Mike has been voted one of the most Influential Inside Sales Professionals by The American Association of Inside Sales Professionals, and is THE recognized authority in the industry. Mike is hired by business owners to implement proven sales processes that help them immediately scale and grow Multi-Million Dollar Inside Sales Teams. For more information, you can visit his website: www.MrInsideSales.com. Join us Thursday, Jan 29th at 10:00AM PST to learn about the 5 Keys to Winning Presentations. Register here: https://www1.gotomeeting.com/register/750362457
To paraphrase the famous opening sentence of Leo Tolstoy’s novel, Anna Karenina, “All successful sales presentations are all alike; every unsuccessful sales presentation fails in its own way.”
After years of listening and critiquing thousands of sales presentation calls, I have heard many variations of bad calls, and while they do go bad in their own way, there are many similar reasons why they fail.
I’ve also heard many successful calls, and the good ones are, indeed, all alike. They all follow a certain pattern, and they cover various qualifying points, they uncover distinct buying motives, and they head off or handle objections well. I’ve been able to identify five keys to winning presentations. As you read the following Key #1, ask yourself if you use this when you are presenting your product or service (if you are a sales rep), or, if you are a manager or business owner, see if your sales team using it. I guarantee that the closer you can get your team to begin using this (and the other four keys), the more sales they will make and the more profitable your company will become.
Key #1: Requalify at the beginning of the presentation. One of the biggest mistakes all sales reps make is to assume that just because someone has agreed to view a presentation that this means they are qualified. This assumption becomes even more treacherous when a lead is transferred or set up by an appointment setter. In this case, the closer assumes that the ‘fronter’ did his/her job and that the prospect is qualified. Sadly, this is rarely the case…
The first key to a winning presentation is to requalify the prospect before the pitch is delivered. Here are a couple of sentences you can use to transition into the requalification:
“__________, before we begin, can you refresh my memory and tell me what you’re hoping to accomplish using our new lead generation system?”
“So I can tailor this demo to the points that are most important to you, let me just start by asking you a few quick questions…”
Then ask some of the basic qualification questions covering areas of need, confirming decision making status, decision process, etc. Getting clear on this in the beginning not only saves you a lot of time at the end, but it also helps to reveal buying motives you should be speaking to.
Key #2: Use a trial close before you start your presentation. While this may sound too soon, or too bold, or even too pushy, it is the best way for you to get an idea of what the objection is that you’re going to get at the end of the call anyway. And this gives you a chance to get the information you’ll need to either overcome it, or, just as importantly, the leverage to move the call forward rather than just ending it with the tired and useless phrase, “When should I call you back?”
The secret to using a trial close at the beginning is to be able to soften it. Here are some examples:
Instead of asking, “If you like what you see today, is this something you’d act on?”
You should ask, “_________, at the end of this presentation, if you think this would actually help to bring you those extra leads you’re telling me you need, is this something that you’d be able to make a decision on today?”
See the difference? One way is the used car sales approach, and the other references information you uncovered when you re-qualified at the beginning, that you’re now able to leverage here using a trial close.
You can also soften this trial close by asking…
If you’d like to know what the other three keys are, then Join Mike Brooks on Thursday, Jan 29th at 1pm Eastern, 10am Pacific for his all new Webinar: “The Five Keys to Winning Presentations.”
Mike has been voted one of the most Influential Inside Sales Professionals by The American Association of Inside Sales Professionals, and is THE recognized authority in the industry. Mike is hired by business owners to implement proven sales processes that help them immediately scale and grow Multi-Million Dollar Inside Sales Teams. For more information, you can visit his website: www.MrInsideSales.com. Join us Thursday, Jan 29th at 10:00AM PST to learn about the 5 Keys to Winning Presentations.