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5 Alternatives to Simply Wading In with PowerPoint

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Can You Imagine a Life without PowerPoint?

What would you do if you couldn’t take a ‘deck’ into your next sales appointment?

In the nineties my team launched a product into the UK market and we each received one of those triangular presenters that open up into a little stand for you to flip your plastic covered photocopies over in front of the customer.

I’d never had anything like it before – amusingly, back then, it was cutting edge – it also meant for the first time in my career I could just speak AT the customer rather than having a conversation about what they actually wanted – you know, cut out all that unnecessary selling stuff, go straight in with the opportunity and price.

Trouble is, telling ain’t selling!

Recently, with an extremely senior sales team, I mentioned that they were probably over reliant on their 120-slide brand presentations – which nearly got me carried out and burnt at the stake.

But I reckon you probably know better.

So ask yourself this – Do you simply go in and TELL customers what you’ve got; or do you FIND OUT what they want and then help them achieve it with what you’ve got?

Subtle difference, enormously different results.

Listen, I’m not going to take away your wonderful presentation, carefully created by marketeers who have never had to stand in front of customers and then be measured for their results – but just try this out for me.

Think of 5 open questions you could ask before you give your presentation – 5 open questions that will lead to a conversation about their needs, gaps in the market, unexplored opportunities – which then give answers that require a presentation about your product or service.

If you do – and you get it right – you don’t just talk AT them, you spend your time showing them why your presentation actually MATTERS while you’re going through it – you even know which bits are no longer relevant and – god forbid – can miss some out.

Your Mission – by the time you’ve finished presenting they’ve recognised the value of your product or service because it was aligned with a set of needs and requirements that they’d pointed out at the beginning of the meeting.

Or – if you’re really good

Your Mission – During the conversation about their needs and requirements they’ve already started to recognise the value of your product or service and don’t need to see the presentation at all.

Just imagine….

Until next time

Chris

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This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on
0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

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Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool, London



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