We all have to discover the best way to follow up with our leads. “What is your sales process?” “How do your leads come in?” “What do you do with your leads?” “How do you follow with prospects?” “What process do you use to get to a formal presentation?” An example of my process with […]
Read More...Are You Making Any of These 12 Biggest Mistakes Commonly Made in Sales Presentations?
Sales professionals put themselves and their companies on the line with every word. Here are the 12 most common sales presentation mistakes I see when companies hired me to help them get better results from their important conversations and presentations and how to avoid them. 1. Unclear thinking. Want clarity? Imagine that a busy executive […]
Read More...Connecting to Your High Stakes Audience in 8 Minutes: Emotionally and Intellectually
Are you confident your sales presentations are more compelling than your competition? Do your sales presentations connect to your audience intellectually AND emotionally? My friend Joe, a sales manager for the Fairmont Hotel in San Francisco, called me for help. He was confident in his one-on-one salesmanship, but he’d lined up an eight-minute presentation to […]
Read More...Do You Thank Your Prospects for Their Time? Are You Making This Mistake?
Don’t make predictable sales mistakes – like this one: At the close of a sales presentation when thanking your prospect for their time, you might say, “Thank you for your time today,” and then you might think, “That was nice and simple. I was polite.” If I have described you, think again. This is a […]
Read More...Powerful Sales Presentations Focus on Client’s Problems
Powerful sales presentations are always focused on your client’s problem, goal or challenge – not on your product or the service you provide. If a client’s needs are not seen, or not of interest to you, the client will not want to talk to you. Remember, there is an underlying reason you’ve gotten an initial […]
Read More...Powerful, Persuasive Sales Presentations Coaching Camp
Powerful, Persuasive Sales Presentations Coaching Camp Are you confident that your sales presentations are powerful, professional, polished, and focused on the needs of your prospects and clients? Can your competitors match your references, results and reputation? Could you benefit from a competitive edge? Do you realize that when everything else seems equal a powerful, persuasive sales […]
Read More...Emotional Connection – Critical to Successful Sales Presentations
Is this is the year that you are going to dramatically increase your sales? If so, you need to emotionally and intellectually connect with your audience – be it one, five, 50 or 500. Think of it this way – logic makes us think. People will not invest a large amount of money unless it […]
Read More...Situation, Solution, Success – Sales Presentation Strategy
If your goal is to increase sales this year, your sales presentations must include interesting, compelling stories. In a business context, stories are most often case histories of satisfied clients.
Read More...Last Words Linger – Sales Presentation Tip
When you structure your sales presentation, remember you start strong and close high. Your last words linger and you don’t want them to be “thank you” or “out of time.”
Read More...Upgrade The Caliber of Your Stories within Your Sales Presentations
Speeches and sales presentations are not memorable without fascinating stories. I want you to upgrade the caliber of your stories. Practice telling stories. Utilize what I call the “Hollywood Model” – character, dialogue, and dramatic lesson learned; which is, of course, that doing business with you is the best way to go.
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