We recently went to a sales presentation that was very
educational in some very unusual ways. It wasn't' the
information from the presentation that was educational. How
the person made her sales presentation was the educational
part. Her personality and style of asking questions didn't
do much for attracting clients. It in fact was down right
repulsive at times. Something someone more conscientious
doesn't want anything to do with. Let's look at the good,
the bad and the ugly in some sales presentations.
The Good...Realize that is it really isn't about you. It's
entirely about the person sitting in front of you that you
would like to sell your service or product to. Put your
ego and agenda aside. Yes, you really want to make some
money and close the sale. What is important is you are
providing the solutions to their problems and challenges.
You must become the answer to the riddle that they have in
their lives. Something so compelling that you're the expert
in solving. By trying to force something down someone's
throat that you think they need will only make them want to
get away from you, no matter how spectacular you think your
service is. I know many people say "the product sells
itself" and that can be true. It is also true that "a pushy
sales presenter can mess up an easy sale too".
The Bad... If you don't have a strong belief in what you
are offering, how can anyone else? It's important to
really believe in your product or service. Let them use
their imagination about what it will feel like to use your
service. Paint a picture for them of what life will be
like with you helping them. Describe how different their
life will be and what a difference you service will make to
their lives six months from now. Many times just by
helping take your prospective client through this little
exercise you have made their purchase decision so much
easier. And don't be alarmed if they suddenly get very
quiet at this point. They may be using their imagination
and be in a slight trance as they are seeing in their mind
what the future may be with the help of your service or
product. Let them have this time to think.
The Ugly...Playing the "Yes" game can get ugly pretty fast.
That's the game when a sales person keeps trying to get
you to say yes or commit to small things so they can get
you into a pattern of behavior. The hope is by getting you
to do this that when it comes time for the big closing you
will easily say yes to whatever they offer. The game works
to a certain extent until the prospective client finds out
what you're up to and then the end of the game comes
quickly with the sales person as the big loser.
One of the best ways to make a sales presentation with
integrity is to ask really good questions. This is how you
can find out what their challenges are that you have the
answer to. It is also important to remember that this is
not an interrogation. To continually quiz and push someone
for answers to your questions can push people away. By
keeping the conversation light and upbeat, they will get to
know you and see your value.
Remember the 80-20 rule. Let your client do 80 percent of
the talking while you do 20 percent. By letting them talk
about themselves, you can then discover what their
challenges are. They will tell you what they need and
want. The questions and conversations that you have with
people are very important. When you let people talk about
themselves, they will appreciate and trust you even more.
----------------------------------------------------
© 2007 Pro Power Services, Inc
ABOUT THE AUTHORS
D.J. and Sherri Frost are Healing Arts Business Growth
Specialists helping holistic practitioners grow their
businesses. To get their FREE eCourse: 7 Critical Skills to
Attract More Money, More Clients and a Soul-Satisfying
Lifestyle, visit their site at http://www.ProPowerNow.com
NOTE: You’re welcome to “reprint” this
article online as long as it remains complete and
unaltered; please send a copy of your reprint to
info@ProPowerNow.com
No comments:
Post a Comment