One of the most important skills sales professionals need to possess is the ability to be a powerful presenter.
I’ve made a list for you, of a few things that every great presenter should know:
How to Grab Their Attention:
The first eight seconds you have of a prospect’s attention span are crucial. If you had only 8 seconds to win or lose the sale, what would you say in those 8 seconds to make an impact?
Here are a few ways that you can grab their attention:
The Proper Use of Visual Aids:
Sometimes salespeople use visual aids as a crutch, and often they completely overuse them. They should only be used to enhance or highlight your presentation.
It’s Time to Close:
Assuming that that customer is qualified, motivated and that you have just conducted and excellent presentation showing how you can solve their problems, now it’s time to close.
A great salesperson knows that they have to get past the defenses and not take a “no” when a “yes” is still possible.
How do they do it? They keep probing, asking questions to find “the pain” and then they offer solutions and ask the customer to buy. If they meet resistance they dig in and ask more questions and try again.
You may ask: how many attempts to close can you make before you get stuck? My response to this is that I would like to challenge you in the next closing situation when you hit the no’s, to go one step past your normal comfort zone and try to close them one more time. When that becomes your new comfort zone, stretch again and try to close them one more time. Do this until you can gracefully close them five, six, seven, or eight times. It does take practice and remember if you aren’t practicing, someone somewhere is, and when you compete with them, they will beat you.
Debbie DeGrote is CEO and founder of Forward Coaching.
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