Career Sales Training- Could Your Presentation Be The Problem?
Posted on November 7, 2007 - Filed Under Business
Do you think you need a perfect presentation in order to have sales success? Your sales success is never about a “presentation”. The only person a presentation is helping is you. You may be using it as a crutch so you don’t forget anything. You may also be using it so you have something to say because you fear silence. You may think a presentation helps you move a prospect forward and that it persuades the prospect to buy. These thoughts simply aren’t true. Changing your thinking about the need for a “presentation” will help you to have greater sales success sooner.
You could actually know absolutely nothing about your selling and have greater success than you may be having now. Because you wouldn’t be trying to sell them anything. You would have to listen to what they told you so you could understand what they wanted. You would be able to relax and just have a natural conversation like any two people would have. The person meeting with you would think of you as a pushy sales person they’d think of you as a new friend. By the time your conversation ended they would even like you. If all you did when you met was engage them in a conversation and asked them about what they wanted, listened intently asking more questions until you fully understood you’d leave the encounter with a higher likelihood of doing business. They would be willing and eager to grant you a follow-up appointment. Because you expressed concern for them and their needs and indicated you wanted to help them by doing what’s best for them they would trust you. Because they trust you when you meet for that follow-up appointment you have a greater likelihood of gaining their business.
A presentation doesn’t work because it’s all about you and what you have to offer and nothing about your prospect and their very specific individual needs. A presentation is selling and people hate to be sold. The minute you use a presentation your prospect withdraws and disengages because they perceive they’re being sold. When you use a presentation it’s really hard not to take off full tilt giving them your spiel, and it’s very hard to focus on and stay focused on the client. Wait until a pertinent question comes up that is answered in your presentation if you have to rely on one and then gain their permission to show them something you have that speaks to that question. Go directly to that point use it and then quickly leave your presentation material. Only go to points in your presentation when there is a logical reason to do so. Your main focus should be on engaging your prospects in a conversation. You’ll notice a big difference in your prospect’s body language because everyone is very interested in talking about themselves and their needs. When you ask permission before you show them something they’re interested in what you’re showing them. Notice how they lean forward, how they focus on what you’re showing them, how they’re engaged and actively listening, and how they ask you questions.
A presentation actually limits the logic to your conversation. It forces both you and your prospect into an artificial sales conversation. This artificial conversation may have little to do with the concerns on your prospects mind. And when you tell me I’m supposed to care about something I don’t I resist. When you focus on the presentation you miss important cues the prospect is sending out loud and clear. The prospect is usually sending out no sale signals loud and clear because they feel they’re being sold, manipulated, and even coerced. When you evoke those feelings the word of mouth marketing you’ll get will make others avoid you like the plague.
The sooner you gain the confidence to leave your “presentation” in your briefcase the sooner you’ll start enjoying an increase in your sales success. All sales begin with a simple conversation. It begins by you being able to get yourself introduced to your prospects and establishing rapport. When you actually hold the appointment continue what you’ve started by holding a natural conversation that demonstrates that your are a person who cares about other people and wants to help your customers get what they want. You want to be listening rather than talking, so you can understand. Once you understand your objective is to help your prospects discover how your solution is the best option for them. Presentations put you in the talking position and your prospect in the defensive position. Put yourself in the listening position instead and watch your sales grow.
Are you ready to be a Top Producer?
Ready to start your journey for success? start here.
Tags: career sales training, insurance sales succes, investment sales success, sales training course
Related Posts
- Online Career Training Offers Great Career Options
- Are You Interested In A Dog Training Career?
- Improve Your Presentation
- Change Your Career - A Practical Approach!
- Change Your Career - A Practical Approach!
Comments
Leave a Reply
