Do your salespeople understand what they are selling? Are they able to articulate it? To articulate the value proposition. Or as business owner or sales manager you assume it’s obvious? Let me illustrate. I recently held a session with sales newbies. Their product is revolutionary but their customers are traditional. I’m talking about logistics here,
If you don’t like presentations that start with About Us, then believe me when I tell you that buyers don’t like yours that start the same. It’s not a case of tit-for-tat. No. It’s because buyers are selfish. You will captivate and win them over, easier and faster when you align yourself to their selfishness.
Did you know that many employees in the bank keep ties in their top drawer? It’s the first thing they put on when they arrive at work (tie-less), and the first thing they remove and put back in said drawer, when the bank doors close. Indeed, your dress is not your choice. Here’s why. “My
“The price may be high, as you say, but what about the cost?” The buyer does a doubletake. Quickly recovering he retorts, “What do you mean, the cost? I’ve just told you the price is high!” The salesperson (mechanic) has been here before; he knows the buyer sees price and cost as the same, yet
When a product is launched, it must still be sold. Salespeople that look to the launch as a salesperson are quickly disappointed by the dismal results they get. Product launches are a marketing, not sales tool. Yes there’s a yawning difference between marketing and sales. Marketing, usually remotely, creates awareness to attract; selling personally engages
“Which theme do you want for your new website?” the techie asks his client. He responds: “Why do you ask?” The techie says: “Well besides personal preference, themes can also determine attraction to a site. For example, here let me show you…” After the demonstration the client’s eyes light up with revelation. “Ahh, I see…”
Brace yourself during the upcoming season of festivities. You may be called upon to get on stage and address an audience. This could be your company, or home estate, end of year party, a family gathering, graduation, best man at a wedding, or a church congregation. How do you do it? How do you give
Sales presentations are the road along which you move to sales closes. Effective sales presentations smoothen that road, accelerating your movement along it and therefore letting you close more, faster. So if you are wondering how you can improve your sales presentations, buckle up. There are many effective sales presentation methods and ideas. However, doing