This is a follow up to my post on how you can solve “who cares?” syndrome in your sales presentations. We discussed the importance of asking good questions in order to discover how a client can benefit from your product or service. With that, here is a strategic approach to several aspects of asking questions […]
Read More...How You Can Solve “Who Cares?” Syndrome in Your Sales Presentations
Selling isn’t about you or your products, it’s about how the prospect will benefit. To be persuasive, you need to appeal to the other person’s rational self-interest. People make decisions for their reasons, not yours. Here are some quick reminders to help them make those decisions in your favor. Forget your company history or industry […]
Read More...Want to Increase Sales? Remember, It is Not Your Client’s Job to Remember You
It is not your client’s job to remember you; it is your obligation and responsibility to make sure you are unforgettable. Here is a great action step for you to take… Call your five best clients – those whom you currently use as references. Even if you leave a voicemail, say, “Bob, I never get […]
Read More...How to Follow Up with Potential Clients – Give Benefits to Earn Business
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...Communication Skills: Can You Do Better?
Even as an expert in business communications I constantly learn from my friends and mentors in the National Speakers Association. Don and Kathleen Thoren write, speak and coaching on Life Enriching Tips. Enjoy…. WHAT DO I SAY NOW?! Has someone said something and you weren’t sure what to say back??? Seconds tick by and your mind […]
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