> Bespoke or Open Course?
Bespoke or Open Course?
I am not a salesman by trade but now have a product/service that I need to sell!
I am the director of a plumbing and heating company that about a year ago started to provide a boiler/heating breakdown cover scheme to our domestic customers. This has taken off so well that we then approached a local letting agency that we already had good relations with and asked them if they would like to sell our product/service to their customers for a commission this too has worked very well. We have now realised that this is the future for our company.
Now here is the task! I have no sales experience apart from with domestic customers and now need to give presentations to local businesses. I have read a few books and have come to realise that sales can get very in depth eg. body language etc. So am I best to go on a general training course or one that would be tailored for me and the type of customers I will be presenting too????
I also would be greatful if you could any training companies, not forgetting I am in the UK.
I look forward to your replies. - by Bertthedragon
I have read a few books and have come to realise that sales can get very in depth eg. body language etc.
Which books have you read and what topics were covered? - by Gary A Boye
If you have A Toastmasters group in your area this will be a fantastic place to start. The group can teach you how to speak in front of a group of people or only 1. The program is designed to help format and deliver proper materials in a timed setting. This group can help you to paint a picture of ownership. It will help guide you to set up your presentation with a beginning, middle and end and how to deliver the presentation.
This will help you - by rich34232
Wow, great response already! Many thanks.
In answer to your question Gary, i have read the following books:
'Selling to Win', Richard Denny
'Persuasion', James Borg
'Body Language', James Borg
'Body Language' David Cohen
as you can see I got a bit side tracked by the whole 'Body Language' thing.
hope I have given you enough information? - by Bertthedragon
Thank you for your advice rich34232, I will look into 'Toast master' groups in my area!
I will keep you informed of my findings. Thanks again. - by Bertthedragon
I have just read a post that Gary posted on another thread about people buying books but not reading them, in my instance I have now read 'selling to win' 3 times and am now re reading 'Persuasion'.
I posted this not to congratulate myself but to re assure you that I am actually serious about the questions I am asking!
Many thanks. - by Bertthedragon
I have no sales experience apart from with domestic customers and now need to give presentations to local businesses.
THIS regarding PRESENTATIONS.
Tell them what you're going to tell them.
Tell it to them.
Tell them what you've told them.
I'll submit that it is almost impossible to give a good presentation without adhering to those simple tenets.
A good way to describe your presentation in advance TO YOUR PROSPECT is with the words, "a brief overview."
I say, "Let me give you a brief overview ......"
Lastly, I don't share your regard for body language. However, some sales authors think that it's important. If there is any value to that, it is in effecting a posture of INTENSE LISTENING. Too often people acknowledge the importance of listening, but ignore the demonstration of listening. SHOW THEM you are listening.
If you can follow the simple advice I have just given you, it will put your presentation skills in the top 5%.
Good luck. - by Gary A Boye
Excellent!!! I have just found a Toastmasters club that meets 3 times a week in my local area.
To be totally honest I didn't even know these type of clubs existed and I defiantly would never of thought of doing this as an option!
It is also only going to cost me £10 a month which includes a meal!
Am I glad I stumbled across this forum
Thank you Rich34232. - by Bertthedragon
Good for you. I have discovered the more relaxed and calm I remain the stronger my presentations are given to more than 1 person and Toastmasters is a huge influence with my presentations and storytelling.
Add to Gary’s thoughts and what you have read to Toastmasters and the sky is the limit. - by rich34232
Sorry I meant to say three times a month not week!! - by Bertthedragon
I am in the home improvement industry doing in home presentations on window, siding, etc. What has worked for me is that i wrote out pretty much my entire presentation including questions i ask leaving out the rapport (warm up) and a few other things which are based on individual needs.
I practiced this over and over at home on my girlfriend (lol), tape recorded it and even video recorded it which helped me tremendously see flaws that i would never have seen. I think this can help you as well build confidence in giving your presentation - by libbycop
What are The Four Critical Understandings for Sales Success?
« Prev | Next »
Social Selling: Is selling a science or social activity?
Copyright © 2016 Blackwell & Associates, Inc. All rights reserved.
Questions and Answers about Selling
Subscribe to our mailing list to get threads and posts sent to your email address weekly - Free of Charge.