When we frequently deliver sales conversations and presentations, or deliver more formal presentations, we are reinforcing what we do well…and what could be less effective or distracting. The way for us to improve is to understand what we naturally do well. Understand why, name the technique so that we can repeat it under pressure and teach others; discover what we do that is distracting and replace it with a better, more productive habit.
Read More...How to Overcome Sales Objections
How to Overcome the “I Need to Think about it / Need to Wait until Next Week/Month / I’ll Get Back to You ” Objection by Mike Brooks
One of the oldest and most used smokescreens in the book is the, “I need to think about it” objection. So many sales reps struggle with this one because they think the prospect isn’t saying no, and so they don’t know how to respond to it.
Unfortunately, what many of you have found out is that your prospect actually is saying no – they’re just saying it in a way that makes it difficult for you to handle it. Well that will end for you today. By using the scripts below, you’ll see if your prospect really does need to think about it, or if he/she is blowing you off. Believe me you want to know now so you can save yourself weeks of chasing and begging a deal that will never close.
Sales Presentations: Power Pitching: Get the Personal Edge
•Steer clear of technical language and jargon. Rehearse your presentation in advance with your spouse or an intelligent 12-year-old across the dinner table. If there’s anything they don’t understand, it’s too complicated.
Read More...Prospecting Tips for a Slow Economy: Sales Presentation Skills Increase Odds
Frippicisim: It is not your clients’ and prospects’ job to remember you. It is your obligation and responsibility to make sure they don’t forget you.
Read More...Sales Presentation Skills: Podcast Dr. Drew Interviews Patricia Fripp
Listen now and enjoy this informative MP3. Dr. Drew interviews Patricia Fripp, in-demand sales presentation trainer on sales presentation skills. Find out what you should and should not be doing.
Read More...Powerful Public Speaking: Personal Connection Edge
• Bottom Line: Everything else being equal, you’re way ahead of any other speaker or sales professional when your audience of one or one thousand relates to you, likes you, and trusts you. Remember, they must first trust you before they can trust the message.
Read More...Want Your Audiences to Remember What You Say? The Importance of Clear Structure
Your message, no matter how important, will not be remembered if you don’t recognize the importance of structure. Here are some practical ideas that can immediately make you more effective. Your Structure Can you write the premise or objective of your talk in one sentence? If not, the chances are that your thinking isn’t clear […]
Read More...Power Pitching: Get the Personal Edge
Whenever and whatever you’re pitching, dozens of factors will figure in the final decision of your prospects. All else being equal, you have the edge if you can establish a personal connection. Connect emotionally and intellectually, so they like and trust you more than your competitors. How can you get your prospects to like you? […]
Read More...Selling Your Way to Success: How to Present Your Proposal at an Executive Meeting
What’s the worst reaction you’ve ever gotten when you made an important presentation? Probably, it would come in second to the one I just heard about. A woman — ironically she was interviewing me for an article about “Knockout Presentations” — told me the story of her disaster. It was early in her career as […]
Read More...Sales Presentations: Are you making these mistakes?
Readers tell me they enjoy my website, and keep coming back, because of the free advice they find. This is presented in my blog, my free articles on public speaking, sales presentations, customer service and leadership. If you have not downloaded my 11 Mistakes Salespeople Make in Their Presentations…click now!
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