Salespeak
Engaging
Q: “How can I keep customer’s involved in my presentation when I feel like a talking head attached to a slide deck?” A: By keeping your presentation interactive and dialog-rich, you will be more likely to close the deal. Fewer slides = more interaction = faster closed sales! Tip: Use the “INVOLVE” acronym to keep the customer’s attention. I = INTEREST your customer N = NEVER use “I think” V = VERBALLY ask check-in questions O = ORGANIZE your thoughts before presenting L = LET your customers interrupt with questions V = VERIFY that you’re meeting needs E = EXPRESS yourself skillfully
Delivering Sales Presentations
Q: “Why spend time preparing for a customer presentation when the Marketing Department has prepared the slides and content in advance?” A: Marketing doesn’t know your particular customer’s real needs. Organizing and preparing in advance is critical to closing during the presentation.SalesPEAK Example Program Topics: -Testimonial: “I have benefitted from the tools that were added to my kit bag. I was not a bad speaker/presenter before attending the session, but have become more effective and improved immensely.” --Carl Richardson, General Dynamics Armament and Technical Products, Inc. Want to become a more effective, persuasive presenter? Order a copy of "The Naked Salesperson--Stripping Away the Barriers to Sales Success", by Renee Walkup and Sandra McKee. (order here)
Getting to Close
Getting a verbal commitment over the phone (whether for a next step appointment or an order) is the ultimate result from a successful phone sales strategy. Without a plan of attack, all the work that led up to this presentation would have been wasted. We’ll share insights on how the “best” convert a prospect to a customer. SalesPEAK Example Program Topics: Understanding Group Behavior Booking Appointments (on the phone or in-person) Reading Body Language When You Can’t See It Preventing Cancelled Appointments Closing on Commitments Gauging Responses & Changing Presentations on the Fly Advancing to Higher Level or Multiple Decision Makers Asking for the Business