| |
| |
|
Presentation Information |
|
10 Profitable Tips for Creating Better Sales Presentations
No matter what your business is, you will enhance your level of success by developing a well-organized sales presentation. A good sales presentation involves two primary elements: (1) The pre-planned sales talk. (2) A carefully conceived and organized visual presentation that documents, confirms, supports, and strengthens the oral. Your visual aid can take a variety of forms. It may be a multi-page flip-over type with elaborate charts and graphs, extensive artwork, color photos, and other attention getting devices. It may be a computer driven multi-media event or a simple on-line presentation from a laptop. Or, it can be a basic set of 8 1/2 X 11 loose-leaf pages that can be arranged to fit diverse selling situations. Presentations, whether professionally designed or home made, are a vital component of your selling process. Why? Confucius put it this way: "In all things, success depends upon previous preparation, and without such preparation there is sure to be failure." First prepare. Then sell. Here are ten tips for selling better with prepared presentations. 1. Plan Ahead. Advance preparation is nine-tenths of the sale. Be sure you are organized and equipped to talk, show, and sell. Know all you can about your prospect before you make the presentation. Tailor your products/services benefits to solve your prospects' problems and fill their needs and desires. 2. Make A Great First Impression. A clean uncluttered sales presentation, like an artist's creation, is a mirror-image of your character, personality, and attitude. 3. Be Clear. Be Logical. Be Brief. Don't be brief at the expense of being misunderstood. Clarity starts with you. Clear answers to your prospects overriding question... What can you do for me?...will lead to understanding and sales. 4. Maintain Control. Never sit between two buyers. Don't let the prospect read ahead or thumb through your visual aids until you're ready for him to. Ask the prospect to instruct his secretary to hold all calls during your presentation. (It takes guts to sell.) 5. Seek Change of Pace. Put bounce in your voice. Change pace, tempo, and volume. Ask lots of questions. Get verbal confirmation of agreement at each stage of the presentation. 6. Prepare For Interruptions. Don't be flustered or thrown off balance. Expect interruptions and use them to summarize key sales points. 7. Involve The Prospect. Give the prospect something to feel, handle, manipulate, examine. Let the prospect mentally take possession of your product or service. 8. Gauge Your Progress. Progress should be measured in terms of understanding. No understanding...no sale. The more the prospect agrees with you, the more progress you are making. 9. Give A Complete Sales Talk Every Time. Your presentation must perform four important functions: (A) Win the prospects attention, (B) hold his interest, (C) persuade and convince him of the rightness of your proposition, (D) prove that a buying decision is a logical step for him to take. 10. Seek A Buying Action...Expect To Close. A good presentation naturally leads to a buying decision. Make it easy for the customer to buy. If your prospect was properly qualified and your sales presentation on target, you will find the selling process goes quickly and easily. © Copyright 2005 Thom Reece All Rights Reserved Thom Reece is CEO of Online Marketing Resource Center [http://www.E-ComProfits.com] and publisher of "Thom Reece's Web Marketing Strategies & Techniques Newsletter". You may subscribe free at: http://www.WMSTDirect.com, mailto:thom@e-comprofits.com
MORE RESOURCES: Unable to open RSS Feed $XMLfilename with error HTTP ERROR: 404, exiting |
|
|
|
RELATED ARTICLES
Eight Success Tips for Your First Trade Show Booth Exhibiting in a trade show can involve a major investment of money and time. But the financial returns for your business can be excellent if you learn some of the secrets of trade show booth success before signing up for a show and investing in your displays. Secrets of Successful Presentations Does the thought of speaking in front of others send you running in the opposite direction? Youâ??re not alone. Many people avoid public speaking at all costs â?" and there is a cost. Planning a Group Meeting CHARACTERISTICS OF AN EFFECTIVE FACILITATOR: As chairperson, focus on the meeting's goals and objectives throughout the meeting. Most everything you say should serve that purpose. Just Say No to PowerPoint: Enough is Enough! Have you ever been slideswiped? You walk into a meeting and once everyone has arrived, the lights are often dimmed and the show begins. The presenter clicks the mouse again and again, showing you slide after slide until you can take no more. Clear Communication: The Benefits and How to Achieve Them Communication is a complex and often difficult process for both the receiver and sender. Barriers on both sides of the process often deflect the real meaning of the message and inhibit clear, open, and rewarding communication. Nonverbal Communication in Business There are five key elements that can make or break your attempt at successful nonverbal communication in business: Eye contact Gestures Movement Posture, and Written communication Let's examine each nonverbal element in turn to see how we can maximise your potential to communicate effectively.. 