Control of the presentation is one of the most important keys to a successful sale. Every salesperson should treat the interview with a new prospect as if they are performing for a critical audience. The success of the presentation depends not only on the content, but also on the skill you possess at putting that content across. Your style, your technique, your ability is what you must excel at if you hope to obtain any semblance of success.
One of the secrets of winning this performance is to bear in mind that first and foremost you must appear as if you are in charge. Make no mistake about this, you must subtly but effectively dominate the presentation and the interview. You must also in no uncertain terms make the prospect like it and desire it. You must control the interview throughout as gently but as firmly as possible. You must always move firmly in the direction of the close.
Think of all the moves necessary to put yourself in charge of the interview along with these suggestions:
A- Make the first impression a good one.
B- Make your talk smooth flowing.
C- Act as if you are worthy of the business by making the customer feel confident in you.
D- Find out the points the customer likes best and concentrate on those points.
E- In the give and take of the interview you must be the dominant force.
Good presentations make for good closers.
Thank you,
Joe D'Ambra
www.basicsofsales.com
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