Delivering your sales pitch or making your sales presentation is key to answering a prospect’s questions and convincing them to buy from you. These posts can help you achieve that.
Stories sell. And salespeople who can tell great stories win more deals.
Why? Stories build trust and relationships faster and strong than data and analysis.
When salespeople talk in black and white – with facts, data, analysis – people’s brains only “light up” in two areas, according to research from Ethos3. But when salespeople add some color – people, places, anecdotes – they trigger brain activity in seven areas!
Your next great sales pitch is hiding on the big screen in unlikely places.
Think Legally Blond. Ferris Bueller’s Day Off. 12 Angry Men.
Forget the typical sales movies. Glengarry Glen Ross. Boiler Room. The Wolf of Wall Street.
Those classics (although great in their own right) aren’t on our list.
Buyers want to win just as much as you do. So when it’s time to close, most buyers will come armed to negotiate whether they need a better deal or not!
And that’s OK. As a sales professional, you want what’s best for buyers and you. Everyone should be satisfied – like they got exactly what they should.
Salespeople give into buyers’ demands 60% of the time, RAIN Group researchers found. So you want to be ready to react to their negotiation tactics.
Some sales pros love an audience. Others don’t.
Either way, the sales presentation is the final hurdle in closing the sale. So the show must go on.
Here’s valuable insight on sales presentations that will make yours better every time you step in front of an audience – whether it’s a crowd of one or 100, in person, online or over a call – plus 23 tools, tactics and pitfalls.
Smart sales professionals are in prime position to offer personalized pricing. But how do you know when personalized pricing is the smart move?
With personalized pricing, you can take a detailed look at their customers – everything you know about needs, revenue, demands, behaviors and influencers. Then use that information to offer at a price you think will close the deal, benefiting customers and you.
Effective pricing gives loyal customers better deals than customers with no history or relation to the salesperson or company. Plus, you can change terms when needs, demands and the industry shifts.
Companies agree there’s value in personalized pricing: Nearly one-third say there are maximizing opportunities in personalized pricing, a study in Retail Systems Research found.
The prospect finally agreed to meet. Once you present, the sale is practically a given …
… until it’s not. Because your presentation is just as lifeless as the next one.
If you made the buyer’s calendar, you got their interest. But it’s tough to keep their interest with a pocketful of tchotchkes and a mediocre slide deck – which is the depth of way-too-many presentations.
Presentations are a crucial turning point in successful sales. If yours stands out and above, you’ll win. If yours is the same-old, same-old, you’ll lose. Plain and simple.
Here are 14 sales presentation tweaks that help you win more sales.
We surveyed customers to find out the leading causes of why they decided not to buy from a particular salesperson. We compiled the results and ranked the worst sales gaffes by the number of times they were cited.
Some things in business are crystal clear. One of them is that people will not buy unless they believe they’ll get what they want and avoid what they don’t want. You become indispensable to your customer when you demonstrate that you both understand his or her problems and goals — and have the ability to help with them.
That requires great customer conversations.
If your salespeople can’t answer this question, prospects and customers may either demand the lowest price or buy from someone else.
The No. 1 sales question buyers want you to answer: Why should I buy from you?
Selling to prospects and customers without determining their needs is irrelevant selling. Lack of relevance distorts your aim. It’s like shooting at a target with a gun that has a bent sight.
For salespeople, it’s a neverending complaint.
“Your price is too high.”
Even if there’s not an ounce of truth to the prospect’s price objections.
But those objections can be overcome, even when your price really is the highest in the marketplace.
