PRESENTATIONS RELY ON THE SALESPERSONS IMAGINATION
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?
PROFESSIONALS PREPARE FOR THE MEETING AND YOU SHOULD TOO
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 its 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. Its 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 am glad to be here.
2) You know what I’m talking about.
3) I love what I am 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.
THEY WOULD HAVE A PRE-MEETING PREPARATION CHECKLIST
A standard meeting checklist is a relatively quick and systematic way to prepare for any meeting. It should be prepared to accomplish two things:
1) Help you have a deeper conversation with the prospect.
2) It will keep you from asking questions, to readily available or obvious answers.
The company’s web site should provide the following things:
1) Mission statement: Align your offering with their mission.
2) Presidents letter: Consider what the boss thinks is important.
4) Recent press releases: You can ask questions like, Is the new acquisition going smoothly or are there some issues with it?5) Google news: May give you something that is not a press release. Read the lead paragraphs of news stories in the past 30 to 90 days.
6) Check or confirm the stock price of a publicly traded company
AND HERE ARE SOME HINTS YOU SHOULD ADHERE TO
Avoid Desperation Selling
A salespersons low sales might be caused by a variety of outside factors, including economic conditions, world events, new competitor product lines or even internal factors including lack of training, low motivation, low stamina, poor people or time management skills. Whatever the issue, most salespeople feel the pressure from management to increase sales However, a good salesperson that’s confident in his or her ability absorbs that pressure and never passes it on to the customer. A professional knows that any sense of pressure or urgency that a customer feels should come from the need to solve a problem rather than from the salesperson.
Your Vocabulary and the Way You Speak
Its the words we use and the way we use them that create pictures in our minds. Certain words that are common to selling and the way we communicate amongst each other or in a sale meeting room are the same ones that can turn people off. In certain selling situations (especially with a domestic overtone, such as retail selling and in-home selling), it is vital that you speak THEIR language and not the one they have grown to fear.
There is Power in Good Sales Questioning
Selling today is a lot more challenging than it used to be. Every business today faces more competition than ever before. That’s why it is so critical you ask high-quality, thought-provoking questions instead of the average run of the mill ones so many rely on. Or worse still, not ask questions at all. Many salespeople today seem desperate to talk about their product or service or to present a quick fix solution, they end up talking too much, or too soon. Now lets get something straight, the average seller will agree that’s its difficult to NOT discuss a solution, simply because they feel that if they are not talking, they are not selling.
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