presentation skills: So What, Why Should I Care?
- 04/15/11 09:42 AM
Skills to Improve On When you are giving a presentation, calling on the telephone or one-on-one in your prospect's office, picture your prospect as having the words SO WHAT stamped on his forehead. Imagine that for everything you say, the prospect is asking "so what, why should I care?". Remember, prospects only care about how what you are selling can eliminate a problem that they have or help make their business or life better. The answer to this question is always what your service/product does for them (benefits), not what your product is (features).
Next, bring your buyer deeper into the presentation by using a setup or framing question to bridge from the customer's world to what you are selling or recommending.
You: "Given this scenario, how can we help?" or "So, the question is, 'What is your best option?'" or "With this background, how does XYZ add value?"
A bridging question creates a sense of anticipation in your customer for what is to come. Then, answer the question with a brief overview of your recommendation or idea. For example, … (0 comments)
Many of us were hired into sales because we are talkers. We have the gift of gab. We want to work with people. These were all the wrong reasons for getting the job. As it turns out, you have to be concerned about others, not yourself. We have to listen to others, not to ourselves, or we will begin to starve! What to do? Take a deep breath. Lots of them! We have to learn to let the other, less interesting people talk. This is a tough business … (5 comments)
presentation skills: Delivering Powerful Presentations: Get Pumped Up
- 03/02/10 03:46 AM
Delivering Powerful Presentations: Get Pumped Up It is your job to lead the audience. The reason they are there is to get something from you. So you must lead them where you want them to go. If you want people to get excited about your product or to feel a sense of trust towards you and your company, you must first create this emotion within yourself. How do you do this? Simple. Do whatever it takes to get yourself excited. Jump up and down. Clap your hands. Play your favorite music loud. High five your sales partner. You can … (0 comments)
presentation skills: Remember the “SO WHAT?” - Sales Tips
- 02/25/10 12:44 AM
Remember the “SO WHAT?” - Sales Tips When you are giving a presentation, selling on the telephone or one-on-one in your prospect's office, picture your prospect as having the words SO WHAT stamped on his forehead. Imagine that for everything you say, the prospect is asking "so what, why should I care?". Remember, prospects only care about how what you are selling can eliminate a problem that they have or help make their business or life better. The answer to this question is always what your product does for them (benefits), not what your product is (features).
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presentation skills: If they say "yes," what do I say (besides "thank you")? Sales Tips
- 12/15/09 06:24 AM
If they say "yes," what do I say (besides "thank you")? Sales Tips You have to be careful not to buy back your prospects commitment by mentioning additional features after the sale. Better that you take your business and "run." That caution mentioned, there is a possibility you can add to your accomplishments by suggesting (selling) complimentary goods or services. The question is, what will fit? Just as you tailor your initial sale to the customer's requirements as you perceive them, you should say to yourself as you set your pre-call objective, "If all this happens as planned, what should … (0 comments)
presentation skills: 5 Tips For Stronger Sales Presentations (6) Houston Texas Sales Tips
- 12/08/09 07:13 AM
5 Tips For Stronger Sales Presentations (6) Houston Texas Sales Tips Tip #5: Only give sales presentations to people who are going to buy. This tip may seem obvious but selling to prospects that aren't going to buy is another one of the top 10 common sales mistakes. It's a complete waste of your time, money and resources giving presentations to prospects that aren't going to buy so make sure you put your prospect through your filtering, or qualification process, before you give your presentation. You do have a filtering or qualification process, don't you?
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presentation skills: 5 Tips For Stronger Sales Presentations (5) Houston Texas Sales Tips
- 12/07/09 12:03 AM
5 Tips For Stronger Sales Presentations (5) Houston Texas Sales Tips Tip # 4: Give sales presentations that motivate prospects to buy. With tip #1, I said to only give presentation once you understand your prospect's motivation for solving their problem. During your presentation, you then simply reflect back all the motivation your prospect has told you during the questioning process. You reflect back what they've told you about what the problem is costing them. You reflect back what they told you would be the benefits if they solved their problem. Your prospect will agree with everything you're saying … (2 comments)
We began by saying that you want presentations that move easily and persuasively from beginning to end. Strategically placed transitional bridges and phrases create that flow.
1. They draw your customers into your message. 2. They keep attention and build excitement for your story. 3. They make you a better presenter.
The result will help you get more customers saying, "Yes," more often to your recommendations.
Going forward, the next step is simple: Incorporate transitional thinking into your future presentations and enjoy the results!
kheinrich@firstam.com www.fatcohouston.com
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presentation skills: Presentations That Move Right to the Sale-Move Into the Supporting Details
- 05/21/09 01:42 AM
Presentations That Move Right to the Sale Move Into the Supporting Details A simple phrase takes you and your customer into the body of your presentation. You: "Let's begin with... " or "The first thing we'll look at is... " kheinrich@firstam.com www.fatcohouston.com
Next, bring your buyer deeper into the presentation by using a setup or framing question to bridge from the customer's world to what you are selling or recommending.
You: "Given this scenario, how can we help?" or "So, the question is, 'What is your best option?'" or "With this background, how does XYZ add value?"
A bridging question creates a sense of anticipation in your customer for what is to come. Then, answer the question with a brief overview of your recommendation or idea. For example, … (1 comments)
presentation skills: Tips for better Presentations! The Hardest Transition!
- 05/19/09 06:03 AM
The Hardest Transition- Let's start with the very beginning of a presentation, often the most awkward moment in a sales call. Number one below has no transition; number two does. Notice the difference in effectiveness. Buyers always do! 1. (Weak) You: "OK, enough about the weather. Uh, let me tell you about XYZ web site." Buyers think: "Oh, Lord. Save me from another self-centered, clueless rep!" Transition phrases like those below get the presenter, the presentation, and the buyer into the same groove right away. Simply begin by stating the customer's objectives and business situation. 2. (Stronger) You: "The purpose of … (3 comments)
presentation skills: Presentations That Move Right to the Sale- Clear Lake Real Estate- Texas
- 05/18/09 09:26 AM
Presentations That Move Right to the Sale If you've ever seen figure skating, you know what a pleasure it is to follow the skaters on the ice because they move so gracefully from one step into the next, seemingly without effort. They don't move in a jerky, disjointed fashion; if they did, you wouldn't want to watch them. Much the same can be said of winning sales presentations. You want to tell a sales story that moves gracefully and persuasively from beginning to end, that builds excitement from point to point, and that flows naturally to a conclusion and next steps. … (1 comments)
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I think this is a good rule to live by!
"We are not put on this earth for ourselves, but are placed here for each other. If you are always there for others, then in time of need, someone will be there for you."
~ Jeff Warner
Skills to Improve On 
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