ity, nothing actually “closes.”
• Assuring: Goal – to satisfy the buyer that he or she made a good decision by buying from you, laying the groundwork for continuing customer loyalty.
• Managing: Goal – to gain control over your accounts and the status of your sales efforts – plus, to lead, motivate, and grow as a sales professional. The next time you get frustrated about any part of the sales cycle, review this list and ask yourself, “Am I truly focused on the goal of THIS step in the cycle?” When you are ready to do your job well, everything else works better. When calling on the right people in the right way, more sales occur. Having truthful communication means fewer objections or stalls. Fully understanding means you are selling to the customer’s primary buying motive. Showing how you can solve their problem increases their desire to buy. Confirming the sale makes the purchase official in their mind and in yours. Assuring
SELLING TIP Three Basic Tips for a Solid Sales Presentation
Presenting is a vital skill in sales. One public speaking coach and media trainer believes a salesperson’s job is “all about presenting the company’s product or service in a compelling and enticing way.” “Over and over, every day, you must present yourself and your company. The key to a successful sale is in the presentation,” she says. That’s what makes advance planning and preparation so important. Here are her three basic tips all salespeo- ple should consider practicing on a routine basis. 1. Script your talk. This means not only writing your sales presentation and performing it, but scripting your performance, as well. “Scripting is different from writing,” says the expert. “When you write, you figure out what you want to say. When you script, you plan how you will say it.” Write notes to yourself about where you want to dia- log with your customer, where you want to ask the cus- tomer questions. “A well-scripted talk is going to seem
more spontaneous, not less,” she explains. “Engage your audience. Whether you’re talking with one or 100 people, make sure they’re with you.” 2. Anticipate questions. Work with other sales staff to come up with lists of questions your customers might ask during a typical sales presentation, and then role play. “Most people in my business are not good at answer- ing questions from the audience,” she says. “Ask each other these questions. See how other people respond,” she adds. “Learn from your colleagues and rehearse, rehearse, rehearse!” 3. Present with the proper flow. “Your audience needs to know where you are and where you’re going. Look at your transitions. If you can move from one topic to the next smoothly and keep the talk focused, the au- dience will better understand where you are going with the presentation.”
— HEATHER BALDWIN SELLING POWER FEBRUARY 2016 | 23 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
SET A GOAL FOR EACH STEP OF THE SALES PROCESS: GETTING REFERRALS
satisfaction keeps “buyer’s remorse” away and increases referrals. Man- aging sales and self means you are performing as your own sales manager. Your future is within your control because you are taking charge of
what matters. Remember why each part matters.
Jim Cathcart is a hall of fame professional speaker and the original author of Rela- tionship Selling. See him on video each day at
Thrive15.com/acorn.
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