Too many times as salespeople we can get into a rut or habit of just throwing our presentation out there. Especially if you call on a lot of prospects in a short period of time, it is hard to keep it fresh and sounding natural when you’ve delivered virtually the same presentation 100 times before.
But, that’s what separates the ultra successful from those that just scrape by. It is vitally important that you stop telling and start selling.
Don’t let yourself fall into that trap. Keep your presentation fresh. Don’t “show up and throw up” as my friend, Hugh Liddle says. As a professional, you have to be able to almost step back and assess your performance from a third-person standpoint…and do so honestly.
How did I do? Was there something I could’ve done better or different?
Not only do you have to ask those questions, but you must answer them truthfully.
If you find your sales numbers dipping, check to see if you are doing more “telling” than “selling”. Do you have the enthusiasm in your voice, body language and mannerisms? Are you using all the senses to sell? Or are you just “telling”? Remember to paint the picture in the prospects’ mind; a picture of them enjoying the benefits of owning your product or using your service.
You do that by asking questions and listening not by telling and talking.
Is your voice inflection and the tonality of your voice enticing? Does it tell the prospect YOU are sold?
Take a step back and analyze your performance or have another salesperson you respect or your manager work with you—you’ll be glad you did.
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