paint them into the picture. It will give them ownership. Be creative with your descriptions as the more creative you can be, the more emotion you will extract from the prospect. The more emotional they are, the more likely they will be engaged with you. Most people buy from logic but it’s the emotions combined with logic that creates a long term sales relationship.  One of the oldest most used adages of sales is when they hold the product or utilize your services; possession is nine tenths of the law. So let them have the opportunity get as close to your product or service as they can.

Knowing the Desired Results

Before you sit down with your prospect, take a few minutes to visualize the outcome. Imagine you are shaking hands and both of you are smiling and pleased with the decision that you have decided to do business together.

Notice I said “decided to do business together” . When a sales person concludes a sale, they are not selling to, but agreeing to work together. Both benefit, but the client normally benefits far more than you as the sale person. Remember that and you’ll realize you are in a power position, not a subservient position.
During the presentation you’ll want to begin with a compliment. Choose something neutral about their environment, a picture or something in their office. It’s a neutralizer and will diminish their natural resistance to the sales process.

Notice I said “decided to do business together” . When a sales person concludes a sale, they are not selling to, but agreeing to work together. Both benefit, but the client normally benefits far more than you as the sale person. Remember that and you’ll realize you are in a power position, not a subservient position. During the presentation you’ll want to begin with a compliment. Choose something neutral about their environment, a picture or something in their office. It’s a neutralizer and will diminish their natural resistance to the sales process.

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