The old adage is, “It’s not what you say, it’s how you say it.” Wrong. In sales it’s both.
Category: Presentations and Proposals
You’ve tried your hardest to get in front of the top decision-makers at your prospect’s site. But you’ve not been able to advance.
Have you ever been talking with someone knew and something about the way they spoke just made you want to get out of that conversation as quickly as possible? While your case hopefully isn’t that intense, there are a few speech habits many salespeople unknowingly possess that could be costing them sales.
If, “You can’t teach an old dog new tricks,” is ever uttered by a salesperson, it signals the beginning of a downward spiral in their career. Salespeople need to stay on top of their professional development, always doing what they can to stay ahead of the curve so that their methods don’t become predictable and boring.
Persuasiveness is an ability most salespeople long for. You may think it’s a natural born gift that some people have and some don’t. However, persuasiveness is something you create; not a trait.
In-person sales presentations can be nerve-wracking, especially if you’re meeting with a prospect you’ve only briefly spoken with. It can be difficult to appear confident and conceal any anxiety you may be feeling.
When you make a presentation, you’re not the only one with expectations. The person you’re presenting to has as many or more than you. Are you aware of them?
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?
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.