Sales Presentations

6 Reasons Why You Should Always Plan Your Sales Presentation

Business People On A Meeting

We’ve never been so time-poor. With everything inside and outside of our control exerting pressure on us to deliver, it’s not surprising that many things that should be done miss their deadline. One of those things that often goes by the wayside is proper and complete preparation for a sales presentation. Because so many other things are pressing us for…

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6 Actions You MUST Take After Your Sales Presentations

Presentation in office

I remember meeting a salesperson in my office who presented me with a product that would hopefully deal with some challenges we were having at the time. The product was quicker, more efficient and easier to use than our current product. It was more expensive and would have meant us getting other quotes in, but all-in-all it would do the…

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15 Ways To Know When Your Prospect Is Ready To Buy- Video Blog

Getting a prospect to agree to an order does not have to be tricky. If you listen to what the prospect is saying there should be no problem in getting them to close the order. The prospect will always give signals and signs as a way of communication to what they are thinking. So how would you know this when…

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A Quick And Powerful Response 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 help solve more problems and close more sales as you answer this all too popular question. Tell Me About Your…

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A Great Sales Presentation Is Like A Great Golf Swing

A great sales interaction is not an accident. While an expert-level sales professional can make a sales presentation LOOK like a casual, impromptu conversation, does not mean that it actually IS a causal, unplanned conversation. In fact, a great sales presentation is very much like a good golf swing. Don’t worry, if you are not into the game of golf,…

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Should You “Wing It” or Have A 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 tool of sales people, in particular telemarketers, years ago. Alternatively, we had the opposite of the canned spiel with the…

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Get Rid of the “Pitch” Mentality

Presentation with clients

I am not quite sure of how the word “pitch” ever became associated with professional selling. The term has been around since the late 1920’s and I imagine that it may have started in relation to the game of baseball. No matter what the version, be it British, English or International, the ball-and-bat game is very similar.  A “pitcher” throws…

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Three Phrases to NEVER Use In A Cold Call

Mature businessman covering mouth

hile cold calling or warm calling, setting appointments or selling, every word out of your mouth on the telephone is critical.  You have probably heard of tons of words and terms that you should say on the telephone.  However, here are a few phrases you should avoid at all costs. #1: My Name is… While this simple introduction sounds innocent…

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Three Powerful Tips to Get More Referrals

Black folder with Referrals

Good referrals can make the career of a sales professional a thousand times easier and more profitable. Everyone knows the value of a good referral, yet so many sales people have problems getting referrals. Following are three very effective tips to help you get more referrals right now. #1: Ask Before the Close Most sales people have a real problem…

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Three Times When You Should NOT Look the Prospect in the Eyes

Business woman with arms in a cross

You know the critical importance of Eye Contact.  Yes, eye contact plays a vital role in selling as in almost every other area of business and consumer life.  However, in professional sales, there are a few times when you do not want to have that direct eye-to-eye contact with the prospect. #1 – Demonstrating or Showing a Tangible Product Whether…

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