I'm a big fan of a Canadian television show called the Dragon's Den. The premise of the show has budding entrepreneurs pitch their product or business idea to five venture capitalists who then decide if they are willing to offer funding.
This is a great example of selling because the business owners are asking for large amounts of money (from 50-400 thousand dollars). The smart entrepreneurs get it. The majority don't. Here are three strategies to consider when you face your dragon (the decision maker).
Be prepared. Too many people in sales think that they can "shoot from the hip" during their presentations. I used to be one of those people and although I generated good results, my performance improved when I invested more time planning my strategy and approach.
Clarify your value proposition. Most sales presentations focus on the seller's product, service or solution. Smart sales people concentrate on their prospect's goals and they can clearly articulate the benefit of their offering in terms that relate to their prospect.
Anticipate potential objections. If you don't address your prospect's specific needs with your offering, you can count on hearing objections. Anticipate these obstacles and determine what you will do or say to move past them.
Three actions that will help you face the dragon and close more sales.
Kelley Robertson helps sales professionals and businesses discover new techniques to improve their sales and profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.kelleyrobertson.com. For information on his programs contact him at 905-633-7750 or by email.
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