The tragedy of B2B selling is that, despite the tonnes of money used in the purchase, in many cases it is not the ‘best company’ or ‘best solution’ that wins the sale but rather the sales person who was able to make their value more visible to the customer. So, adapt your presentation to respective
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Prospecting is the cornerstone of successful selling. No, it is not closing. To close, there must first be a prospect…however, closing is the ultimate activity for making the sale. No, your sales job is not as overwhelming as you make it out to be. “What with doing reports, calling, replying to emails, prospecting, attending meetings,
There’s nothing sweeter than the sound of one’s own name. Remembering the name after a long and dry spell in communication yields a warm, “Wow! You still remember my name?” There are several taboos to avoid in selling but start with these three and see the positive effect Remembering Names Progressive sellers cannot afford the
'Sweetest' sales taboo, how to ask for a referral
Human Interaction, Pitching/Presenting, Referals, Uncategorized
She had been attracted to both phones but wants help in deciding why she should take one over the other, and the seller’s inability to demonstrate similarities and differences between the two is not helping. Flashback! Remember exam questions in school which would start with “compare and contrast…”? Well, we are back at the two:
How do I show the benefits of my product or service over the competition, How do I show the differences and similarities between my products?
Buyer behaviour, Communication breakdown, Pitching/Presenting
Any speech beyond three to five minutes is too long for an end-of-year speech. And whereas laughter is the most receptive state of an audience, you don’t have to be a comedian to attain it. In any case, that’s not how to win the boss over. The end of the year draws nigh. End of
Make opening about the buyer. Include these three qualities: brevity, succinctness, and being gripping. Remember the objective is to engage… “Boss. Hiyo wiper yako ikipiga, itaharibu kioo” Told to me by a hawker, this is the most gripping opening of any sale I’ve heard. In only seven words he had my full attention. He did
Best pick up lines for a girl, Effective ways to approach prospects, How to get the buyer's attention
The trick is to shorten your learning curve by making the duration to perfection a factor of frequency more than a factor of time. Pitch as many times as humanly possible, improving with each successive attempt based on progressive lessons learnt. An account winning pitch takes time to bake. As with every new skill, even
Designing the perfect pitch, Elements of an effective presentation, How to deliver an winning presentation pitch
“I came hoping to get some relief of my ulcer but listening to him only stressed the ulcer the more.” This is because in his presentation, the doctor had used PowerPoint as a verbal crutch not a visual aid. Use PowerPoint as a Visual Aid If it’s been said once it’s been said a million
Appealing PowerPoint Slides, How do I answer the question tell us about yourself, How to correctly use PowerPoint, What does death by PowerPoint mean
Over the years, as a firm we have sieved Delivering A Successful Presentation into five tips; representation, repertoire, research, rehearsal and repetition. In 1996, I was a life insurance agent and had just landed my biggest prospect to date. I was now in his office, this chief engineer of a multinational firm.After the flawless presentation