My wife is performing in a version of Jekyll and Hyde at a community theatre and during a break in one of her rehearsals, several cast members were chatting. Shortly into the conversation, one person put up her hand and stated, 'Losing interest.' Apparently, the person who was talking had started to ramble and drone on.
When my wife recounted this story, I immediately thought of how many sales presentations executives and decision-makers have to sit through and how often these words run through their mind. Unfortunately, many of these people will not tell you that they are losing interest. They will simply tune you out, stop listening, and start thinking about other tasks and meetings they have scheduled.
The problem with most sales presentations is that they focus on the seller’s company, products or services instead of addressing the challenges or problems that the prospect is experiencing. I once heard Brian Tracy say, “The more time you spend talking about things that have little relevance to your customer, the less motivated they become to buy.”
Here is one simple technique to make your sales presentations more interesting. Don’t lead with dribble and drabble about your company. Instead, start by highlighting one of your prospect’s pain points and what you can do to solve it.
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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