When you show up for a sales call, meeting or presentation, do you ever throw up?
I’m not talking about the queasiness some people feel before a big presentation or speech. Instead, I’m referring to the amount you talk.
Too many sales people have the nasty habit of talk, talk, talking while they mistakenly believe that if they don’t tell their customer or prospect EVERYTHING there is to know about their product, service or offering, they won’t close the deal.
Unfortunately, when you throw up on someone, they very quickly lose interest in what you’re saying. Not to mention that it shows a complete lack of self-control. The best way to prevent this from happening is to focus on your prospect, instead of yourself. Ask them a few questions to get them talking or ask “What’s changed since we past spoke?” if you are delivering a sales presentation.
The most effective sales presentations focus on what is important to the prospect or customer and top sales reps deliberately leave out information that is not relevant to each prospect’s situation. Eliminate the desire to throw up on your customer and concentrate on highlighting just the key points of your product that will help most help your prospect.
Kelley Robertson helps sales professionals close more sales at higher profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.Fearless-Selling.ca. For information on his programs contact him at 905-633-7750 or by email.
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