Sales Presentations

Creating Powerful Selling Statements

It matters not how good your product or service if you are unable to get the customer interested in on and convincing them that the best use of their time right now is being with you. You can do this…

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The Skill of Collaborative Interaction

The quality of your questioning and listening skills can have a profound effect on your professional success in sales. Ask most prospects what skills they most admire in their suppliers’ representatives, and you can rest assured that ‘listening to our…

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To Improve Your Sales, Connect With Your Prospect’s Emotions

I was at Geneva Airport recently, after having delivered an Essential Communication Skills course, and mulling over the key points of the programme. I wandered into the technology store just to kill time. Then my eyes lit up when I…

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How To Use Digital Proposals When Decision Makers Are Not Present

Picture the scene…you’ve done all your homework and produced an excellent proposal for the prospect. You have made all the arrangements and are to present to a panel of four decision-makers. You and two colleagues have burned the midnight oil…

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The Beauty Parade Sales Presentation Myth

Do you have to conduct sales presentations to win business? If so, you’ve most likely referred to them as beauty parades. This is where your prospect has given you and 3 other vendors a list of requirements and have asked…

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Do Unto Others Does Not Work In Sales

If you didn”t know already I offer one off sales coaching sessions either face to face or over the telephone to cover certain aspects of your selling if you need a boost. Call it “Pay as you go!” sales coaching!…

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Learn How To Keep Things Short

Today, everyone is strapped for time. The job and family demands placed upon our prospects and clients are greater now than at anytime in history. So the last thing that they need is a sales person coming and talking their…

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Great Lesson: How A £40 Birthday Cake Cost £300 To Make

Marks And Spencers “GOT IT” at the weekend. They well and truly understood the importance of lifetime value and the damage that negative word of mouth can have on their business. It was my daughter Holly’s 3rd birthday party yesterday….

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Stop Overselling And Know When To Shut Up!

My biggest fault as a salesperson is when I oversell our services and products. There you have it! I’m opening myself up to you! I feel like I’m at confession! (Not that I’ve been to confession before I hasten to…

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7 Ways To Lose A Prospect’s Attention And Interest Very Quickly

I’ve said it before and I’ll say it again but those first few moments in ANY sales interaction will either set yourself up for success or failure. Here are 7 ways to guarantee that you’ll really hack them off in…

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The First Thing You Say Creates Barriers Or An Open Mind

Let’s assume that you’re meeting with a prospect for the first time… Now do you know exactly what you’re going to say to open the conversation? You see, what you say and how you say it will either make the…

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Where’s Your Back Up Sales Presentation Plan?

I’ve just got back to the office from presenting at a “Beauty Parade” for a big piece of sales training business. And the lesson I’ve got for you today is that you always need to be prepared for the unexpected…

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