A common mistake that Sales Pro's CAN make during a presentation is to start selling too early.....
Mostly this can happen when you have not had a sale for a few weeks, panic and worry starts to kick in and YOU forget to stick to your presentation flow. Your prospect mentions some PAIN that they have been feeling (pain being problems that you know your product or service can fix) and an excited Sales Professional jumps straight in with the CLAIM that they can fix it. YOU start selling too early, you forget the successful way of selling that has worked for you before, THINKING that you have found a short cut.
YOU MUST NOT SELL TO EARLY! Leave that for the Sales guides that work in retail pitching to the people that come into to buy.
You hear some PAIN....great, then press on it, ask open-ended questions, get the prospects emotions stirring. BUT stick to your Sales Presentation. Don't sell, let your Prospects BUY! If you know you can fix their pain then it's all about the Timing and Deliverance........
I overheard an ex Sales Pro in discussion about how he was finding it difficult to sell. He felt the prospects he met just did not want to buy. Other Sales jobs he had had before were much easier. The prospect had an interest and it was just a case of selling against the competition and providing the best price and service. YES you need Sales Skills for that but that is only a step up from retail sales, from working in shops or places where people come to buy.
I write for the Sales Professional that meets prospects on the basis for agreeing time with you on the promises of a gift for attending a presentation or updated information. They have been cold called and agreed to a few minutes of time for you to introduce your product or service.
THEY ARE A NO UPFRONT. but......then you walk in. The Sales Professional with the positive attitude, belief in them self, their product, their company and their price. They ask open-ended questions, listen, diagnose pain and then sell the cure. THE NO BECOMES A YES TODAY.........
They mostly work on commission only but then again because they believe in them self they are the highest earners in the Sales World. THEY EARN WHAT THEY ARE WORTH FROM THE EFFORT THEY PUT IN.
Thank you for reading this post. I hope you found it helpful, Please share with your fellow Sales Professionals and if you liked it leave a comment.
