I don’t teach presentation skills like voice inflection, gesturing, or how to utilize visual aids in front of an audience. That doesn’t mean presentation skills aren’t important. They are! But so is another aspect of the sales presentation that nobody talks about, which is how to make your presentation audience more receptive to your message.
Steve Reznikoff, President of Micro Systems Consultants, has extended the Sandler Selling System concepts to something he calls The White Board Proposal. He made a decision to stop spending hours writing extensive, fancy technical proposals in favor of meeting with the customer to sketch out a proposed solution on a white board.
He said this decision
1. Not Every Sell Is A Good Sell
About 35% of all sales are bad sales. In one way or another, they leave the customer disappointed or the seller with excess costs and diminished returns. Often salespeople are so concerned with “getting the order” that they write business that is not good for themselves, their company
Frequently, we receive invitations to attend a demonstration of a new sales tool or web application.
Typically, web conference calls are the easiest way to do this – so we log on to a service like WebEx or GotoMeeting and let the presenter walk us through his product or service.
Last week, I sat through one of
Face to face time (or phone time) with customers is a finite resource in all opportunities, and is often the critical bottleneck. This article highlights a collection of 20 best practices from top sellers that you can use today. Here are some tips from top pre-sales pro’s to make the most of that time.
1. If
Don’t overload your presentations and positioning statements with a bunch of wasted, overused words. That’s the message in this article. And while it’s pointed at marketing and PR folks, you KNOW it applies to us in sales just as well.
“If you attend my presentation and you’re bored, that’s my failure.” – This and more wisdom about the choices you have when you communicate from Seth Godin. Check out his post here.
There’s a very good chance that your PowerPoint sales presentations are boring people to death. But don’t take this personally. Your competitors probably are, too.
So, why are they boring? The reasons are many:
You’re using technology when you don’t need to.
You’re using it when you don’t really know how.
You’re using a poorly constructed presentation.
You’re filling the
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You can also check our sales tips archives