Click on link below to listen to this week’s 5 Minute Tip: Audio Tip: Bring your Sales Script to Life with Acting Tips
No matter how prepared you think you are for your presentation, objections can – and will – come up. Perhaps you missed something in your discovery, the prospect’s circumstances have changed, or new people are involved. While it’s impossible to prepare for every potential objection, the overwhelming majority of objections
A growing number of sales teams have put away brochures or laptops on sales calls in favor of iPads or tablets. And with good reason. Used properly, mobile devices allow salespeople to be more responsive to customer’s interests, access information in real time, and encourage greater interaction. Unfortunately, there is
If you’ve ever sat through a presentation and thought, “Why am I here?” you are not alone. Most presentations fail to answer this most fundamental question until five, ten – even thirty minutes into the content. Presentations that do not quickly answer the question “Why?” are frustrating, confusing, and cause
Questions are a sign of a healthy presentation. They typically indicate interest and create important opportunities to interact and gain insight into a prospect’s thinking. Therefore, it’s not surprising that most salespeople have a knee-jerk reaction to answer every question on the spot. But does every question require – or
Using iPads, tablets, or even smartphones to engage customers in conversations and presentations is a smart move today. In addition to giving salespeople the flexibility to be more responsive to customer’s interests and access information in real time, mobile presentations set a less formal tone and create more opportunities for
Two words that can send the most confident sales rep racing for the door: Role-play. While as children most of us happily engaged in some form of role-play, sales has turned this once valuable learning experience into an awkward, high-pressured test of a rep’s ability to correctly articulate product knowledge
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