Posts Tagged ‘Sales Presentation’

Have you ever noticed the “pitch men” on the television commercials?  The next time you see one, do not dismiss the commercial.  Pay close attention!  If you listen carefully, you will likely hear some “great sales techniques.” For example, have you ever heard one of these “pitch men” saying something like this?  “If you order two boxes of our “Super Suds” dishwasher detergent today we will give you a third box free.”  Or perhaps you have heard something like this.  “Call within the next 10 minutes and we will include ABSOLUTELY FREE our handy dandy, super absorbent, long lasting, specially imported, ...

What is a Good art of Handover, Customer walks in and explains to me and I have to handover to one of my sales guys.

24
May

Do you have any advice on how to craft a really dynamic "elevator speech"?  I'm in a Business Networking International (BNI) group, and we have our 60-second "manager minute" that we do each week.  How can I make it most impactful, keeping in mind I'm selling THROUGH, not TO the group?

Many years ago a business colleague, we shall call him John, was attending a training seminar featuring the greatest sales trainer of all time, Doug Edwards.  During his training Doug Edwards taught what is known as “The Benjamin Franklin Close.”  John was young, had some sales experience and had great potential.  However, another characteristic of John at the time was his cockiness.  At this point in the seminar, John raised his hand as if to ask Doug a question.  When Doug recognized him, John said that the “Ben Franklin Close” did not work.  Doug asked why he thought so.  John ...

The great sales trainer, Larry Wilson, taught that before we could sell our prospect, we needed to “warm them up.”  He recommended using an ember.  Now don’t get the wrong idea!  He did not mean we were to set them ablaze.  In this case Larry used ember as an easy to remember acronym.  E.M.B.E.R. stands for “Establishing a Mutually Beneficial Empathic Relationship.”  Some salespersons today might say that we need to create a “Win Win” relationship with the prospect. For both the salesperson and the prospect to believe that the purchasing ...

The great sales technician and trainer, Doug Edwards, said “people buy emotionally and then justify their purchase logically.”  Salespersons have been proving this statement true for decades through their own experiences.  Since we know that our prospects are very likely to have their emotions involved in their buying decision; that should affect how we present the benefits of our product.  As professional salespersons, we know that a presented benefit tells the prospect what the product “helps them gain” or “helps them avoid losing.”  Should we present our benefits positively or negatively?  The answer is “Yes.” Studies over many years have determined ...

Some salespersons sell products that lend themselves very well to “add on” sales.  For the purpose of this article, I define “add on sales” as additional products or services that may be of value to a buyer of a new item.  In this article I will use the sale of a 54” High Def Flat Screen TV as the primary purchase.  This product is currently listed at about $2000.  The two “add on” items I will use are a stand to hold the TV and a Five Year In-Home Service Warranty.  This stand would sell for approximately $200 ...

When closing a sale, sometimes it takes to.  No, I did not misspell that last word of the first sentence.  I really meant to write “t” “o”.  Those two letters are the initials for one of the most long-practiced sales techniques we know.  They stand for “Turn Over.”  The “T.O.” is used in sales environments where the salesperson has other salespersons or sales managers nearby when they are presenting to prospects.  This would usually be in a retail setting or perhaps a group sales presentation of some type.  The “T.O.” is the technique of “Turning Over” a prospect to another ...

Communicating with one another is an interesting process.  We use words to help each other understand what we want each other to know.  However, when we say a word, the other person does not really envision the word we have said.  For example, when we say the word “dog,” the person does not see in their mind the three letters “d o g.”  The person will see in their mind an image of a dog.  So what actually happens when communicating is that we paint “word pictures” in the mind of the person to ...

Do You Have an “Elevator Speech?” The other day my son called me.  He is a new, but already successful, young internet entrepreneur.  He told me that he had been invited to a luncheon of businessmen and that he would be given 60 seconds to introduce himself to the group.  He told me that he had gone onto this web site to use the FAB Script writing tool to prepare what he proudly referred to as his “Elevator Speech.”  (If you are a member of this site, you have free access to this great tool.)  It is obvious that he had ...