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Once you have an audience, it’s time to make a sales presentation. Most people approach sales as a one way transaction while in reality it should be a two way conversation. Making a sales presentation involves presenting the facts and information, fielding objections and getting a commitment.
After you have made contact with your
prospect and
0:00
have assessed their problems, it is time
to make your sales pitch.
0:03
This part consists of three tasks that
often happen simultaneously.
0:07
Presenting the facts, information and
anything related to the product or
0:11
services, and link any objections raised
by the prospect without seeming
0:15
aggressive, and finally getting a
commitment from them to buy.
0:19
Let's consider the presentation first.
0:24
When we use the words sales pitch, it
brings to mind a one-way conversation.
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You're pitching all this information to a
prospect in the hopes that
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they will go for it.
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That's not how it should be.
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Think of it more as a conversation, where
you talk about 20% of the time,
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and listen the other 80$.
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If you listen effectively, then you know
how best to deliver your product.
0:44
How you sell your product depends on the
feedback you're
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receiving from your prospect.
0:51
If price is their biggest concern, sell
them on cost savings, time or
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risk reduction and increased profits.
0:58
Better yet, quantify these points in ways
specific to their situation.
1:00
This might require more homework on your
part, but
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it will increase your chances of getting
the sale.
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Not all people are focused on price
though.
1:11
In that case, sell them on the unique
features of your product and
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how those features can help their
business.
1:16
While you're making your presentation,
1:19
your prospect might object to your sales
pitch.
1:21
It is your job to be prepared for any type
of objection.
1:24
Take some time to prepare a script
beforehand with answers to
1:27
the most common objections, until you are
well-versed with your product.
1:31
Now some people are against scripts,
1:35
saying it sounds more natural if you don't
read off of it.
1:37
A good compromise is to just list out
important points you want to raise,
1:40
as well as any objectives you want to hit.
1:44
That way you can just refer to the list as
you go along.
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You should know the strengths and
weaknesses of your product or
1:51
service, who your competition is, and why
you can do a better job.
1:53
What is your unique selling proposition?
1:58
As your prospect raises each objection,
you should circumvent it by providing
2:02
the appropriate answer to the question
without coming off as aggressive or needy.
2:06
No one likes clingy or overly excited
salespeople.
2:11
Finally, you want to get a commitment.
2:15
Your sales efforts might be successful all
the way up to the end, but
2:17
unless you get a commitment from your
prospect you haven't made a sale yet.
2:21
To be best prepared to do this,
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go into a sales call with a commitment
objective in mind.
2:26
The objective can be anything you want the
prospect to agree to.
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Now, this might not necessarily be getting
an order.
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It could also be scheduling an appointment
with all the relevant decision makers,
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getting the prospect to attend a product
demonstration, and
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anything that gets you closer to your
ultimate goal, which is making that sale.
2:44
The sales process is not a one-time
process, and
2:49
that's where you can go wrong.
2:52
For example, most people are daunted by
cold calls because they think they have to
2:53
pick up the phone, call a random person,
and make the sale right there.
2:57
That's not how it works.
3:01
Making the sale with a single prospect can
take multiple sales calls,
3:03
each with its own process and commitment
objectives.
3:07
Once you've made the sale, you proceed to
the last step of the sales cycle,
3:11
and that's servicing your client.
3:14
This isn't really a last step.
3:17
If you have an ongoing relationship with
your client, and
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you should, then you leave the door open
for future sales.
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