Tag: proposals

How to Do A Sales Presentation That Builds Buyer Desire

Ho-hum demos, capa­bil­i­ties pre­sen­ta­tions, pro­pos­als and dog-and-pony shows don’t make the sale. B2B buy­ers aren’t buy­ing because they aren’t get­ting val­ue dur­ing these one-sided sales pre­sen­ta­tions where the sell­er does all or most of the talk­ing.

Showcase Value in All Your Sales Process Stages

Can we talk about your sales process? It seems that every orga­ni­za­tion has invent­ed its own sales process stages. What­ev­er your process looks like, the most impor­tant thing is to under­stand where your buy­er is.

Face Time: How to Make it Count

You can’t count on get­ting in front of every prospect. But when you are grant­ed the huge favor of face time, don’t waste it.

Are You Making One of These 5 Closing Mistakes?

The sales process can be a long and ardu­ous jour­ney. Depend­ing on the sit­u­a­tion, what might start with a prospect­ing call in Feb­ru­ary could eas­i­ly not close until March of the fol­low­ing year. With that kind of time spent, there’s noth­ing more frus­trat­ing than get­ting 99% of the way through a sale, only to watch it fall apart at the last minute.

Nailing Your First Business Meeting with an Executive

Here are some sug­ges­tions on how to orga­nize your ini­tial meet­ing instead of attempt­ing to script the whole thing.

The 11 Biggest Sales Presentation Mistakes

Just like actors, even the best, most expe­ri­enced sales­per­son ben­e­fits from some script review, rehearsal, and coach­ing. Here are the 11 biggest sales pre­sen­ta­tion mis­takes that I see on the sales stage and what you can do to avoid them.

Do Your Sales Stories Reveal Strength of Character?

Have you received a review from a known indus­try pro­fes­sion­al or author­i­ty fig­ure? Make sure to include it in your sales sto­ry; you’ll enjoy the trans­fer of pow­er and influ­ence.

How important is writing? It’s the key to the locked door of your success!

I’m writ­ing on writ­ing. It’s the core of my suc­cess. This arti­cle is the sec­ond part of a short course on how I write for each area of my out­reach.

7 Times When Less Is More in Selling

In sell­ing, there are times when a min­i­mal­ist approach is need­ed. Min­i­mal­ism is a term used in art to describe the bare essence of a sub­ject. To express some­thing in min­i­mal­ist form, the artist elim­i­nates all non-essen­tial ele­ments.