It’s likely that, for most of your presentations, your audiences will be comprised of both introverts and extroverts. How you cater to both groups can have a huge impact on how well your presentation is received.
Author: Jessica Helinski
Want to keep your funnel full in today’s hyper-competitive sales world? Of course, you do! So, this year, make the extra effort to improve your lead generation.
Do you feel like you have control during most of your sales conversations? Controlling the discussion is vital to success, and reps may find themselves faltering if they relinquish that control.
If you had to guess, how many sales reps missed their quotas last year? The answer may surprise you.
Take a moment and think about your sales process. When was the last time it was updated or tweaked? Many reps still follow a traditional sales process despite changing buyer habits.
Cold emails can go nowhere. Or, they can transform into hot leads. Are you doing what it takes to make those leads happen?
Most sales reps know the importance of building rapport. But many make minimal effort beyond common pleasantries, hoping the value of what they’re selling will carry them on to a sale. This is a big mistake because when it comes down to it, how much the buyer does (or doesn’t) like you will affect the sale.
Traditionally, demos have followed a linear path, with sales reps not reaching the most important content until well into the meeting. But recent research reveals that this might not be the best way to conduct a demo.
Last week, we discussed “fake facts” in regard to presentations; now it’s time to turn our attention to closing. There are a lot of myths out there about closing, and unfortunately, reps take those myths to heart.
How much of your product or service do you think clients and prospects really care about? Often, reps spend too much time talking about every single feature of what they’re selling, wasting both their and the prospect’s time.
Don’t let fake facts ruin your presentation. There’s a lot of advice out there on how to best present, from old-school rules to newer tips and tricks.
To help prospects get a better idea of why they should work with you, you need to paint a new reality picture. By doing so, you help them envision the outcome that your partnership can achieve.