October 2012 archive

Sales techniques: the difference between responding to needs and influencing

Sales techniques GPS

Every sales rep must decide between responding to needs and influencing when addressing a client’s request. And the sales rep must make this decision before preparing the sales presentation, because the sales techniques are not the same. They depend on the goal of the sales presentation: the sales rep must clarify what he or she …

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Four types of slides for sales presentations

four types of slides for sales presentations

In sales, there are four good reasons to use slides. Your sales presentation will be more effective with slides than without them if you use them: To explain, i.e., to make clients understand you To prove, i.e., to make clients believe you To summarize, i.e., to make clients retain your key messages To influence, i.e., …

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