Sales Presentations

Sales Skills Test

Responsing To: “Tell Me About Your Company?”

Let me give you a rather quick, short and sweet answer to a common question. However, in the answer, I want you to really understand the concept; the idea that I am trying to make. Understand this and you will […]

How To Use The Sales Value Equation

You’ve spent years perfecting your craft and learning everything there is to know about what you sell and the competition. However, you have to be careful not to allow that knowledge to flow too swiftly. The Instant Response Of course, […]

Price Objection? Is It The Price Or The Cost?

Of course, price objections run rampant and are certainly here to stay. However, I believe sales people need to understand, and more importantly; help their prospective customers understand the difference between price and cost. Is it the Price or the […]

Best Response To “I Want To Think About It” Objection

“I want to think about it…” may be the most popular objection in the world, and still causes many sales people a lot of grief and substantial income. The reason behind the objection is usually that the sales interaction did […]

Can You Do A Sales Presentation Too Well?

You know you did your job. You did a great sales presentation, covering all the bases. You uncovered problems and built tremendous value. You are certain that it is clear to the prospect that the value of the product or […]

How To Be Super Confident As A Sales Person

Confidence: it is one of the most essential ingredients in a successful sales profession. You have to have a great deal of confidence and believe that things will work in your favour even when all looks lost and when you […]

3 Ways To Make Small Talk Pay Big Dividends

Some call it “small talk.” Others refer to it as the “warm up.” You know; it’s that idle, incidental banter between you and the prospect as you get things into place before the sales interaction. This warm up talk is […]

“Wing It” or Structured Sales Interaction?

Whenever the idea of a planned presentation comes up, usually the first thing sales people think about is a “canned script.” In a canned script, I am referring to the old-fashioned, smile-and-dial era, word-for-word, rehearsed, “Pitch.” Such was a primary […]

How To Practice Your Sales Presentation

Practice, practice, practice because practice makes perfect! While that age-old sentiment is nice, it is not true. Practice does not make perfect. Only Perfect practice makes perfect. I ask sales people if they routinely practice their presentation and often I […]

How To Create Urgency In The Sale

The sales interaction went well.  The prospect seems very interested, and you cannot see any objections.  However, you also cannot see any urgency, as the prospect feels they can wait.  You offer a price discount as an inducement, but still […]

Don’t Just Sell the Nuts and Bolts

Just after the invention of the telephone, sales people took to the streets around the world selling this marvelous new invention.  It would seem that to sell a telephone to people who have never seen or used a telephone before, […]

A Sales Story: Apply Expert Knowledge

The islanders panicked as their main generator, the source of all of the electric power on their island had stopped working.  They immediately called in everyone on the island with knowledge of fixing generators. The oldest and most reliable electrician […]