BASICS OF SALES

When you make a presentation to a prospect you must be aware of their reactions and what appears to be their hot buttons. Once you are aware of this, you must concentrate on the following points that will make your presentation hit home.

A- Use your voice to add emphasis.
The inflections you emit with your voice should emphasize important points. It is your voice and your gestures that must send home important points much like an exclamation point or bold type type in the written word. Voice inflection is the first order of business when you want to differentiate the common from the important.

B- Use pauses and change of tempo to emphasize points you want to stress.
Tempo is defined as the rate of speed at which a passage or speech is delivered. A pause during the deliverance of a passage adds emphasis to what one wants the customer to remember. It is a break in timing that causes the customer to notice a difference in the way the presentation is being handled. It causes one to take notice.

C- Repetition of a point to give it greater force.
Repetition of a point indicates importance. It calls attention to the fact that when something is repeated it must be important. Repetition causes the ear to stop, hesitate and pay more attention.

D- When you notice a spark broaden it.
Once you think you have created solid interest in a point make sure you emphasize it and add to it with pertinent facts that are meaningful. This is the hot button you should always be searching for and be ever aware of. So when you think you have found it, run with it and emphasize it.

E- Make your summary hit the high spots.
Summarizing is the repetition of agreed upon points. It reiterates what the customer has agreed upon and has accepted as beneficial to him. Make sure all the important points are mentioned and stressed. Dwell on them and bring them home. This sets up the point from which the close is started. Summarizing is among one of the best ways to start a close.

Thank you
Joe D'Ambra
www.basicsofsales.com.
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