Who is your sales presentation about?

Houston

Where does the presentation fit into this?

bluenote

What do you mean where does it fit in? Are you just playing games here?

It fits in after you qualify them and know they have the need or greed to make the purchase along with the money to pay for it.

If you continue on with your presentation or go to meet with someone without knowing the check is in hand or that contract is going to be signed you fall into the the category of belonging to the lower 99% of the sales spectrum.

bluenote

Of course there are many people who won't agree with this philosophy which is why they struggle and wonder what's going on in their sales world.

This is true not only for salespeople but for sales trainers and consultants as well.

There are plenty of self proclaimed sales training "gurus" on this site. They fall into the lower % of the spectrum as well.

They are on this site for one reason only and that is to market their services. Some stick around and some take off. Do you think they lend all their "knowledge" because they are nice guys? lol, c'mon now.

Of all the consultants/sales trainers (and there have been dozens) that I have seen on this site since day one, there have been only two that are the real deal.

Houston

You said the sales presentation should be about the salesperson. How does that fit in with the idea of working with these high probability prospects? I don't see how the two are connected. Yes, work with high probability prospects but why should the sales presentation be about the salesperson (Seller Centered) instead of demonstrating capabilities (Buyer Centered)?

AZBroker

If someone asks me about the brokerage or my background I'll respond with answers that have been previously thought out but I don't incorporate a company talk into my sales presentation.

Ouch!

From reading your posts I get the impression that you'd consider Jacques Werth (High Probability Selling) the real deal and I'd agree. I would be surprised however if Jacques agreed with your assertion that the sales presentation should be about the salesperson.

Where is the connection bluenote?

bluenote

The focus of this thread drifted off because that's where the conversation lead itself.

I do believe that the presentation is about is about me and not the prospect. I do what I do to get paid. I'm not out there to make friends, spread the word or save the world. I'm a salesman, it's the only skill I have and all I've ever done. It's what keeps me warm, dry, fed and able to enjoy my choice of luxuries in life. I do not scam or rip people off. I run an ethical advertising business and employ a staff that is able to reach their personal goals and support their families from the company I have established.

I speak my mind because that's the way I am. If you like what I have to say, great. If not, that's all right also. I'm not here to offend or insult anyone. I have learned and picked up a lot of great ideas from this forum and shared what I have learned along the way.

If I feel that 99% of sales people are lost and that I agree with less than 80% of what the avg. sales trainers have to say, then so be it. This is my opinion.

Regarding the original topic of this post, yes, I absolutely believe the presentation is about me and not the prospect. This doesn't mean that I don't listen to them and give them the best service and product that will fit their needs. Of course I do... How else would I stay in business? I work with them and build an on going business relationship which ultimately leads to upselling and future advertising with me. I have developed a system that works best for me and what I do.

You mentioned Jacques Werth, AZ Broker. I have explored his work for the past year and a half since I've learned of him, I have read his books and I admire his accomplishments.

HPS does not fit into my spectrum because we do not sell high ticket items. However, I do apply many of his philosophies and HPS/HPP principles in what we do. The results are astonishing. Is he 100% correct in everything he has to say? Probably not, who is? But if he didn't know what he was talking about he wouldn't have built the international empire he has, his resume wouldn't read like it does and he wouldn't be retired 10x over. As a student of his philosophies, I can testify that they have increased my income, my employees incomes and my company's bottom line tremendously since I've learned of HPS.

Perhaps I'm wrong, but I don't believe that Jacques Werth would disagree with my assertion that the sales presentation is ultimately the salesperson and all about going to the bank.

Calvin

Hi bluenote. If the presentation is about you then wouldn't the whole sales process from prospecting to close be about you?

Skip Anderson

I'd like to offer up an opinion on that, and Bluenote and others can also...

For what it's worth, the needs and wants discussion is all about the prospect. And the presentation of product/selling solutions is all about the product or solution or provider as long as it's given within the context of the specific prospect's needs.

The best to you!

__________________
Skip Anderson
Selling To Consumers | Sales Training to Sell More™
Free sales training newsletter. Subscribe!

Calvin

I agree Skip. My thinking is that bluenote is talking about something else.

bluenote

Guys,

Here's an outline of my process and why I say it's all about us and not the prospect.

As a sales organization, it is our daily objective to only present those who are ready to do business with us today. (This is about us)

My marketing strategies put more inquiries from highly targeted prospects in front of my staff and I then we can possibly speak with in a single day, everyday. (This is about us)

If the prospect doesn't have the need or greed, the character to make the commitment and the money to pay for it, we do not waste our time with them. This is the qualifying phase of what we do.. up front. If they do not qualify, we politely and professionally get rid of them. (This is about us)

Once qualified, they are now high probability prospects.

They are still in front of us because:

1. The trust is there from both sides
2. We have what they want
3. They are prepared to make the commitment

For the sake of this conversation there's no need to go into any detail of our actual presentation. I will sum it up by saying things don't change during our presentation. We are focused on professionally presenting our clients with the best product and service solution that will bring us the most profit. We then get paid for it. (Again, all about us)

There's no loss of respect or any type of distrust on either side by how we do things. My cancellation rate is next to nothing and we have an extremely high rate of referrals, re-orders, up-selling and after sales.