First published April 7, 2008
I ran across an article today at Speechworks and it reminded me of the same essential points I use in training sales people. Since this article echoes my own experience, I share it with you here. If you adhere to these five guiding principles, you will walk away with the order more often than not. Even if you’re “just” pitching your ideas to company colleagues, these principles apply.
- Begin your presentation with a focus on your prospect’s problem and how it can be solved. It’s all about them, not you.
- The power of making three major points. Beginning, middle, end. There is a magic in this number as human beings begin to lose focus with more.
- If you sell with passion, people will buy what you're selling. If you don't have passion, why should your prospect care?
- Make it interactive. People don't like lectures. Ask your prospects questions and listen to the answers. Make it a conversation.
- Be ready. Act like a professional. Practice and rehearse.
There are many sales' best practices, but if you concentrate on doing these five well, in addition to getting the sale, you'll build a valuable relationship.