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The Good, The Bad, and The Ugly...How to Talk with
Prospective Clients.
We recently went to a sales presentation that was
very educational in some very unusual ways. It wasn't'
the information from the presentation that was educational.
How the person made her sales presentation was the educational
part. Her personality and style of asking questions
didn't do much for attracting clients. It in fact was
down right repulsive at times. Something someone more
conscientious doesn't want anything to do with. Let's
look at the good, the bad and the ugly in some sales
presentations.
The Good...Realize that is it really isn't about
you. It's entirely about the person sitting in front
of you that you would like to sell your service or product
to. Put your ego and agenda aside. Yes, you really want
to make some money and close the sale. What is important
is you are providing the solutions to their problems
and challenges.
You must become the answer to the riddle that they
have in their lives. Something so compelling that you're
the expert in solving. By trying to force something
down someone's throat that you think they need will
only make them want to get away from you, no matter
how spectacular you think your service is. I know many
people say "the product sells itself"
and that can be true. It is also true that "a pushy
sales presenter can mess up an easy sale too".
The Bad... If you don't have a strong belief in
what you are offering, how can anyone else? It's important
to really believe in your product or service. Let
them use their imagination about what it will feel like
to use your service. Paint a picture for them of what
life will be like with you helping them. Describe how
different their life will be and what a difference you
service will make to their lives six months from now.
Many times just by helping take your prospective client
through this little exercise you have made their purchase
decision so much easier. And don't be alarmed if they
suddenly get very quiet at this point. They may be
using their imagination and be in a slight trance as
they are seeing in their mind what the future may be
with the help of your service or product. Let them have
this time to think.
The Ugly...Playing the "Yes" game can
get ugly pretty fast. That's the game when a sales person
keeps trying to get you to say yes or commit to small
things so they can get you into a pattern of behavior.
The hope is by getting you to do this that when
it comes time for the big closing you will easily say
yes to whatever they offer. The game works to a certain
extent until the prospective client finds out what you're
up to and then the end of the game comes quickly with
the sales person as the big loser.
One of the best ways to make a sales presentation
with integrity is to ask really good questions. This
is how you can find out what their challenges are that
you have the answer to. It is also important to remember
that this is not an interrogation. To continually quiz
and push someone for answers to your questions can push
people away. By keeping the conversation light and upbeat,
they will get to know you and see your value.
Remember the 80-20 rule. Let your client do 80 percent
of the talking while you do 20 percent. By letting them
talk about themselves, you can then discover what their
challenges are. They will tell you what they need and
want. The questions and conversations that you have
with people are very important. When you let people
talk about themselves, they will appreciate and trust
you even more.
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© 2007 Pro Power Services, Inc
ABOUT THE AUTHORS
D.J. and Sherri Frost are Healing Arts Business Growth
Specialists helping holistic practitioners grow their
businesses. To get their FREE eCourse: 7 Critical Skills
to Attract More Money, More Clients and a Soul-Satisfying
Lifestyle, visit their site at http://www.ProPowerNow.com
NOTE: You’re welcome to “reprint” this
article online as long as it remains complete and unaltered;
please send a copy of your reprint to info@ProPowerNow.com
Keywords : prospecitve clients, business, sales
presentation
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