How important in the sales process is the actual presentation

Houston, thanks.

I don't want to appear to have stolen this thread with my focus on advertising specialties so I want to insert the fact that the "presentation" here is really what is left on the door knob that will encourage one or two things. (1) the knee jerk response for the recepient to call to say thank you, and (2) a tool they can keep with your contact information on it

I feel as you do the odds are that the response to the effort is low. Most realtors I talk to feel the same way. Now for the rest of the story.

My 13 yr old grandaughter wanted something to do to earn money this summer and there are not many options for someone that age.

We signed up as an Avon representative. She walks from door-to-door on two streets near her home delivering catalogs. She covers two blocks on each street covering both sides. She knocks or rings the doorbell at each house, and if someone comes to the door she hands the catalog to them. If not, she leaves it. It takes her about 20 to 30 minutes for each street. After her second two week campaign she's making from $30 to $50 every two weeks.

She couldn't make this kind of money mowing lawns, and she basically has an annuity coming in now that school has started cause she can continue on the weekends.

Can this concept be applied to something like real estate?

Chuck

Quote:

Originally Posted by Sales Pro 1000

Can this concept be applied to something like real estate?

Chuck

About 10 years ago I created a monthly brochure featuring all of my listings. I had my assistants drop these off in person to FSBOs. They would use it as a conversation opener if someone was home. If nobody was home they would leave the brochure on the front porch. It worked out pretty good.

Quote:

Originally Posted by Houston

About 10 years ago I created a monthly brochure featuring all of my listings. I had my assistants drop these off in person to FSBOs. They would use it as a conversation opener if someone was home. If nobody was home they would leave the brochure on the front porch. It worked out pretty good.

Thanks for sharing Houston

Have you ever read Sharon Drew Morgens buying facilitation. I have been practicing this method for years and rarely need to do a presentation of my services.. if you ask the right questions to uncover not only the needs, but also thier buying habbits, ensure that building a rapport with the prospect is number one priority, then the prospect rarely needs you to go through a presentation.

Quote:

Originally Posted by zandrea

Have you ever read Sharon Drew Morgens buying facilitation. I have been practicing this method for years and rarely need to do a presentation of my services.. if you ask the right questions to uncover not only the needs, but also thier buying habbits, ensure that building a rapport with the prospect is number one priority, then the prospect rarely needs you to go through a presentation.

What do you consider a Presentation to be?

Most of my sales are conducted over the phone. But what I mean by way of presentation is that I would perhaps do a PP presentation, go over the USP's or relevant selliong points and basically give information about what I have to offer.

Quote:

Originally Posted by zandrea

Most of my sales are conducted over the phone. But what I mean by way of presentation is that I would perhaps do a PP presentation, go over the USP's or relevant selliong points and basically give information about what I have to offer.

When does the prospect find out about what you have to offer?

Hello Zandrea.

It's my suspicion that to enable you to be able to pick up the phone and write business is the result of someone, somewhere, at some previous time has spent the time, energy using their skills to make a presentation to those you are contacting.

In my area personnel services are a big and very competitive business and those I know who are successful can't rely on their clever use of words and phrases.

I'm a bit confused here.

Chuck

I often find, throughout the time when I am asking questions and building a rapport with the porspect, they will start to ask me questions (if I've done my job right anyway) like "can I help with that problem" or "how does my service compare to my competitors" I try to refrain from going into detail especially if I don't know enough about thier situation to know if I can actually help them. If I have come to the end of questioning them and am sure I help solve thier problems then I will just ask what they need to know about me and what I do. I will always get them to tell me, how I should sell myself to them.

Quote:

Originally Posted by zandrea

If I have come to the end of questioning them and am sure I help solve thier problems then I will just ask what they need to know about me and what I do. I will always get them to tell me, how I should sell myself to them.

Isn't telling them about you and what you do a Presentation?

How important in the sales process is the actual presentation

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