Make Your Prospects Say Yes!
6 Secrets to Stellar Sales Presentations
Every sale is won or lost in the presentation. Regardless of product, industry, or market every sale has the same basic components: A prospect who wants a product, a product, and a sales person who will or will not help that customer buy. These 6 secrets will help you make presentations that build your customers understanding and excitement to a point where they will buy from you right now. The operative word in right now selling is VALUE if a customer sees the value of your product they are sold if they do not they won't buy. This 6-step process will give you the secrets to building value in a way that your customers react to over and over again.
1. Make a "Big Fat Claim"
Every Presentation needs a "Big Fat Claim" (B.F.C.) when you start your presentation you should have an obvious value for your clients that makes them say "well how do you do that". Your B.F.C. should hint at a solution to a real problem your customers have. Then the rest of the presentation backs up the claim.
When Glasstree.com sells, websites in the retail space the Big Fat Claim is "Never Pay for Website Updates Again!" It focuses on the core benefit of the service and tells the client exactly what they can expect to get.
2. Tell 'em How It's Done
Directly after presenting the big fat claim you have to back it up with a quick one or two sentence explanation of how you do what you claim. This will build your credibility and allows the customer to say: "oh that makes sense" or "I never would have thought of that". This step of the presentation is to introduce the idea that makes the "Big Fat Claim" possible and actually takes it from a sensational idea to a reality. This step is the difference between hype and a solid sales presentation.
Our "How it's Done" is "We have built a dynamic platform that, allows you to update the website for yourself eliminating the need to pay a web designer to make simple changes to your site." Here you go from the benefit to the customer to the feature that makes it possible.
3. Present Your Credentials
This is the point where you shift gears, give a little background information on your company, and tell the 30-second story of how you got to where you are now. Tell people why you decided to sell what you sell. What were the motivating factors for you?
I tell people "I was in the industry for years, but when I saw this product I realized that there was no way I could compete with it as an individual so I got in contact with the creators and worked out a deal that allows me to share it with you."
This little bit of personal information helps build trust and rapport
4. Ask Leading Questions
Directly after telling your story you need to initiate a conversation that intertwines your product and the clients vision. Before you present list the top 10 benefits of your product then creating questions that dove tail into those benefits.
As an example: Ask the question "do you mail brochures or other information to out of town clients that request it?"
"With a well built website you could direct people to your site while they are on the phone and show them the product information immediately while it's high on their priority list."
By leading with the question, you can make your benefit oriented point in a way that connects directly to the clients situation.
5. Close it on the Spot
Always end a sales call with a movement to the next phase of your selling process. At the very least, you need to get the prospect to commit to your next meeting and decide what will happen at that meeting. The ideal situation is you do the paperwork and set an appointment to pick up detailed information you need to complete the process.
For a great close, first refer to your Big Fat Claim and ask if the client what they are going to do with the key benefit, then ask for the order.
Example: Mr. prospect what do you plan to do with the money you will save on web site updates.
that sounds like a good idea. Our next step is to set up your account; I'll need your signature on this agreement, and a check for $428.
A simple trial close -close like this allows your customer to tell you if they have an unanswered question about your product or give you the go ahead without a lot of pressure.
6. Rehash What They Get
Right before leaving the table take a moment to review what did the client just pay you for, What are they supposed to do next, and what extra service might help them move forward.
Example: We are going to build you a 10 page website with (recite page names) and we're going to design it in blue and orange and use the logo you provide via e-mail. You'll send that e-mail to me at email@example.com then it will take us about 10 days to complete your website design. While we're setting up your account, would you like to purchase a copy of our internet promotion manual so that you have a running start on promoting your new site?
Follow this six-step checklist and you will give stronger presentations that close more deals for you and give a higher value to your services. Go one-step at a time from moderate interest to a value your customer can't ignore. So to review the steps:
Commit to these six steps in every presentation and you will see a dramatic increase in the number of yeses you get.
