Presentation Skills Training: Sales Conversations Made Simple

Many people seek presentation skills training to learn how to sell to crazy busy buyers. If you want to set yourself apart from these common practices, learn 6 steps for holding a true conversation everyone values.

What are frazzled customers fed up with? One directional pitches. The ones that sound like the professional is spitting sand. Conversations are the heart of a successful relationship, and a successful sale. If you’ve ever tried to get a point across to a lover or spouse, you know that doing all the talking is the fastest way to lose. The same holds true for talking with target buyers.

Here is a short list of simple steps to hold highly effective conversations that move you toward the close. By following these steps, you will be able to start, hold, and lead conversations with skill and mastery.

Step 1. Set Aside Time
If you’re booking appointments with clients and prospects in a super tight time schedule, you are killing opportunity before it is born. A by the numbers meeting with a client might keep you organized and on schedule, but is it the best way to open up discussion?

Not likely. Set aside time to have conversations. If you have fewer meetings but get more sales…well, you do the math.

Step 2. Be Yourself
While many sales trainings instruct you to become more forceful, extrovert or directive, this may not match your unique strengths. Use your specific personality and core strengths to find your personal style.

In conversations, buyers are looking for clues from the tiniest detail to the most obvious point. They are tracking information intuitively about your body language, tone, pace and presence. It’s a lot to keep track of-if you’re trying to emulate someone else’s style.

But if you’re being authentic, you won’t have to worry. You’re already the best version of you.

Step 3. Ask Key Questions
Rather than relying on a corporate script or a sales training prescription, ask relevant questions. Ask questions that expose the buyer’s core needs, desires and problems.

By asking highly relevant questions, you will find that your clients and prospects get engaged. They want to tell you what’s bothering them. That’s when you must do the all-important next step.

Step 4. Actively Listen
Shocking, right? You must actively listen to what your clients are saying. Otherwise you fall into the vast sea of sales professionals who are just waiting to say their next selling point.

When you listen with full attention and total presence, you will hear your client’s core needs. You’ll be in a much better position to customize solutions on the spots.

Step 5. Personalize
What’s vitally important to your customer or prospect? That you are speaking directly and personally to them. They appreciate that you’re authentic, asking questions and listening. But now they want to see that you’ve been truly paying attention to what they are experiencing.

This step is all about satisfying your client’s desire for personalization. Speak directly to the benefits they’ve told you are important to them. Ditch the order of a ‘say this-do that’ script in favor of responding to the person you are talking with.

Step 6. Open The Zone
Open up the room, space or zone for your client to step into. By this point in the conversation, your target buyer wants to make an intelligent decision. By guiding the conversation with a clear, structured process, you can sell your services without being pushy, ‘salesy’ or unethical.

Keeping with the highest standards of integrity, open up the options. Discuss the merits of your complete solution, tiered approach, or white glove treatment. Open up the room for your client to step into the solution that is best for them.

Follow these 6 steps. Giving awesome presentations and guiding powerful sales conversations just got a whole lot simpler.

Fathers Day Presents Suggestions

We all know that every dad is different, so obviously every Fathers Day present should be different to match their individual personality. So I thought it might be useful to come up with a handful of characteristics and make suggestions for suitable gift ideas. Here goes…

Is he funny and enjoys a joke? What about framing a silly picture of him as a present? It shows you’ve gone to that bit of extra trouble and is completely personal to him. There are of course no end of gag gifts you can buy to accompany this, which will have him rolling around with laughter on Fathers Day.

Is he the outdoors type? Take him out for the day or arrange some outdoor activity you can enjoy together. What better way is there to show your love than by spending time with him? He’ll really appreciate that.

Is he a tele addict? You can get him all kinds of novelty presents, such as TV dinner trays, plates in the shape of a pizza slice or even a TV table, all of which are perfect for nights in, in front of the box. Compliment that with a DVD you can watch together and you’ve got yourself a brilliant Father’s Day package.

Is he greenfingered? There really are all kinds of gardening products you can get dad for Fathers Day. From mugs decorated with gardening phrases, to candles for his potting shed or even a kneeling pad for when he’s tending to his plot.

Is he narcissistic? There’s nothing wrong with being appearance proud and if you’re dad likes to take care of the way he looks, a shoe shine box for taking care of his footwear or even a new item of clothing will certainly be appreciated, particularly if you know the style he likes.

These are just ideas of course, but hopefully they provide you with some inspiration for what to buy dad this Fathers Day.

Sales Negotiators Know How To Ask “How Much?”

Sometimes it’s the littlest of things that can trip up even a professional sales negotiator. In this case, we often don’t want to ask the one question that we need to ask the other side of the table: “how much does that cost”. In the end, this can end up costing us a great deal…

Why Don’t We Ask “How Much”?
This seems like such a trivial issue, and yet it all too often turns out to be a big deal in the end. The question that we need to find an answer to is just exactly why we don’t seem to be able to remember to ask the other side how much something is going to end up costing us.

There are a lot of different reasons why we don’t feel comfortable doing this, but getting to the reason that is holding each of us back is something that is important for each of us to do. One big reason is often that we fear that simply by asking the other side how much something costs, we’re going to cause them to raise their price to us.

Other reasons can include not wanting to get involved in a long, drawn-out negotiating session (go figure that!) that could result if the other side’s price is to high. Another reason could be that we fear what asking for a price will communicate to the other side of the table about what we think of them. Like perhaps we really don’t trust them and we’re checking up on what they’ll be charging us.

Why Not Asking Is The Wrong Thing To Do
The primary reason that not taking the time to ask the other side how much something is going to cost is a bad idea is because it can quite easily end up costing you a great deal of money. This is a case where what you don’t know can come back and haunt you.

When you are negotiating with the other side of the table and you don’t ask them how much something is going to cost you, then you are making an assumption about how much it’s going to cost. This assumption is not necessarily correct.

The farther that you go into the negotiations without clarifying this issue, the stronger your self-generated belief in what the price is going to be will become. After awhile, you won’t even think to ask the other side how much because you’ll assume that the number that you are picturing in your head is the same number that they have in their head.

It’s disconnects like this that can easily trip up a sales negotiation in the 11th hour. Assumptions that have been made about price turn out to be not true and that can screw everything up at the last minute.

What All Of This Means For You
One of the most important questions that you can ask during a sales negotiation is “how much”. Although this sounds easy to do, it turns out that for most of us it’s actually quite difficult to do.

The reasons that it’s so difficult to do vary from negotiator to negotiator. However, it generally has to do with either not wanting to upset the negotiations or from a false sense that both sides have the same price in their heads.

When you are involved in a sales negotiation, take the time to ask “how much” every time the other side makes a proposal to you. It may feel a bit awkward the first few times that you say it; however, over time you’ll get comfortable using this power phrase and you’ll be amazed at just how much information you’ll get by using it!