When you are making a presentation try to be aware of any helpful signs that the prospect provides you with. Try to recognize them as quickly as possible and act upon them. Emphasize those points in your presentation which your prospect exhibits the greatest reaction to. If he seems impressed when you mention a certain feature, act as though that feature is especially important. By doing this you will then coincide more closely with his strongest buying motives.
The prospects reaction to certain things you mention makes his hot button more readily identifiable. Be ever aware of his reactions to everything you think important. Ask questions at the apropos time and at the proper intervals and make sure he understands the points that you are making. This process will also help you uncover his needs. Even if he is close-mouthed he will show signs of agreement that will serve as your cue.
Use the following techniques to stress salient sales points and benefits within the framework of your planned presentation.
A- Use your voice to add emphasis.
B- Use pauses and changes of tempo to emphasize points you want to stress.
C- Repeat a point to give it greater force.
D- When you see a spark-add fire to broaden it.
E- Make your summary hit the high spots.
Good presentations make sales. Recognizing the prospects reactions during the presentation makes the path to the sale easier.
Thank you
Joe D'Ambra
www.basicsofsales.com
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