Oct 30
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 …
Jul 09
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 …
Jan 02
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 …
Apr 25
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 …
Apr 22
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 …
Apr 22
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 …
Apr 22
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 …
