BASICS OF SALES

To be a top salesperson you must make top notch sales presentations. To be a great closer, you must be a great presenter. Every step in the selling process is related to every other step. When you have a great presentation chances are your closing percentage is way above average.

There are certain steps to follow to help you achieve this:

1- Preparation
Know as much as you can about your own product (a gimme) and that of your competitors'. (Refer to July 8th Blog) Weave the knowledge you have of both of these in and out of your presentation, how one reflects the other. There may be instances where your competition may have an advantage in certain areas. Know about it and how to handle it. No one product or service is perfect and fits everyone's needs, but knowing how your competitors' product stacks up against yours' is a must. After you have assembled all the facts you can select the most relevant points and use them in your presentation.

2-The Wording:
Make up a blueprint of what you want to say. Prepare a loosely framed agenda of what you will present. This will be a work in progress, but even knowing that changes will be made the direction of the presentation should be set.

3-Work up the points you have chosen and how you will present them:
What techniques will you use, what selling tools do you want to make use of. What questions or objections do you anticipate? Formulate your selling words. Work up each of the points of the outline to give you a phenomenal demonstration. Use words that sell. This will be the main thrust of your presentation.

4-Present it as effectively as possible:
At this point you bring to bear all the selling techniques you have chosen. Here you inject your individuality, your people skills, your personality, and always remember to be flexible (Refer to Blog July 1st-under interruptions).

It takes time, constant repetition, and practice to make effective presentations that lead to closes. First and foremost prepare them, work on them and give them, keep giving them, and continue to give them. Eventually you will become proficient at it, no other outcome is possible.

Thank You
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips.

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