Home > Presentation – Communicating Well-Formed Outcomes
"Let a man start out in life to build something better and sell it cheaper than it has been built or sold before. Let him have that determination and the money will roll in." -Henry Ford I
How do we get the truth from customers? - In my opinion: Always leave customers a way out of the situation before they buy, if they feel too much pressure and feel as if they are in a hostage situation then you’ll never get the truth from them, so always leave them a way out. I know this sounds counter intuitive...
Help with my presentation... - So I'm still new to selling, and I'm just trying to constantly improve, but I have a long way to go still. I go to college, and I sell door to door things called "starving student cards." it's similar to a coupon book, in that it has free activities, food, and services,...
How do you present price? - For example after you have discovered there needs, wants, etc. and offered your solutions, have gotten mini commitments, and so on. What words do you use to present price and close from there?
The most common sales presentation mistakes - In your opinion what are some of the more common or biggest sales presentation mistakes?
What if they ask price before the demonstration? - I am often asked "how much does it cost?" or "what ballpark figure are we looking at?". Is there a way I can set that question aside and let the prospect come in and look at what he/she is getting before talking about price? Also...has there been a thread about this...
What is your experience with Public Speaking? (I cried on stage once!) - You know, when I first started out in public speaking, my biggest fear was CRYING on stage! (and I actually cried...) ...and I'm a tough looking guy who used to play professional baseball... LOL. So... here's a bit about me...
Usefulness of presentation and communication training - Have any of you used presentation and communication training for your sales staff? If not, why? Giving effective presentations and communicating clearly seems to play an important role in every aspect of sales/client relationships, as well as in presenting ideas to C-level...
Assuming the sale? - How effective is assuming the sale during a presentation? i.e. using language such as; "what we're going to do for you is..." "what colour would you like that in?" "what address would you like that sent to" I'd imagine it is effective in some situations, and facilitates...
What's the #1 mistake sales reps make during the presentation? - In your opinion, where do sales reps 'miss the mark' when delivering a sales presentation?
Traditional Sales Training - Talking Points and Motives - In some traditional sales training a salesman in preparation for constructing sales arguments was instructed to ascertain the various "Talking Points" and "Buying Motives" to which appeals could be made. Is this still good advice?
Most Important Part of the Sales Process - The Discovery is the most important part of the sales process for it is in the Discovery that the client will give you a roadmap that will lead you to the sale. The 4 purposes of the Discovery are as follows: Find the Dominant Buying Motive: What 3rd level emotional need...
Cold call approach - Well I'm not sure if it's called this but whatever it's called when you walk into a business cold. The approach I use is very simple and I feel has worked for me. But I'm interested in how and what you guys use. Just for the scenerio, lets say I'm selling printer paper...
Presentation Skills - I shot a video of myself presenting a vacuum cleaner. What do you think? http://www.youtube.com/watch?v=dqD09YLdVHY&feature=related I really need some improvement and would appreciate some feedback. Thanks
Can Some one Give me Example How you Would Present - Can Some one Give me an Example of How You would Present your Presentation. Like How would you start off talking What Line would you start with or the best way too Start With?
How Do I Get Second Meeting - Help - Hello Everyone, I am new to sales and have a B2B product, in fact market research. I have presented to many companies who were very excited about the product and wanted to sign up, some even told me I want to take out this amount (package). Please don't laugh but I...
How to talk every prospect into buying today! - People seem to have a fear of being talking into doing something they don't want like buying a car they don't need. If that was possible I could see the concern. Has anyone ever heard of how to talk prospects into buying? What's the secret?
How I increased sales by 300% with one idea and a sheet of paper - This time, I feel that I should just share with this forum and not asking a question. I want to share with you how I managed at 24 to sell far more insurance than any others people in my company when I was still a personal banker in France. So my bank was also selling...
Sales Presentation Training - Given the choice, what would you like to see covered in sales presentation training?
Higher Prices Rule!!! - If your product is higher in price than your opposition then that’s a good thing! Avoiding price till the end of a presentation is outdated in most cases. Don’t shy away from higher prices, the way I handle it is to say; “With advances in the...
