SALES RESOURCES - SELLING TECHNIQUES, SALES TOOLS, SALES TIPS ...

Presenting To Senior Decision Makers!

When it comes to presentations, the two questions Im asked more than any other are: 1) how to present to senior decision makers; and 2) how to use PowerPoint or Keynote software effectively. This class will focus on how to present to senior level decision makers effectively. 1. Prepare, prepare, prepare Youve heard that the 3 most important things in real estate are "location, location, location?" Well, when it comes to making a presentation, the three most important things you can do are to "prepare, prepare, prepare!" Even though delivering a presentation to a senior manager or decision maker may not feel like a casual, friendly conversation to you, you have to make sure it sounds like one to them. Making this happen takes advance preparation - a lot. Once you have your notes, slides and handouts ready, practice out loud to your sales manager, while youre in the shower or when going for a walk. Make sure youre completely comfortable with what you intend to say,

Customize Your Presentation Style

Warning: The information you are about to read will dramatically change the way you see yourself and how you relate to other people! In his book, Men are from Mars, Women are from Venus, author John Gray asserts the idea that men and women are so basically unlike one another in their emotional needs and communication styles, its as if they were born on different planets. In my opinion, this gender-based approach to explaining personality differences is grossly inaccurate and tremendously misleading. In other words, if you attempt to adjust your sales presentation based strictly on your prospects gender, youll more than likely miss the sale! If men and women are so basically different in their communication styles, why is it that they use the same nonverbal communication gestures to express emotions? The answer is simple... gender, like skin color, doesnt have anything to do with personality traits. Its human nature for people to attempt to categorize others based upon factor

The Presentation Con Game

Has This Happened to You? I observed a presentation seminar recently and once again felt my blood boil when a participant--asked what he got out of the experience--replied... "I learned to use my hands more." Uh? Two days of your time and $X later and you "learned to use your hands more?!" If you have had a similar experience ("I learned to look at people." "I learned to smile more." "I learned to stop fidgeting."), you have been conned. You have been led to focus on external weaknesses that are really the consequences of missing the core driver of successful presentations. Focus on this core driver and your delivery skills will be just fine. Many presentation training programs begin with video-taping participants. Naturally, when you are thrust in front of a group and asked to speak, you are going to feel uncomfortable. That discomfort will show up in your wandering eyes (undermining your credibility!), in aimless gestures (there goes your authority!), and irritating non-

Your Irresistible Offer - Proposals That Convert Prospects Into Buyers

As a customer, youve no doubt received scads of sales pitches from companies trying to sell you something; the vast majority of which you ignore, tune-out, or reject outright. When the tables are turned, and you are the one making the proposal, there are three key elements that will make your offer more compelling. These three components make-up whats known as your Unique Selling Proposition or "USP". When I speak at conferences and for sales and service teams, this is one of the simple tips I share for converting prospects into buyers. Whether youre making your proposal in person, through a brochure, or on your website, youll have more impact by including these three elements... Translate Features into Benefits Sales often get bogged down in detail when a product or service is overly-described in terms of features rather than benefits. A feature is a physical characteristic of a product or service. A benefit is what that feature does for the user. For example, a

The Lost Art Of Plain Speaking

"Big words dont equal a bigger brain, intelligent people who are confident in their message and passionate about what they do dont need obscure language to communicate," writes John McFerran. This simple truth is widely ignored even though studies show that sales and marketing pitches filled with jargon and corporate speak come across as rude, misleading or obnoxious. Simple plain English is viewed as honest and friendly and closes deals. The sales and marketing world is awash in jargon and euphemisms. Examples: "We will study the cross-promotional dynamics, identify revenue stream enhancement opportunities and determine and develop deal mechanics;" or "Our platform is a synergistic best of breed solution for managing departmental and interpersonal relationships in order to identify and optimally utilize resources." Huh? Reading this is much like listening to a 5-year-old recap a SpongeBob episode. You cant escape it. Unintelligible, obscure, misdirecting and pretentious la