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sales presentation

The TACTIC: Warm referrals from cold calls. Getting warm referrals from cold calls is as simple to do as asking for them — “If you were me, whom would you call?”

The TACTIC: When selling, go for the top.  Asking for the appointment is no more difficult then stating, “Get our your calendar.”

The TACTIC: When selling, go for the top. If your boss tells you to pay attention to what this salesperson is selling, you probably will. If someone two levels down tells you to pay attention to what this salesperson is selling, you’ll probably get around to it eventually. If you are the salesperson in question, which situation is better for you?

The TACTIC: A prospect who is listening is no prospect at all.  Lulls in conversations are not bad, and there is no reason for you to fill them in.

The TACTIC: Only give a presentation to confirm an order. People in pain want relief; don’t get in their way of getting relief.

The TACTIC: Only give a presentation to confirm an order. People in pain want relief; don’t get in their way of getting relief.

The TACTIC: Who pulls the trigger? Never assume you know who OKs the check being written; it could well be the person at the meeting who sat there like a bump on the log.

The TACTIC: Who pulls the trigger? Never assume you know who OKs the check being written; it could well be the person at the meeting who sat there like a bump on the log.

The TACTIC: YOU pass the baton. Either you are in the race as a runner who passes the baton or you are a spectator. If you are in the stands watching, is there any possible way you can be on the winning team? Medals are not handed out to spectators. Click here to continue reading!

Traditional sales training says present, present, present and close, close, close – convince your prospect with a compelling presentation, show him enough value, and he will surely buy.  When I first got into sales I really sweated the presentations.  I practiced them over and over; used different visual props and brochures; tried a variety of persuasive arguments; and created notebooks full of evidence favoring my product and my company.  Ultimately it became apparent that no matter how exciting or compelling my presentation was, my close rate was mostly dependent on what happened before the presentation, not during it.