Sales Tips for Women: Don’t Let a Presentation Kill Your Sales
Posted by: Cheryl Clausen in coaching, tags: sales coaching, sales presentation, sales tips for womenAre you relying on a presentation to help you to connect with your prospects? Big mistake. A presentation actually causes you to disconnect with your prospect.
When you use a presentation it triggers negative responses in your prospect. They feel like they’re being sold/pitched, so they disengage from both you and what you’re saying. I’m sure you’ve observed this: they may fold their arms and lean back away from you, their eyes glaze over and they have little if any response, and they raise objections and stall. Basically they just want to get away from you and they want you to go away!
The concept that if you just have a perfect presentation you’ll close tons of business is nothing more than a myth. What a presentation actually does is it prevents you from having a sales conversation with the prospect. When you have a sales conversation:
- you’ll understand exactly what the prospect wants
- the prospect will be fully engaged and animated throughout the conversation
- you’ll help the prospect to clarify their motivation for acting and acting now
- you’ll earn the respect and trust of the prospect and they’ll feel your on their side
- when you present a solution the prospect will realize it’s the best solution because you really understand them and what they want
A solid sales process isn’t based on a presentation it’s based on a solid sales conversation. You may have charts, graphs, calculations, etc. that you share with the prospect during the sales conversation; but you will only use those tools when they make sense in the conversation and when the prospect wants to see them. Stop selling and pitching. Start understanding and helping your prospects to buy. You’ll find the experience is a delight for your prospects and highly productive for you.
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