Sales Training Ideas – Six Keys to a Powerful Sales Presentation

Six Keys to a Powerful Sales Presentation

1) Be interesting and to-the-point.

Your presentation needs to catch and keep the prospect’s attention and interest. Make it interactive. Ask the prospect questions and involve her in ways that make her an active member in the proposed solution. Use interesting examples and stories that mirror her situation and spell out how others have benefited from using you and your company in similar situations.

2) Deliver with energy, enthusiasm, and emotional logic.

You need to show energy, enthusiasm, and excitement for your product. At the same time, you don’t want to overwhelm the prospect withtoo much energy and excitement. If your prospect is a high-energy individual, match their energy level. If your prospect is more subdued, show energy and excitement that is one level above theirs.

In addition to showing energy and enthusiasm, you need to back your presentation up with logic. Remember: people buy on emotion and justify their decision on logic.

Bottom line on this point: Put life, energy, and enthusiasm in your voice, and make sure your sales presentation makes good logical sense.

3) Address the specific needs, desires, and concerns of the prospect, and speak to her hot buttons.

Each presentation will be different because each prospect has different needs, desires, and concerns. If you’ve done your work properly during previous calls, you understand what the prospect is looking for and you’ve uncovered some hot buttons. You will now educate the prospect on how your product or service fills her unique needs and desires. Show caring, understanding, and empathy for the prospect, and show that you are seriously interested in helping her out.

Make sure you focus on the benefits and what’s in it for the prospect. Features are fine, but you must articulate what those features mean to the prospect with regard to what is important to him or her.

4) Be clear, concise, and articulate.

Your sales presentation should be easy to understand, to the point, and it should be delivered in terms that the prospect will understand. You want to use as few words as possible while at the same time, using the most effective words possible. Also, no acronyms or other terms and phrases that the prospect may not be familiar with.

Finally, keep your initial presentation to a maximum of three solid points. If you overwhelm the prospect with more than three points, you will probably hear, “I want to think about it” and “send me some information.” If you have other legal items and disclosures that you have to cover, save those for the paperwork phase after the prospect has decided to buy.

5) Lead naturally to the close.

Your sales presentation should be designed in such a way that it walks the prospect smoothly through the presentation, addressing all needs and concerns, and flows right into the close. If your presentation is straight-forward, conversational, and covers all the bases, the close is simply the natural conclusion of the presentation.

6) Have a script.

While each presentation will be different based upon the individual prospect’s needs and desires, most of the pieces remain the same, you’ll simply use different ones and arrange them differently. Each feature and benefit, story, and piece of information you need to convey, must be well thought out, well prepared, written down, committed to memory, and most important, proven to work. Some people believe that having a written presentation is too unnatural-you may sound as though you are reading (if on the phone), or canned (if in person). The way to avoid this is by practicing, drilling, and rehearsing your presentation pieces to the point where you know them verbatim.

The goal of a script is to make sure you cover everything you need to cover in as few words as possible while at the same time, using the most effective words possible. Writing out each piece of your presentation and committing them to memory will ensure consistency throughout your presentation, it will also help identify any problems with your presentation.

Note: Don’t reinvent the wheel, get a presentation script from one of the top salespeople that you know works. You want their results, so use what they use.

Presenting Proofs for a Successful Automobile Rollover Lawsuit

All automobile rollover accidents differ in various factors such as the time and place where they occur, the law violated and presence of witnesses among others.

However, in all cases filed because of such accidents, the victims must always establish the extent of damages and losses that they have incurred as well as the liability of the other parties who has caused the accidents.

To establish the liability of the other driver in an automobile rollover case, a plaintiff must present in court some credible evidences that will prove that the defendant has been neglectful or has violated certain traffic rules. He must also give some proofs that he is not guilty of any fault.

The following are some of the methods on how to have proofs for a successful automobile rollover lawsuit:

Have a copy of the police report regarding the accident incidence – the recorded accounts of the police authorities who took charge in investigating the accident scene is very important in the court’s determination of liability. Thus, the victims may utilize a favorable police report in order to have a credible proof or evidence of the defendant’s misdemeanor.
Gather documents that are vital for case – the medical records of the victims also serve as vital evidences in an accident lawsuit. These proofs will serve as a basis for the judge in determining the amount of damages that the victims must receive.
Determine the law violations made by the other party – in this case, the victims must be aware of the law statutes that cover auto accidents. Some of the most frequent traffic rules that are violated by motorists are speeding, driving under the influence of alcohol and other illegal substances, beating the red light among others. The California law is very strict regarding the implementation of such traffic regulations. Thus, if the plaintiff has been very credible in disclosing the violation of the defendant, he will most likely to win his case.
Ask some witnesses to testify for you – although there are times that the police reports, medical records and victim’s testimony are enough to indict a wrongdoer, a statement coming from an actual witness of the rollover accident can augment the merits of the case.
Consult an automobile rollover lawyer – since this type of case involves legal matters, it is important to seek the assistance of a qualified legal counsel with the expertise in handling automobile accidents.
A lawyer has the capability to explain to you on how to acquire and present these proofs in court. Having competent advocate to rely on will further increase your chances of having a successful case outcome.

Learn to Negotiate

People negotiate everyday. The art of negotiating is part of life. People start negotiating since they are small. Every decision taken as long as some else is involved is a negotiation. People negotiate because they need something, so it is important to learn how to negotiate properly and how not to get the other person upset. In the business world the difference between winning and losing has to do with the way business people negotiate.

Negotiating is placing a request not a demand. When business people demand something they might get it at that moment, but it will certainly come back with an unreasonable demand from the other party. Learn to request and you will notice how your negotiating skills improve.

Negotiating is learning to listen. Businessmen have to attempt to understand the other party and find out what they need and what their expectations are. When negotiating listen and do not interrupt, and most important understand what is being said. Telling people what to do will eventually have a payback: people will do what ever they want and not listen to you as well.

Before negotiating it is very important that you understand what you need. If you do not understand your needs you cannot request others to do something. When you understand what you need and not what you want, you will certainly have an advantage for you in the negotiating process.

Do start negotiating if you are angry. When you are angry you loose. When you are angry you might not even know what you need, so it is very unlikely that your needs will be met. Anger reduces your ability to think clearly and your reasoning skills.

As mentioned before it is important to listen. When you listen properly you will understand the needs of the other party. When you understand your needs and the needs of the other party then you have a huge advantage in the negotiating process.

During the negotiation it is important to be calm, show interest and show empathy. Be prepare to ask question, when you do you will in turn receive answers and will better understand the issues involved.

Place yourself in the chair of the other person. When you do so you will better understand what is going on, you will ask the right questions and most important you will get their cooperation.

Be interested in the person and in their concerns. When you are really interested it is easier to listen, you will understand them better and in turn will come out with an effective negotiation.

It is very easy and simple to negotiate, as long as you make a conscious effort and follow the points mentioned above you will be able to fulfill your needs and come ahead in the process.