Sales Presentations

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And The Moral of the Story Is… Part 2

In tribute to the many sales managers, trainers, directors and coaches who are always in need of more creative, effective and memorable ways to relay sales training concepts, I am starting a new series called, “And the Moral of the […]

And The Moral of the Story Is…

In tribute to the many sales managers, trainers, directors and coaches who are always in need of more creative, effective and memorable ways to relay sales training concepts, I am starting a new series called, “And the Moral of the […]

The One Reason Prospects Will Listen To You

Picture the scene…you have a really great product and your customers are very happy with the service you offer. You are presenting to a new prospective client and the call is going ok. Suddenly your prospect comes up with a […]

5 Mistakes Salespeople Make During The Presentation

Presenting the solution to a client’s needs is often the most interesting part of the sales process, especially for the sales person, because they are talking about their products, their services and they’re on home ground. And it’s mainly because […]

15 Ways You Know The Prospect Is Ready To Buy

If you listen and look carefully to what the prospect is saying, there is no need to depend on tricks or closing techniques to get them to agree to the order. When you’re giving your presentation, your prospect will give […]

5 Steps In Dealing With A Buyer With No Authority

I’ve met many of these in my time; people who give you the impression they can make decisions, go through all the details with you, then frustrate you with the fact they have to get approval from someone else or […]

8 Steps to Help You Sell to Groups

Let’s face it, you probably prefer to talk to one person at a time when you sell your services, as you can establish good rapport, deal with one question at a time and generally focus on just one challenge at […]

The Worst Way To Gain Your Prospect’s Attention

When you’re with your prospect, and you want to grab their attention, the worst way is to start talking about your product and services. At that point, they are simply not tuned in to what you’re saying. It’s been said […]

How to Listen Better When With a Customer

My wife Donna said the other day that I wasn’t a good communicator because I don’t listen to her. At least, that’s what I think she said…I was on my iPad at the time! It got me thinking about how […]

Selling To A Group Is Different To One-On-One

You will often have to sell to more than one person. The decision-maker may be one of the team, but not necessarily. In order to sell to a group of people, you have to bear in mind a number of […]

Make Your Product Presentation Match The Buyer’s Needs

Let’s face it, when it comes to product demonstrations, many salespeople fall into the trap of carrying out a ‘one-size-fits-all’ presentation, with a prepared verbal monologue of what makes their product the best on the market. What can you do […]

Using Robert Cialdini’s Persuasion Techniques In Sales

Robert Cialdini, in his great book “Influence”, tells a story of how people working in an office went to another floor to take some photocopies. They went to the front of the queue and asked if they could jump in […]