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Escape Selling Frustration-Use The SIMPLE Cure

Guest post by: Milly Sonneman

Article Overview: New to sales presenting? If you’re feeling nervous, uncertain or fuzzy about how to do it well…here’s a fast track cure.

Escape Selling Frustration-Use The SIMPLE Cure

New to sales presenting? If you’re feeling nervous, uncertain or fuzzy about how to do it well…here’s a fast track cure.

In sales presentation training, experts advise new sellers with a barrage of techniques, tips and pointers. The only problem? It’s an awful lot to learn all at once.

If you’re just starting out in sales presenting, it may be because your organization has downsized and everyone is now ‘selling.’ You might never have signed up for sales.

In fact, many entrepreneurs and small business owners feel this. In the real-world, it turns out: everyone is selling. You’re selling ideas. You’re selling solutions. You’re selling to people who are busy, on cell-phones and have a million things on their minds.

If you never imagined you’d be selling, read on. If you always felt you were born to sell, soak up these few tips. They could change your life.

Here are the 6 top qualities to make you a sales master—right now.

1. Simplify Your Message

The simplest message is the most memorable. That’s why we recall messages from years ago such as: ‘as easy as 1, 2, 3.’ Keep your sales message that simple.

2. Ignite Desire

It isn’t really what you’re selling that makes people buy. It’s what they are desiring. What does your audience want most? Position your sales message to fulfill their desire. Be realistic and truthful. Only promise what you can deliver.

3. Make It Memorable

You must stand out above all the clutter, noise and urgency pulling on your customers’ attention. How? Be memorable personally, professionally and in what you’re offering.

4. Paint Pictures

Appeal to visual learners and visual communicators. Paint pictures with your words, presentation and interaction. This is why whiteboard selling is so popular—draw and write a picture of the benefits while the audience watches.

5. Link To Benefits

Spell out the obvious. Highlight all the benefits of your product, service or solution. Speak in language, phrases and terms that your audience uses.

A simple way to do this? Listen to your customers. What do they say about your company? What comments do they make? Use their words to talk about key benefits.

6. Emotional Connection

What drives connection, care and loyalty? Emotions. People are passionate about specific brands. It’s emotional. It’s not necessarily logical or factual.

Is it really that simple? Well, the qualities are clear. And yes, you saw correctly—the first letters spell the word: SIMPLE.

But it is not necessarily easy. When you’re selling a complex technology solution. When you’re explaining something to a distracted customer. When you have a million issues from late employees to undelivered products. Well, that’s when you must activate these qualities.

Take a moment right now. Think of the best sale you ever made. (If you’re new to selling, think about the best sale you were ever involved in, even if it’s on the buying end.)

Were these qualities present?

Was the message simple?

Did you instantly communicate desire?

Was it highly memorable?

Was there a clear visual picture?

Was there a link to benefits?

Was there an emotional pull?

My hunch is your answers are all the same. Yes.

In coaching and training thousands of sales professionals, these qualities consistently emerge. If you’re having a rough spot in selling, go back to the SIMPLE cure. Guaranteed, you’ll see a place where you can refine, polish and improve in one of these areas.

If you’re going wild in selling, see if you can identify how you’re using these qualities. This could be the secret to unlock your ability to teach other sellers your special methods.

Now…you’ve learned the SIMPLE cure…it’s time to put it into action.

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Article Tags: online presentation training, presentation skills online, presentation skills training, total training, whiteboard presentation skills online, whiteboard selling, whiteboard selling online



Related Forum Posts
Re: Clarity Trumps Persuasion - Jeff, Thanks, great stuff !!! Clarity or "KEEP IT SIMPLE" is probably the best advice anyone can ever give or get when involved in any business or personal situation. Over 30 years of manufacturing ladies apparel has taught me two critical business lessons: 1-You will never get a 100% perfect outcome so In the BEGINNING,take your time, exhaust all your resources and energy and plan, plan, plan. . . If it STARTS off right it you'll get close to the desired outcome. 2-Keep it simple I now will add "Clarity" to my formula for success. CLARITY AND KEEPING IT SIMPLE BREEDS SUCCESS . . . . I know the advice above is simple but isn't that what it's all about. Thanks Ringo, This information not only was great for my website but it reminded me that "keeping it simple and clear" got me and my teams through some wicked situations Best wishes Barry
Re: Kevin's Case Study #10 - When to become an entrepreneur? - When the bug bite you. A lot of successful entrepreneurs started in their teens or at school. Selling sweets to fellow students or lemonade to firends in the neighbourhood.
Re: This is Marketing Warfare! - Hey GT, I guess this was from a while back, and it'll test your memory a bit but could you possibly elaborate on Unique Selling Proposition? Can you give us some examples of good USPs?
Blog pinging - Thanks Martin - yes, I do ping and it has been very effective. I'm currently on the first page of Google for Mastermind Group and on the second page for Selling to Small Business.
Business magazines - Fast Company is pretty good if you're into technology although it can be very on the edge. Entrepreneur has become one giant advertisement and I cancelled my subscription. Selling Power also has some useful content if you're looking at improving your sales skills / presentations.


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