Presentation Skill Training
This is certainly such an important theme in sales representative training a full presentation skill training program would not be unrealistic, yet , the following set of subtopics will give you the salesperson with the main elements of the preparation for and delivery of his or her product or service. In the remainder of the article the use of the word ‘his’ will be synonymous with ‘her’ for brevity. improve skills in presentations
2) Your Appearance
3) Your introduction
4) Having near the Prospect
5) The foundation of your Sales Demonstration
6) Just how to deal with Arguments
7) How to make a rebuttal with no Butt
8) The importance of Asking Questions
9) Dramatising your Presentation.
10) Closing on a tiny but positive action.
With the advances produced in telecommunication it is much better today to avoid cold calling on possible clients. Advance knowledge about a company can be found from data offered at a sensible price by database companies such as Dunn & Bradstreet or Compass Organization Directories. Information including the company directors names, the amount of employees, cell phone numbers and email addresses make it easy to make the initial connection with the right person.
The approach is best made via an appointment made by the salesperson or a telesales support person. It is important that the right person in an business is identified, because an appointment made with anyone other than the decision maker will prove in most cases to be a waste of the sales representative’s time. Found in a tiny to medium size company the correct person tends to be the proprietor and also the Managing Overseer. In my intensive experience from 40 years in Direct Sales, appointments made with the corporation Secretary or the Company Accountant switch out to be a shield to safeguard the real decision maker from the mass of sales methods every company receives. Nevertheless in the larger type of company designated Potential buyers have been appointed to interview sales representatives and make purchases for the company and should be anyone to approach.
The appearance is fundamental to your success in sales. It is because within 10 to 15 seconds of conference you, first impressions are manufactured. Extensive and important and lasting decisions are made about the sort of person you are. These decisions are based how you are dressed, how you appear and how confident you appear to be.
The summary of your prospective client should come in with a smile and a good hands shake that implies you have confidence in yourself through inference in your services or products.
Selling is a relationship building business. The objective in the first instance is to get people to Know, Just like and Trust you.
A study of body vocabulary is an useful tool that can help salesmen speed up the process.
I have found that the smile, a direct look in a persons vision accompanied by a light touch of the people forearm as you shake their side, adds an extra touch of friendliness to your greeting.
Getting near the Prospect Once they get you into your prospective customers office, usually the possibility will position himself lurking behind his desk or perhaps a work bench. This is a psychological defence hurdle which is better to get around whenever we can. The way My spouse and i used to do it was going to have my presentation in a folder or constitute my presentation on an empty sheet of paper. However would say to the prospect, ” I have something here I have to show you, will it be OK easily put this on your desk to enable you to see it? ” When he agreed and usually they did, I would put the folder the right way around for these people on their side of the desk, and then We would walk to their side of the office to work through my presentation in my file in order to build up a presentation on the bare sheet of paper. We have observed an apparent lessening of tension in the prospects attitude once I am on the same side of the desk like them.