So what do you think is the biggest mistake in sales presentations?
- Selling features instead of benefits?
- Talking too much and not listening?
- Not knowing the product?
"You're selling outcomes", declared Ron. He challenged the audience to get clear about the outcomes their audience or clients receive from them. The outcome he presents to his audience is to "sell more in less time." He went on to explain, "Most poeple spend 70% of their time talking about what they do when they should be spending 60% of their time in first impressions and qualifying.
As with all presentations, it first begins with mindset. How do you think of yourself in relation to your audience? Are you an expert? A peer? A trusted advisor? Ron recommended that people begin to position themselves as a resource. Selling is self-focused but a resource is customer-focused.
Whether you're selling a product, or giving a status update, good presenters live by WIIFM-What's in it for me? They know that the audience cares only about one thing-their own self interests. In other words, it's all about outcomes.
http://www.amazon.com/Lead-Sell-Get-Out-Way/dp/0470402180/ref=sr_1_1?ie=UTF8&s=books&qid=1263764153&sr=8-1
6 comments:
Great blog write up Diane. You definitely know what it takes to give presenations as you in my opinion the Master Expert in this area.
Ron Karr
Hello,
The points that you have raised are very common and practical in almost every sales company.
Thanks for alerting us from doing the biggest mistakes in Sales Presentation.
Good dispatch and this fill someone in on helped me alot in my college assignement. Gratefulness you seeking your information.
This is a great article. This book, "Stage Fright: 40 Stars Tell You How They Beat America's #1 Fear" has helped a bunch of people succeed when giving presentation. . A cognitive psychologist and an actor/successful theatre professor put the book together. The first half covers the cognitive techniques to fight stage fright, and the second half contains interviews about stage fright with celebrities like Robin Williams, Melissa Etheridge and much more: http://howtobeatstagefright.com
Great information. By the way I too have learnt the success tips and skills through E-learning course.
Excellent site. It was pleasant to me.
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