Solid Foundation

Let’s not start at the basics and talk about the baby stuff, let’s assume that your appearance, establishing trust and rapport, and possessing product knowledge are just elements that you are well familiar with. Instead let’s work on a solid performance, increasing your sales ability and constancy maintenance.

Before you proceed with working on skill level, make sure you on a solid foundation and that you have enshrined base principles and core values that help you always maintain a consistent flow. These basics include identifying “what is your real product? is your role perception helping you?. Identifying your presentation framework and design.

What's your product?

If you were selling property and wanted the listing, is your approach to sell yourself? Your brand, a current deal/promo in Auction cost?… or the process (be careful to check that you have not wandered away from the core product). If you try to close on a better auction cost then your selling advertising, if your profile is all about you then you’re the one that matters more when the people just want a process that’s less stressful easy to follow and they can trust to have an informed outcome. In truth, they don’t want cheap and it cannot be cheap, it has to work! (I’ve always loved telling people I don’t do cheap, I want it to work… while being price sensible, because that’s what a good partner would tell them.

Be A Partner

Are you a salesperson selling a product or a business partner helping them to make the best decisions?

One is more trust, has a genuine relationship, and enjoys greater reward. Work satisfaction is linked to the level of relationships you have. People want to sense you care about their outcome, that you have the intention of working in their best interests. They don’t mind rewarding you when you effectively managed the process and ensured they came out with a result that mattered to you both. Your clients don’t really care about you, your past achievements, or how attractive you as nearly as much as how much they are concerned with how much you care about ensuring their success. How do you illustrate this in the sales process?

Present / Close Overview

The old way – do a presentation when you’ve finished do a close in a stale, nervous and uncomfortable atmosphere…and listen to old tapes about complicated closes. Never found this fun and generally always ended in “leave us your card/ brochure and well think about it and we will get back you like ….never!

Far more enjoyable and successful when the close is not obvious, was seamless, no- one sees it coming and by the time they realize there was one, it was long over. Your whole process is one close, there is no change of direction, pace, or conversation. They came along the journey, it made sense, they trust the process and you assumed and they followed because that’s who it worked from the outset. So sell more by no longer finishing in that awkwardly uncomfortable close.

7 Essentials to forming a Winning Presentation

When you’re on the road run a checklist between visits and keep yourself in trim. You cannot have a bad day if you’re maintaining trim.

1) Assume the sale

If you want to sell more stop asking. If it makes sense to you that people do not like to make decisions and natural revert to “ well think about it”, then stop asking and stop being surprised when they put off giving you a decision until they have consulted their pet rock. Salespeople create the “well get back to your scenario, if you stop this, you will close more, guide them in, be the doorman, not the bouncer (the obstacle).

2) Urgency

Why do companies continue to use “only while stocks last, stock clearance, spring sale, and only while stocks last, even though we know they are a gimmick? Because although technology advances human nature stays tried and true, we love to rational to ourselves and others our buying decision. We can use this effectively to create emotion at the point of sale, the ability to assume the sale, a tool for asking a decision on the day that makes sense to our client as to why we expect a decision or commitment while we are with them.

3) Value build 

Establishing more value than your asking price in (tangible terms) money-saving and (intangible terms) saving time effort stress and money.

4) Fear of loss

It is greater than the desire to gain (you will feel more aggrieved if I took $20 from you than the pleasantry you would feel if I gave you $20)
What are they losing by not going ahead, is it money, time, ego, health? When you can communicate this they will be more emotionally evolved with the fear of loss by not making a decision, must be genuine and not a gimmick

5) Present tense

Why do car salespeople test drive, why do shops have fitting rooms? So that people experience the product in the present tense,(as they own it). A jacket on the rack looked good, the quality looks okay, well made (logic) but once put on it becomes, how do I look, what will people say, what will they think, and if the answer feels right they emotionally own it. Emotion is $80 at the point of buying decision.

6) Buying Confidence

Everyone’s doing it, that’s why we’re so busy. If you’re not busy and don’t have a lot of work on the go, you can’t be that good…
Rather from the moment of first contact your slightly rushed, your time is valuable and they are important to get it (value build)…how do you but this in your dialogue where it makes sense and seems a natural progression. People do not want to be the odd ones out (still sheep)

7) Engagement / Emotion /Participation

When you see a blockbuster or read a top seller, notice how it draws you into the story, you buy in emotionally, your engaged, its no longer a movie but a virtual reality (the makers are artists at this. These elements are required as a natural part of your presentation, furthermore, you establish participation in the process that has them on the journey. Do not be the documentary that they can switch off at any time.