NOW LETS HAVE A CLOSE LOOK AT THE OTHER THINGS A PRO DOES
The biggest challenge for most salespeople when they have set up a presentation is the way their imaginations start to operate. All sorts of thoughts can begin to take over.
This is why we need to have a carefully structured plan and check list to ensure things run smoothly. But remember this, the preparation for the presentation process you are about to encounter is the one that a top professional would work on, and in the process avoiding any one of the opening phrases lesser prepared sales people may go on with, differentiating the professional seller from the competitor who may think a good opening gambit is, “So what exactly do you do here?”
THEY PREPARE FOR THE MEETING AND YOU SHOULD REINFORCE THAT ONE FACT
A well prepared salesperson would begin with by stating the obvious, a phrase such as, “In preparing for this meeting I…” then would quickly refer to the two or three things he or she did prepare.
This kind of introduction is designed to immediately capture the attention of the person across the desk. If it’s a group presentation or if the salesperson wants to make a stronger first impression, they may have pre-prepared a slide entitled “Pre-meeting Preparation” with seven bullet points of things the salesperson had discovered in preparing for the meeting.
GOOD PREPARATION WINS HEAPS AND HEAPS OF BROWNIE POINTS
The professional knows that being prepared beyond what is expected will automatically make you seem more interested in them and more able to meet their requirements as a company. It’s also important that the salesperson makes the following three statements at some point during the presentation.
The order they are presented in is not important:
1) I’m glad to be here.
2) You know what I’m talking about.
3) I love what I’m doing.
You can’t fake it. Faking it won’t work. The statements have to be genuine to sound genuine, and the best way to do that is to rehearse things first. The professional knows this. That’s why their smile, posture, tone of voice and the depth of their conviction allows the prospect to see how different they are to other salespeople. In other words, the professional wears his or her professionalism and commands respect accordingly.
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