Imagine, if you will, that you’re an executive of a company beginning a meeting with a salesperson you have never met before. They come in, shake your hand, and immediately reference an activity you enjoy that they had no way knowing, even from the items in your office.
Category: Presentations and Proposals
How many times have you sat through a slideshow presentation that made you lose interest almost immediately? Probably too often. How are your sales presentations to your prospects and clients different than those other boring ones?
Presenting information in a compelling and persuasive way isn’t everyone’s strong point. It can be especially difficult if there’s a chance your audience will disagree with what you have to say.
Over time, sales reps can settle into habits, especially when doing demos or discovery calls. These are big parts of the sales process, and after a while, reps may unknowingly fall into a bad habit (or two or three).
From failure, we learn. It’s a mantra many of us have repeated over the course of our lives to give us the motivation we need to try again once we fail. But for some salespeople, instead of motivation, that sentence becomes an excuse.
You’re likely familiar with the phrase “practice makes perfect.” But have you heard of striving for “perfect practice?” This form of practicing emphasizes quality over quantity, and it can have a major impact on presentations
If you can figure out which negotiating style you should use based on how your sales process has progressed, you can then identify how best to proceed from there. Here are three of the more difficult of the five styles.
You product or service could be absolutely perfect for your prospect. It could fulfill every need, be a good price, and you got along with them swimmingly. But, even with all that, if a prospect says that now’s just not the time, what can you do? A lot, actually, writes Leslie Ye in a recent HubSpot article.
Salespeople know the importance of building value. But top salespeople actually become the value.
Dishonest. It’s one of the words you want to be described as the least while pitching a sale, but is probably how you’re coming off if you’re trying to paint your product or service as perfect, no matter what. That’s the advice Todd Caponi gives salespeople in a recent SellingPower article.