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I Advice - Salespeople: Why Guess When You Can Know?
There are several things that are important about procurement that you should consider. In a business standpoint, timing is virtually essential. If you are like many business owners, the best time is the time when prices will be low enough to handle. This can be quite difficult to call and even more
I offer this as an example of how to fully prepare for a sales presentation. You and I both know there is a tremendous amount of information to be gleaned from our prospects’ web sites, yet how many of us are spending enough time, there, preparing for our conversations?
When you do prepare, as revealed
I have this student business friend who aspires to become a successful entrepreneur. He’s a bright kid and has good ideas, but when it comes to actually starting a business, he’s all over the place. He feels that he can start a thousand different businesses all at once and have all of them become succe
Stunned silence.
I’ll set the scene for you…
I was discussing her company’s sales compensation plan, when the topic of their web site came up.
“Did you get a chance to go to our site?” she asked in a tone suggesting she expected to hear a no.
“Actually, I did, and I found it very useful,” I replied.
She perked up, “Great!”
“A few questions came up for me, though. Did I notice that your fund group tracks the S & P 500, with respect to performance?”
“Uh, yes, it does,” she replied, startled at the observation.
“And I noticed a down year; where it seems there was a leaching of assets,” I continued. “Why was that?”
This evoked that glorious second of silence, during which several thoughts probably coursed through her mind.
“Gee, this guy not only visited the site, he must have read everything. Moreover, he did a penetrating financial analysis while he was there. This is no average consultant!”
Then, she said, almost in a whisper, “Oh, that was the year we lost our best salesman.”
And that disclosure led to a very productive conversation in which I really got to know about her situation.
I offer this as an example of how to fully prepare for a sales presentation. You and I both know there is a tremendous amount of information to be gleaned from our prospects’ web sites, yet how many of us are spending enough time, there, preparing for our conversations?
When you do prepare, as revealed t
Do you think that there is a reason why you where born? Do you have a mission? Do you think you have an unique gift and that you were born for executing this gift? If you answer 'yes' I believe you are right. You should find a job that was meant for you and your career planning should revolve aroun
“Actually, I did, and I found it very useful,” I replied.
She perked up, “Great!”
“A few questions came up for me, though. Did I notice that your fund group tracks the S & P 500, with respect to performance?”
“Uh, yes, it does,” she replied, startled at the observation.
“And I noticed a down year; where it seems there was a leaching of assets,” I continued. “Why was that?”
This evoked that glorious second of silence, during which several thoughts probably coursed through her mind.
“Gee, this guy not only visited the site, he must have read everything. Moreover, he did a penetrating financial analysis while he was there. This is no average consultant!”
Then, she said, almost in a whisper, “Oh, that was the year we lost our best salesman.”
And that disclosure led to a very productive conversation in which I really got to know about her situation.
I offer this as an example of how to fully prepare for a sales presentation. You and I both know there is a tremendous amount of information to be gleaned from our prospects’ web sites, yet how many of us are spending enough time, there, preparing for our conversations?
When you do prepare, as revealed
Following the rapid growth of the Secret Shopping industry, recent years have seen myths about this job circulating on the internet, local papers and other forms of mass media. If you are a Secret Shopper aspirant, it is imperative that you learn to differentiate between the facts and fiction associate
“And I noticed a down year; where it seems there was a leaching of assets,” I continued. “Why was that?”
This evoked that glorious second of silence, during which several thoughts probably coursed through her mind.
“Gee, this guy not only visited the site, he must have read everything. Moreover, he did a penetrating financial analysis while he was there. This is no average consultant!”
Then, she said, almost in a whisper, “Oh, that was the year we lost our best salesman.”
And that disclosure led to a very productive conversation in which I really got to know about her situation.
I offer this as an example of how to fully prepare for a sales presentation. You and I both know there is a tremendous amount of information to be gleaned from our prospects’ web sites, yet how many of us are spending enough time, there, preparing for our conversations?
When you do prepare, as revealed
We all know America has a deep, almost problematic, obsession with reality television shows these days. I don’t know about you, but I know I spend a good part of my day discussing how trashy and just straight out dumb all reality television is, but at the end of the conversation I always say, “Well, I
Then, she said, almost in a whisper, “Oh, that was the year we lost our best salesman.”
And that disclosure led to a very productive conversation in which I really got to know about her situation.
I offer this as an example of how to fully prepare for a sales presentation. You and I both know there is a tremendous amount of information to be gleaned from our prospects’ web sites, yet how many of us are spending enough time, there, preparing for our conversations?
When you do prepare, as revealed
Let's take a quick look and analyze your position in the Supply Chain. You are either the one driving the truck, the one pumping the gas, or the one paying the other two. It does not matter if you are a vendor, supplier, manufacturer, dealer, service supplier or customer, the cost of freight either imp
I offer this as an example of how to fully prepare for a sales presentation. You and I both know there is a tremendous amount of information to be gleaned from our prospects’ web sites, yet how many of us are spending enough time, there, preparing for our conversations?
When you do prepare, as revealed through the example above, you have a chance to impress your prospects, customize your discussions, and stand apart from your competitors, who merely think they know something about the companies in their databases.
While this kind of prep definitely slows down your dialing, I believe it gives you a big advantage when you do place your calls.
You feel more confident, more professional, and more convinced that you can solve their problems and help them to achieve their goals.
What if you find they aren’t a good fit, for some reason, or that you’ve never done well with that sort of prospect or lead? Turn it over to an associate, or abandon it, in favor of one with which you can do a great job.
When it comes to preparation, why guess, when you can know?
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