Hiring a Salesman - I own a new business IT services startup. Since the business is still new I still have my full time tech job. Basically I am at the stage where I am ready to start marketing and looking for clients. My question is this: Are there salespeople out there that work strictly on...
Using assurances in your selling process - How would you use assurances in your selling process?
inbound sales, invoice solds or virtual terminal? - i've been a lurker here for a while and see there's some pretty smart people here. we are new to telemarketing and would appreciate some advice on this scenario from b2b sales agents who might know best way to do this: suppose you had inbound leads generated by a survey...
Effective presentations? - I'm having a problem with my presentations. I can't seem to get my prospect into seeing the value or benefits that I can offer, even when I'm showing everything to them right in front of their eyes. I get flabbergasted when they don't realize how effective our service can...
Do you believe that the following "rule" should be followed? - It has been said that salespeople should not highlight a feature without describing the related benefit. Do you agree?
What are you pushing? - This is a great website. I really hope to come away from this discussion with a clear answer to my selling challenge. I jumped into real estate this year and started out working in the listing department exclusively. My job has been to list homes. I have done very well...
The secret behind telling people what they want to hear - There must be something behind telling people what they want to hear that prompts its continued use. Any idea of what that something is?
Need-satisfaction approach in developing a sales presentation - What is the main advantage of using the need-satisfaction approach in developing a sales presentation?
Life's Journey and Cash Value Life Insurance - Here is a little presentation that we're trying to refine to bring attention to a lifetime need for insurance for almost anyone. This doesn't address the human economic life value that we illustrate for individuals when we meet them, but attempts to conceptualize a long...
David Sandler Striplining - Is anybody here familiar with the selling/negotiation concept of striplining? If so. it might make for an interesting and informative thread. Very few texts on selling cover striplining but its an important inclusion in the training programs and books on selling and...
What is the relationship between the presentation and closing? - What is the relationship between the presentation and closing? At what point does closing start? Before, during, or after the presentation?
Standardized sales talks - What are the advantages and disadvantages of standardized sales talks?
Prepared _____________ - I'm old fashioned enough that I never liked the term "pitch" or "canned pitch". I AM a believer in preparedness, and "prepared presentation" does not mean the same thing as "canned" presentation. I DO believe that we have to have prepared segments of conversation at our...
What are some of your common "asking" questions - I don't know why this keeps wiping me out... Short version... the when do you close thread got me wondering what are some of the common phrases you all might use to move the sale forward? For me, I'm pretty casual, and so phrases like: Ok.. so should I take care of...
Three forms of buying signals - What are three forms of buying signals that a prospect gives to the salesman?
Precieved Value vs. Actual Value - With today's economy, there are quite a few sales consultants desperate to make a sale, and because they are desperate they are going straight to reduced prices. Making the sale is great and all, but how about being able to make the sale and maintaining some sort of decent...
What if the product you are trying to sell is cr*p? - Hey :) ---Mods please remove if posted in wrong section!--- As some of you may know, I try to sell ad-space... something like that... Now I just saw that this site, where I try to get professional shop owners to sign up, sell used p*rn dvds as well!!! The index sites...
How should I present the offer after 3 minutes of good conversation? - Hi all :) I have had a few calls where I got to ask questions and stuff like that. But after a few minutes of positive conversation, I find it kind of awkward to then proceed to presenting the offer. It may be because of my feelings that people change their attitude once...
Need assistance with my sales presentation. - Hello, first of all my name is David Young. I am brand new to this forum and I would like to introduce myself. I am currently 20 years old, I've been in sales for over 4 years now, and I just recently got a new job with an advertising company. I've worked here for a week...
Benefit Selling - How are you defining Benefit Selling in your sales training?
How to establish value - We have mobile home listings that were selling for $35,000 last year which is not an inflated price that we can't sell today for $15,000. Everyone talks about buyers being more educated but I don't see that because the people I show don't have a clue what home prices...
Tried and True Methods for Establishing Value - "Price is such a dominant factor in today's crowded marketplace the value you deliver must be so clear in the mind of the buyer that it supersedes his or her drive to seek a progressively lower and lower price." --Bill Brooks What tried and true methods do you recommend so...
When prospects ask for price before you're prepared to give it. - What do you recommend salespeople say to prospects who ask for price prematurely?
