Sales Pitch / Presentation

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.

6 keys to building salespeople’s confidence and winning more sales

by Ken Dooley

Have you ever watched a sporting event live or on television and seen the impact of confidence? A team of lower skill can defeat a team of greater skill if its confidence is significantly higher.

Confidence is even more critical in sales. The sales professionals who have the most confidence will often walk out the winners in a competitive bidding situation, even if their price is higher or their product is not superior.

The opposite is also true. They may have the best product in the world, but if they approach their prospects with low confidence, the sale may die.

4 key questions that will help you close more sales

by Ken Dooley

Prospects who have a problem don’t always think that they have one. It’s a good idea to keep asking questions about the prospect’s wants, needs, desires and goals until a clear problem is visible. Then try to focus on your products or services that will solve the problem.

Create a sales proposal that sparks movement: 5 must-haves

by Ken Dooley

Keep it as brief as possible. Weighty proposals don’t move prospects. Summarize or eliminate anything that slows the flow. Try to get rid of it if you can or put it in an appendix.

Rules for developing winning presentations to close the deal

by Ken Dooley

Rule No. 1: Most presentations are won in preparation, not in the interview.
Winning salespeople spend enormous amounts of time and effort finding out what prospects want. They want to know their prospects’ needs better than the prospects themselves.

Try to uncover facts about what the prospect needs and not just about what your product or service can do for them. Facts about your prospect’s specific situation will always be more persuasive than facts about your product or service.

Stop customers from sleeping through your sales presentations

by Ken Dooley

Millions of sales presentations will be given this year. Many will establish a positive connection with customers. Others will be met with yawns.

It’s harder than ever to locate qualified prospects, so when you finally get in front of a potential buyer you need to think and plan strategically.

Here are five ways to get your presentation off to the right start:

3 ways to turn objections into sales

by Ken Dooley

Because prospects are pressed to do more with less, they’re more determined than ever to get good value for their purchases. And to make the best purchasing decisions, they may ask more questions and raise more objections. When that happens, salespeople can turn the situation to their advantage.

Here are three reactions that will help your salespeople turn objections into selling opportunities, courtesy of Stephan Schiffman, author of The Career Salesperson:

12 things questions posed to a potential customer should have

by Ken Dooley

Every question a salesperson poses to a potential customer should meet at least one of these 12 criteria.

These come from sales trainer Tom Reilly:

5 presentation lessons from the master — Steve Jobs

by Michele McGovern

The late Apple co-founder will be remembered for a number of things, including his ability to attract and captivate audiences and the media. An analysis shows he used the same formula — one that anyone else can employ.

What made Jobs’s presentations so intriguing? In many cases, it boiled down to a combination of these five traits:

The 5 salesperson traits your customers want to see

by Ken Dooley

Here are the five characteristics of salespeople that customers ranked in order of importance in a recent survey:

4 ‘musts’ when you introduce new products to customers

by Ken Dooley

It’s exciting when your company comes up with a new product or service. But it may not be as easy to get customers or prospects to share that enthusiasm and buy.

Here’s a four-step strategy for more successful new product sales, according to sales and marketing consultant Wesley Forcier of Alpha Marketing:

Sales Pitch / Presentation

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