Bottom line: sales is a critical function that is more art than science, so hone your
You can sell only if you yourself are convinced: If you are not sold on your
product or service, it will be an uphill battle to sell someone else. Your lack of
conviction will scream through.
- Be clear and direct: When pitching your idea or solution, don't use complicated
words. Pride yourself instead on being able to explain the product or solution as
quickly, clearly and simply as possible.
- Know your client: Make sure to research your potential clients, know their
challenges and their needs. One size hardly ever fits all, and you look much
stronger if you care about their business enough to invest in the research.
- It's all about the presentation: Building an amazing slide deck is critical to the
sales process. Practice it, memorize it and be prepared to shift your emphasis
based on how the energy changes when you give the presentation. Ask yourself:
"Is the flow of this deck right? Will it convince?"
- Be passionate and exciting: Most presentations are BORING! So create a
show and make it exciting. Excitement is contagious just like a yawn.
- If you don't know the answer, don't guess: People will ask you tough
questions, and you may not always know the answers. The person asking you
may be testing you, knowing the answer full well. And if you fumble, it's very hard
to rebuild credibility.
- Answer questions directly and clearly: If you are asked a question and you
give a "politician s answer" in other words, if you don't answer the question
your credibility will decline and you will hurt your chances of making the sale.
- You can always be better: Sales is an art, not a science. Which means the
process is never perfect and you can always improve your game.
50. Get in your client’s face!
Being in front of your client or prospect is the best way to
build or strengthen a relationship. Selling is ALL about
your relationships with your clients. We've won half the
battle when clients begin to trust our assessments, our
judgment and our promises to deliver for them. Obviously,
it helps to spend as much quality time as possible with
clients. Sometimes the best time with a client is actually
time away from the office, when you can develop a sense
of mutual respect for each other on a personal level.
If just one client is responsible for most of your business,
it is imperative that you try to spend as much quality time
as possible with that client. Literally, your business livelihood
is at stake. You need to know when a competitor is
attempting to move in on that business.
However, don't let insecurity drive anything you do to
create face-to-face contact. Look for creative and innovative
ways to stay in front of your client, but be careful not
to become a pest!
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