Category: Sales techniques

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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Sales presentation templates that kill sales techniques

PowerPoint templates that kill sales techniques

In this article about sales techniques, I am only referring to the templates used to create sales presentations for sales meetings, not templates for written presentations, which for the most part are suitable enough. With the growing use of computers, iPads and other tablets in sales, corporate communications departments felt compelled to impose the use …

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10 most-read articles of 2011, then let’s change the world of sales presentations in 2012!

Change Sales World

As we head into 2012, I propose a look back at the top 10 most-read articles of 2011 on this blog. Whether or not you caught them when they first came out, this is your chance to review what you, the readers, found most useful this year for improving your sales presentations.     It …

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Perfect Sales Presentation vs. Effective Sales Presentation

Steve Jobs vc Bill Gates

There are two possible types of sales presentations: You can try to find the perfect presentation. The one that is just the right length, not too long and not too short, the one you will deliver flawlessly, without typos, every i dotted. All your arguments are carefully prepared, each word weighed for hours, the best …

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Solution Selling: how to do it in Powerpoint Sales presentations?

Solution selling by Steve Jobs

For the sales rep, the goal of the sale is for the client to buy his product or service. Before getting there, however, the sale often plays out on other levels: Imagine yourself as a homeopath, and a sales representative from an antibiotics laboratory pitches you… how effective would his arguments for the effectiveness of …

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There is no such thing as need selling.

risk selling - need selling

For the sales rep, the goal of the sale is for the client to buy his product or service. Before getting there, however, the sale often plays out on other levels: Imagine yourself as a computer reseller who sources from all the large international manufacturers, being pitched by a new, small, unknown manufacturer with no …

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Price Presentation in PowerPoint Sales Presentations

Steve Jobs Price presentation

Sales reps are forever learning to master price presentation techniques… and then forgetting them when they use PowerPoint. More specifically, as soon as sales reps start presenting price in PowerPoint, they do the opposite of what they have learned to master with sales techniques. PRICE PRESENTATION TECHNIQUES Any seasoned sales person has learned to master …

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