Posted by Nick in Sales Training To Improve Sales Results | 1 Comment
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Advice On Sales Presentations
By, Nick Moreno
Often, a sale is won or lost during the sales presentation. You may have a better product than your competition but all bets are off if your competition delivers a better sales presentation. I thought we should spend some time on this important subject and discuss how you can deliver more effective sales presentations.
Stories are a get way to get your message across to new prospects so stories should be part of your sales presentations. Here is some advice on how you can incorporate stories in your sales presentations and make those presentations more effective.
First and foremost, the stories must be true and that theme is carried through all my sales training. Professional selling demands that honesty is the only policy. Leave all that other stuff for the armatures. Sales Superstars operate at the highest levels in all they attempt to accomplish.
Stories about success at an existing customer can be very powerful during a sales presentation. This is especially true when the prospect can relate to that client’s situation. Such stories are a way of broadcasting testimonials during the sales presentation.
Your prospect must feel that you’ve successfully solved an identical problem to the one they are struggling to solve. Obviously, insure the client you are referencing is willing to be a solid reference for you. Never discuss a client with a prospect if you are not sure if that client thinks you and your company walk on water.
Here is another way to use stories in a sales presentation. Have your client imagine what life will be like once they start using your product or service. Figuratively, place your product in your prospects hands. Start the story with statements like, “Once you start using ______”. This is a powerful way to implement solution selling and a great way to get prospects focused on the value of the benefits found in your offering. See the power in sales presentation training?
I urge you work on your sales presentation skills. Every presentation should be compelling and dynamic. Remember to use stories during your presentations as a way to make them much more effective.
To your success!
Nick Moreno, Sales Trainer
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