Sales Tools

How are salespeople typically described? You typically hear words like “self-centered,” “pushy,” and even “untrustworthy.” While we may not hear these words when face-to-face with an actual prospect, we can probably all agree that prospects are initially guarded, untrusting or more simply put, unreceptive to one degree or another. In other words, there is a…

Up to this point in the series, we’ve been focused on creating a framework and setting the stage for a drop-the-mic presentation. In Part 3, I want to shift to delivery.    Here are 8 pro tips on ensuring the perfect performance.    1. Too Little is Better than Too Much   The first step…

  As explored in Part 1, the first step to delivering a killer presentation is understanding the right framework. Here I want to explore another critical element of the perfect performance – controlling the stage.    Remember, it’s your performance, but way too often sellers allow the customer to determine the stage, the “sound system,”…

Combined,  over the last 30+ years, I’ve watched and made hundreds of sales presentations. Here’s the most important thing I’ve learned: the best presentation wins, not necessarily the best solution.    There’s just not enough time built into the decision-making process for the proper amount of due diligence. Plus, study after study has been proven…