If you do not have done a good job selling value through the buying process, it is unlikely that even a great sales display will turn the wave. However, although you may have done a wonderful job selling value, a negative presentation at the end might be all you need to lose a deal you could have won. trust building sales presentations
Generally there are some basic techniques that can minimize that misfortune from occurring:
Become ruthless about clarity. Product sales presentations must be persuasive, engaging, or memorable.
Put emphasis to key items. Present targeted successes and examples.
Weigh the value of each portion. Sometimes you will need to triage on the fly.
Customize the sales presentation. You will find no general customers hence there are no winning generic sales pitches.
But there is a fifth area where the game is often received and lost and it can one we find accounts executives often spend lower than sufficient planning time – getting the Q&A treatment right.
The Q&A period is a full-fledged part of any sales display. And, it requires the same attention to preparing as other presentation.
A few tips:
Most questions can be anticipated. Because of this sales agents can plan and practice answers. It is not only what you say, but also how you will say and what an individual say that makes the difference.
Understand what know the answer, no longer fake it. The best approach is some deviation of “I how to start but I’ll find out. inches One of these jumps up in about any presentation.
Focus on information that is fact-based compared to. personal opinion. If it is a fact established point you need to be sure that the backup information is within a “hip pocket or purse. inches
Don’t back away from a challenging or confrontational question. But – never argue. Rather, commence your response by requesting a simple question that helps you to better be familiar with matter – like “Could you just tell me a little bit more about this? ” It is often the case you do not quite understand the challenge or perhaps the reason behind it, hence with no more information it is difficult to come up with a compelling answer. Plus, this method provides you a little more time for you to think.
Follow the 6-second rule. Don’t anxiety if you don’t immediately get a question. Wait around 6 seconds – it might seem to be like an eternity but it is quite like one will show up. If perhaps you actually don’t get any, considering proposing a question yourself – “In similar situations we often find the client will ask about the onsite support that is an important question because… inches
If you found this awesome article helpful, you might want to be a part of the conversation and sign up to to the Sales Schooling Connection.
(C)2013 Sales Momentum(R) LLC
For over 40 years Dr. Richard Ruff and Dr. Janet Spirer – the founders of Sales Momentum and Product sales Horizons – have performed with the Fortune multitude of to create and develop sales training programs which make a difference. By working with market leaders we have learned that today’s standard for a discounts pressure significantly differs from yesterday’s picture.