Sales Myth No. 1: Sell The Benefits - I just watched Grant Leboff's video for the second time. It's titled "Sales Myth #1: Sell the Benefits." It can be viewed at http://www.salespractice.com/forums/t-8845.html Here's are my problems with Mr. Leboff's concept: 1. He says "the oldest myth in selling is you...
How to sell yourself during a sales call. - What behaviors do you normally recommend for a SR to sell themselves during a sales call?
Seminar books - what would be a good book to read for sales presentations or just corporate presentations. to improve skills in presenting information in seminars and so on, while at the same time looking for the sale at the end of the road
speaking voice - someting I've noticed, and this may be the wrong place, but when speaking to a female prospect, I've noticed that I have better success if I drop the pitch of my voice and add more richness to it, while speaking at a lower volume so that they have to pay more attention to...
Do you craft benefits around buying motives? - When you're presenting the features of your service or product do you craft the benefits around the customer's buying motives or do you present the features only and let the customer fill in the benefits?
Improving Your Presentations: Do You Know Where to Start? - If we were to focus just on your presentation skills for a moment, and I asked you what you need to improve, would you know what to tell me? Would it be the speed of your speech delivery? Or the volume? Do you have any funny quirks in your speech? (One of mine is that...
Developing a sense of urgency - I showed a guy and his wife a mobile home a couple of days ago. At first they weren't sure that this was the home for them but at the end of the showing the said they liked it but wanted to talk with their lender before they wrote a contract. I suggest to them that if they...
The cost of doing nothing! - How often if ever do you bring up in your sales talk the cost to the prospect of doing nothing?
Sales Vocabulary - There is an article on Tom Hopkins' website called "Is Your Vocabulary Costing You Money?" - http://tomhopkins.com/article3.htm J. Douglas Edwards brought up the same point about word choice. Is Your Vocabulary Costing You Money?
"The Ear Bob Shop" Presentation - So yes, I am doing a Sales presentation on my "store" the "Ear Bob Shop". So far it's been pretty easy, but I'm a little stuck on this one part of it. My sales presentation is on selling earrings, and I'm trying to sell a particular pair of "Russian" glass bluebird...
How important in the sales process is the actual presentation - Some of my colleagues at work feel they need additional sales training on how to present our company. They actually think that to have each of us give our 20 minute presentation will be beneficial to each of us. I feel that the presentation is the culmination of all...
Who is your sales presentation about? - Is it about you or your prospect?
Trying to make a sale - Okay, so I'm trying to make a sale in my Sales Presentation in class, and our teacher gave us permission to pick the product we want to "sale". I picked chess sets. shrug Well, I'm nearly done with the presentation, having already making responses to sales objections and...
How beneficial is a product presentation? - Hi, I have prepared a ppt product presentation for my customers for a new product release, which i intend to send in the email. The idea is to convert this in to flash. I wana know whether how effective this will be to me! I did this to send something new than the same...
Job Interview - Hello everyone, i'm new here so please bear with me. I have a job interview coming up in a furniture store. What type of questions will probably be asked of me. I heard that some people will hand you a pencil and ask you to sell that particular pencil to them as opposed to...
How to Improve Conversational Skills - Do you generally find it easy to converse with others? For many, the very thought of engaging in conversation, especially with someone they do not know, causes anxiety. Such people may be shy. They may wonder: ‘What should I talk about? How can I get the discussion...
Setting an Agenda - Set an Agenda If a salesperson has known their customers for some time, it may feel a little uncomfortable to approach these new techniques with them. A simple way to do this professionally and comfortable is to set an agenda. After the rapport stage of conversation set a...
Letting Your Prospect Tailor Your Presentation For More Sales (Maybe Many More) - Think about it. Niche marketing is all about making certain products and services for certain prospects. How about letting your prospect help your presentation to suit him or her? A trivial example can be when you're talking so fast that your prospect would ask you to...
Presentation or Pitch? - Do you say presentation or pitch?
Transitioning from in-person selling to over-the-phone - I worked at a marathon training program that raises money for charity for over 2 and a half years. I recruited participants and then kept them enrolled through the 6-month program. In that job I spent a lot of time with my participants (customers basically) at the...