8 Ways to Improve Your Presentation Skills 8 Ways to Improve Your Presentation Skills 1. Join Toastmasters. Your Unique Point of View I had a chance to go to one of those big positive thinking rallies recently. I am one of those positive personal growth people that really enjoy that kind of thing. Be Bold, Branded, and Bespoke - Your Customers Want You to Choose I had been working on a logo idea for several weeks before I finally realized that it would take from several months to never before I came up with something that would work for me. Scanning the Internet for sites that resembled Logos 'R Us, I found one that had a portfolio that I liked. Present for Success: Simple Strategies to Add Confidence and Credibility to Your Next Presentation Tomorrow's the day and you're dreading it. You're scheduled to give a presentation to the senior management team about the new program you're proposing. Sharpening Your Presentation Skills Regardless of the nature of our job or social standing, sooner or later we will be called upon to make a presentation of one sort or the other. To sharpen your skills, whet your audience's appetite, and educate them, organize your presentation by keeping them in mind. Polishing Your Sales Presentation Summer is here! It's time to bring out your summer attire, take a vacation and reflect upon your achievements thus far this year. Look back at the past few months of your sales production . How to Attract New Business Like George W. Bush Wins Elections THE LITTLE-KNOWN SPEECHWRITING SECRETS THAT WON GEORGE W. BUSH THE US ELECTIONHe's been accused of "mangling the language, destroying its meaning by avoiding the use of verbs, twisting nouns into verbs, and endlessly repeating phrases until they become zombified" (Source:'Bush and Blair accused of mangling English' by Kate Kelland, Reuters. Communication Barriers and Simplifying the Communication Process The communication process can be much more difficult than a person thinks. Unfortunately, many times a presenter does not realize that their message is being lost until it is too late and they have gone through an entire meeting/lecture talking away about something that their colleagues/audience thinks is absolutely meaningless. Super Preparation - Keys to Getting a Great Start to Every Presentation Super Preparation -Keys to Getting a Great Start to Every Presentation Novice and expert presenters alike have had the experience of feeling a little (or may be a lot) nervous before giving a talk. In working with hundreds of people to help them improve their presentation skills, one consistent theme has emerged: once people get started, assuming things go relatively well, they begin to relax, become more natural, less self conscious, and therefore more effective. Total Recall: How to Remember Your Speech Without Memorizing We all fear that moment. You look out on a sea of faces and your mind goes blank. Can Stage Presence be Learned? What is stage presence? Can it be learned?There are, undoubtedly, some 'naturals' in this field. The fine Welsh actor Richard Burton, for example, on his debut performance at 16, playing an extra scrubbing steps, was said to distract the audience from the Shakespearean play! Many actors commented on Burton's extraordinary stage presence, in particular his stillness - the audience were drawn to him even when he was apparently doing nothing. Plasma Screen Hire - What Do You Need to Know for Presentations How many people will need to see the screen? A 42" plasma screen is the most common size and will usually be sufficient for a smaller meeting - up to 20 people. Several other sizes, bigger and smaller, are available, including 32, 37, 40, 50, 61 inches and now up to 81". Networking: How to Network Within Your Organisation Although there are any number of different networking groups and events you can attend, some of the best networking can occur within your organisation. To build your profile and reputation internally and understand "who's who in the zoo" it is worth investing time to get to know the people around you. Tough Talk: Bad News Delivered the Right Way Communicating Bad News The Right WayIt's the rare executive who actually enjoys speaking before groups of people, even under the best of circumstances. Public speaking routinely ranks highest on people's list of fears.
|
| home | site map | contact us |