Sales: No premature presentations - are you making sales presentations too soon in the sales process?
Thursday, 25 February 2010 14:20 | 
Written by Ian Blackshire | 
| 
| 
Have you ever given a presentation the first time you met a prospect or were asked by the prospect to just come in and present?
Have you ever given a presentation the first time you met a prospect or were asked by the prospect to just come in and present?
If you did, you probably left with a think-it-over such as, "We'll get back to you" and because you were doing you were doing most of the talking, falied to understand :
- The problems and issues they were trying to overcome.
- How much the problems and issues were costing them.
- How long they had been experiencing the problems.
- What impact the problems were having on productivity and efficiency.
- How much money they were willing to spend to solve their problems.
but without getting anything in return.
Sandler trained salespeople don't use the presentation to open discussions they use it to close the sale. Prospects only get to see a presentation after the salesperson has fully qualified their pain, discussed budgets and
understands how the decision-making process will be made and who will be involved.
So remember, when it comes to presenting, no premature presentations.
Want to comment? Have you given sales presentations with no idea about the client? What are your views?
| < Prev |
|---|
FREE regular marketing ideas newsletter
Sign up now -
Our regular marketing bulletin – 'Energise' - is full of great FREE marketing ideas delivered direct to your desktop. Sign up TODAY!
KEEP UP TO DATE
Subscribe to marketing blog
WHAT PEOPLE SAY...
Thank you so much for involving me in the circle...the best thing I have done for years. You will have a member in me for life!
Keith Thomas, Sightline.
Simply the most proactive and productive morning of the month. Nuggets to turn into actions that will make a difference to my business.
Karen Skidnore, WebTech Club
I was impressed by the passion and delivery of Vanessa when I attended a meeting of the Entrepreneur's Circle. Vanessa pays enormous attention to detail and takes time to make everyone personally welcomed. The Entrepreneurs Circle offers something different with lots of mentoring, coaching and the sharing of experiences with other entrepreneurs and business owners.
Ian Morgan, Regional Director, Business Over Breakfast
Vanessa is as dynamic as ever and the ideal person to lead the Entrepreneur's Circle, spur you into action and help you focus on what is important in your business. Open minded and responsive, Vanessa's marketing background gives her the tools to think outside of the ordinary and challenge convention.
Tim Ostle, Charterhouse Club
Vanessa's enthusiasm plus high energy creates a very positive atmosphere. She is very effective at influencing people to think through their business challenges and options.
Lyn Etherington, Cape Consulting
GET IN TOUCH
CALL: 01483 426577
EMAIL: vanessa@cproject.co.uk