Sales Presentations on DVD - I was thinking that I could record my listing presentation on a DVD and send it to potential clients in my area. Do you think that will work?
Ideosensory Trance (Sales Hypnosis) - This passage quoted from "Unlimited Selling Power" by Donald Moine and Kenneth Lloyd is an example of ideosensory trance in sales. Have you ever used a similar technique? Would you?
What causes price erosion? - Do you feel that price erosion is caused by a sales team that is unable to continually quantify thier added value?, an un-sophisticated buyer looking for the cheapest price?, local and global competition?, all of these?, non of these?.
Do You Create Value for Yourself? - Hi All, I'm interested to know how everyone is creating value for themselves? Or, do you think your job is just to create value for your product/service? Susan
Managing expectations - I was having a bit of an arg... discussion about this issue. My colleague always talks up the product massively. I feel that when dealing with a knowledgeable, skeptical customer not only can over-hyping lose the sale, it makes them real critical if they do buy it and it...
Showing real estate - If you were in real estate and you were going to show a buyer a home how would you do it? I mean would you tell them everything you knew about the home or would you just open the door and follow them around? Maybe something in between? P.S. I know people in my office...
Sales Terminology - Do you think that too many salespeople or companies are so wound up in what they are selling that they tend to use too much terminology that customers don't actually understand? I find this particularly relevant when dealing on the internet i.e. getting onto a company...
Which kind of presentation do you prefer, fancy or plain? - Our presentation can make people to interest and pay more attention if they are fancy and include many features. However, I think that sometime the plain presentation can also work well too. They might not be fancy but straight up to the point. Hmmm. It is because I am...
Visual Aids in Selling - Out of curiosity how many members use/suggest using visual aids during presentations? I realize there are probably many situations where these might be inappropriate but in general what are your thoughts on using visual aids? Also, any visual aid does or don'ts?
First Time For Sales Presentation - Hey Guys, Need Some Suggestion? What your gonna say for the first time you have a presentation for your product? How do u make the presentation powerful and convincing? What words will you use to smoothen the presentation?
Do you spell out the benefits? - When you give a presentation do you spell out the "benefits" for the prospect or do you think the prospect can make the connection themselves?
Need feed back Marketing and Sales Pros! - What are some objectives that can be set when producing a presentation to a possible sponsor;and selling the idea of a lemonade stand?
Online sales presentation from laptop - In my business I call on small mom & pop restaurants to sell them online marketing. I use a presentation book with printouts and samples. I would like to give a live presentation on a laptop, but am wondering if there is a way to get internet access for my presentation...
What's In It For Me? WIIFM - What's in if for me? Or put another way... what is the benefit to me for taking the action you suggest? IMO, this is a fundamental element of persuasion and influence. When you can communicate a "benefit" to the target that is of more interest than his/her current...
Using stories, metaphors, analogies, etc. - What's everyone's opinion on using stories and such in a presentation? I've found that when I use a story I tend to talk too much. Is that common or is it just me?
Canned Sales Presentation - I once worked for a company where we had to memorize a script or canned presentation. Do you think these types of presentations work?
Word, PowerPoint, etc. - When do you or should you create some kind of presentation using Word, PowerPoint, etc.? Is this for projects whose budget is above certain level?
Sales Presentation structure - Should sales presentations follow some common order or structure besides just feature-benefits?
Buying Signals - What do you consider to be "buying signals" and how soon do you try to close after receiving one? :o For instance, if I'm the middle of a presentation and I ask if the customer likes a given benefit and he/she says "yes" is that a buying signal and should I close right...
Melt down - OK, if you ever thought you just gave the worst presentation known to man, you can now take comfort....it was probably not the WORST! You've got to take a peak at these TV anchor meltdown blurbs on MSN, today. They are hysterical.
Sales Presentation Books - Does anyone have any opinions on the pros and cons of using a presentation book on appointments?
Controlling Pace and Keeping on Topic - Some of my biggest customers are naturally some of the most difficult to deal with. Most times the difficulties are relatively minor and can be handled with a little "baby sitting" & good customer service. With a few of my customers I really have what I feel is a difficult...
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