The future of successful businesses will be heavily dictated by their ability to build customer communities. You may have already noticed, with the emergence of Google and social media, the consumer is no longer a laid-back, passive individual who is waiting for salesmen to come knocking on their door. We now live in a world where active, information seeking consumers are trying to discover experts in certain industries. ← Click to Tweet
Learn MoreIt’s amazing what 5 hours of uninterrupted time with no Internet or phone can do to your productivity:
Do you find yourself struggling when you have to present to a senior decision maker of a company? I am often asked how salespeople can make this process simpler so I have created this 7-step plan to make it really easy for you to get through a presentation with high-level managers and/or officers. 1. Prepare! You may have heard the common real estate adage; "location, location, location." In sales, we have a similar saying; "prepare, prepare, prepare." I’m sure that you don’t regard presentations to top executives to be casual and friendly conversations but, it's extremely important to give the customer the feeling that it is. Without rigorous preparation, this is no easy feat. Once you have organized your notes and slides, try practicing to yourself as you do everyday tasks. 2. Begin At The End Think of any advertisement for a product you see on television or a flyer. There's never a picture of the factory where the product is created, only the product itself. Learn to apply this idea to your business as well. Never start a presentation with an introduction to your company. The first thing prospects want to know is what you can do to solve their problems or challenges. Try to begin with your conclusion. Start by reviewing the prospect's issues, and what you can do to solve them.
Learn MoreAsking for a referral can be a challenging process. You might be uncomfortable asking for the referral, as well as worried about the best language to use so that you don’t sound desperate for new business.