About The Author
Carl recruits, trains, and Coaches Resellers in Glasstree, Inc.'s unique private label reseller program where anyone can build their own business selling updateable websites to small businesses and individuals. Get your free guide to running your own private labeled website business at www.glasstree.com/resellers.asp
How to Size an Emerging Market
In developing their business plans, companies of all sizes face the challenge of determining the size of their markets. To begin, companies must present the size of their "relevant market" in their plans.
Target Your Share of the 50-Plus Market
It's quite apparent that Americans are living longer--- and as people age, they request and require many more products and services than ever before. Now, as aging Boomers (born between 1946 and 1964) are coming of age, the fifty-plus population is over 77 million people and growing enormously all the time.
Top 10 Ways to Create and Manage Opportunity
Most of us are used to the concepts of risk management or time management. Many of the same principles can be applied to creating and responding to opportunities.
Build your Trade Show - Virtually
Virtual trade shows are gaining momentum as a way to encourage participation in the event - both live and online. Here are a few ideas to help you expand your trade show - virtually.
How to Save Thousands on Your Marketing
Marketing can be expensive. It doesn't have to be, but sometimes you will spend more than you should.
Freebie Seekers? Turn Them Into Clients and Referrers - or Turn them Far, Far Away
Many service business owners these days are"giving away" their business services - and thenwonder why people aren't hiring them in droves. Inthe name of "marketing," business owners areproviding way too much information for free.
Assumption Based Marketing Vs. Fact Based Marketing
One of the most common mistakes in marketing is making decisions based on assumptions rather than fact. You think of an idea for a marketing piece and believe that it is a great idea.
Name the Top Cable Network
When Cable began as Community Antenna Televisionin 1948, all it did was collect over the air TVsignals and send them down a cable.When Cable networks began, so did Cableadvertising.
10 Steps to a Great Newsletter
A newsletter can be a wonderful, economical way to communicate with prospects, customers, employees or distributors. Just follow these ten easy steps for newsletter success.
A Questionnaire for Businesses
As best you can, answer the following twenty-five questions. There's no scoring.
A Common - Yet Easily Avoidable - Marketing Mistake
December is a month in which many organizations make plans for the coming year. Now is a great time for you to look at your marketing systems for attracting and retaining customers.
Online Advertising Versus Traditional Media Advertising
Before I compare today's online advertising with traditional media advertising I will make an analogy.If you've been on the Internet for as long as I have, you probably noticed that things have changed dramatically.
CRM System: Give Meaning to Your Data
A customer relationship system (CRM) system uses technologically-driven strategies to assess customer needs and buying behavior. This allows businesses to market their products and services more effectively.
How to Handle Jargon at Your Web Site - and Why
If you sell a technical product or service, you probably know you have jargon at your web site - specialized terminology that the average person doesn't understand. While jargon does help you communicate precisely withpeers, it seriously gets in the way if potential and actualcustomers aren't as conversant with it as you are.
Mortgage Marketing - Viral-Email, Referral Marketing Strategy
This is a devastatingly powerful way to extend your marketing reach. For this to work right you need a website that promotes your business.
How Toyota Captured the #1 Market Share . . . Through Solid Decision-Making!
How Toyota Captured the #1 Market Share . .
How Much Is Your Popcorn Worth? Powerful Lessons In Marketing & The Psychology Of Selling - Part 1
In the following 'special report,' I will reveal some very powerful marketing strategies and psychological motivators that can easily help you make more profits from your business, no matter what business you're in.Be sure to read it thoroughly, and take notes as needed so that you can take maximum advantage of the information being covered.
Motivating Shoppers with Online Coupons (Part 2 of 2)
Last time we discussed how online coupons and promotion codes can motivate buyers. We discussed examples of coupons and some of the aspects of these offers that can boost sales and generate urgency to a purchase.
The 7 Areas of Marketing Waste - Are You Committing These Marketing Sins?
If you want to reduce waste and grow your business it can be useful to know where to look. Marketing waste is usually most apparent in these 7 key areas:1.
Marketing Hat for Graphic Designers or Wannabe's
Many people think that the quality of any graphic design is determined by how aesthetically pleasing it is: Although making the card look good is important, this couldn't be further from the truth. The only true measure of any design, at least commercially, is "How well does it pull?".
|home | site map ||