The success of a sales call is almost completely determined by the quality of the research you conduct before you even pick up the phone. According to an article on SellingPower by Jim Cathcart and Tony Alessandra, here are a few things you need to look into for every call.
Category: Presentations and Proposals
“Don’t start your presentation until the customer agrees to buy,” says Ray Leone. WOW. That’s power if you can pull it off.
Have you been having trouble increasing your sales lately? Have you tried a number of new techniques and it still seems like nothing is helping? SellingPower’s Jeff Cochran has developed a systematic approach that only takes three steps to see a difference.
We’ve all been a part of webinars that just didn’t excite us, or spur us to action. “Webinars are an incredible avenue for providing thought-leadership content to people who are curious about your industry,” writes Amy Balliett for Inc.
For one sales professional, there’s one key ingredient to a successful sales demonstration: Storytelling. And, while many salespeople have been taught to sell benefits rather than features, they haven’t been taught how to do this in the form of a story.
“When you talk to customers, what are you fundamentally trying to do?” That is the question SellingPower recommends asking yourself when reflecting on your sales strategy.
Looking to improve your sales pitches? Considering the pitch is a vital part of the process, you will likely benefit from giving your strategy a refresher.
After you’ve found what works in the majority of sales situations, you tend to stick with it. Why mess with a tactic the works a good amount of the time? Because it will get old, that’s why; to both your clients AND you.
The average professional sports team wins more than 75% of the games they play on their home court. That’s a pretty high winning percentage.
There’s one in every crowd. You’re finishing up your presentation. And then, this person asks you an impossible question.
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.