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.
Category: Presentations and Proposals
“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.
Does it seem like some of your fellow salespeople in the office have a God-given talent for sales? It can be discouraging to work alongside such people when you feel you have to work as hard as you can to accomplish what they seem to do naturally. Don’t lose hope for your future in sales, though.
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.
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.