Today’s blog is a Guest Post by Claudyne Wilder of Wilder Presentations:
Why are you talking most of the time when the sales program told you to “listen?” If you are in sales, you have probably been through some type of sales program. This program usually tells you something like, “Listen to the customer.” “Be solutions-oriented towards the customer’s problems.” You may have done that process during the gathering of information. Now comes the point where you share how you can solve their problems. Let’s say you have been given 60 minutes.
What do most sales people do? They put together a PowerPoint presentation that, if done well, would take 70 minutes. Rather, they have decided to speak fast and get through all the slides. The sales team does just that. Speaker after speaker gets up and reads the slides to the audience. They just finish in the 60 minutes. Of course, unless the audience stays after the allotted time, there is no time for questions. This sales team has broken every piece of advice given in the sales program they took.
60 MINUTES=60 MINUTES OF TEAM TALKING
-They did not engage the customer when they started.
-They talked all the time – Not even half.
-They did not stop to ask for comments.
-They assumed the company needed all this information in order to make a decision.
-They demonstrated to the audience (potential customer) what it would be like to work with them – Boring, tedious, inundated with data and not curious about people’s responses.
A formula that will get you more success with a potential customer!!!
Stop doing a full blown, data driven, monologue sales pitch to a customer. Instead share bite size pieces of information and listen to your customer’s comments and questions. Create a dialogue. Model how the customer will be treated by your company when you are selling to them. This may really encourage them to buy from you.
Claudyne Wilder coaches clients to get to the message—sooner rather than later. She’ll coach you on how to develop audience-focused content, design message-oriented slides and deliver a compelling, passionate presentation.