Sales Presentations

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…

Read More

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…

Read More

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…

Read More

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…

Read More

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…

Read More

Mind the Gap: Increasing Sales Through Identifying Potential Opportunities

Many salespeople are getting the message that the customer is not interested in their products and services. They are only interested in the outcomes those products and services will provide for them. Your job is to identify how you can…

Read More

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…

Read More

How To Avoid The Biggest Presentation Mistakes

Many salespeople tell us they enjoy presenting solutions to prospects, but are disappointed with the way they are received. One of the most participative parts of our sales courses involve areas where solutions are presented to prospects, and we can…

Read More

Tailor Your Presentations For Specific Customers

So you’ve found out what the client wants and listened to their many needs. You’ve asked the right questions and got to the main areas of concern. Now you’re ready to present the solutions and convince the prospect you have…

Read More

How To Deal With Competitive Bidding

It’s obvious why companies go out to tender for work, as it offers them the most benefits with the least work. They know that you will cut your costs to try to beat your competition, and you often do. What…

Read More

When They Have To Get The Approval Of Others

Even though you’ve done your homework on the prospect, there’s always the chance that they will have to gain the approval of others in the company before they make the decision. If that’s the case, here are four tips in…

Read More

Make Your Presentation Come Alive

I’ve sat through literally hundreds of presentations by salespeople trying to sell me their products or services. And most of them have been from companies I have actually asked to come in and tell me about their products. Whether they…

Read More