That Leads to Contacts and Contracts
Let’s talk about one of my favorite subjects: making an unforgettable impression in business. You know, the kind of impression that not only lands the deal it also solidifies your reputation as someone people simply must do business with.
A Tip of the Hat to Business Success
I’m sure you’ve seen me in one of my distinctive hats. It’s not just a fashion statement—it’s a strategic choice. When I don a fabulous hat, people often walk across the room just to compliment it. And just like that, we’re in a conversation. In sales and networking, starting a conversation is often the hardest part. With my hat serving as an icebreaker, we can smoothly transition into more significant topics, such as how my expertise can enhance their business.
The Art of the Sale
Now you’ve got their attention—what now? I’ve always believed that the best salespeople know how to steer the conversation in a way that matters to the prospect. It’s not enough to recite a litany of your company’s achievements or services. Instead, you need to focus on their pain points and how you can provide solutions.
When a prospect says, “Tell us about your company,” translate that in your mind to, “How can my company benefit from doing business with you?” Tailor your response to speak directly to their needs and desires.
Common Pitfalls and Effective Strategies
Of course, a hat and a smooth talk won’t carry you all the way. I’ve consulted for dozens of companies on their sales presentations, and there’s always room for improvement. If you’re curious about what not to do, take a look at my downloadable PDF, “11 Mistakes Sales Professionals Make in Their Presentations.” It’s an invaluable resource that pinpoints common errors while offering actionable remedies.
Wear something distinctive (like my fabulous hats, interesting ties, amazing scarves, jewelry, and clothes) to break the ice and start conversations.
Focus your discussion on the prospect’s needs, not just a list of your services.
Avoid common mistakes by educating yourself and continually honing your presentation skills.
So, the next time you’re headed to a tradeshow or a big pitch meeting, consider donning something distinctive and being ultra-prepared. After all, when your message must be memorable, your presentation powerful, and your sales successful, I’m here to help. Cheers!
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