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Presentation Skills Training: Sales Conversations Made Simple
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| Guest post by: Milly Sonneman |
Article Overview: Many people seek presentation skills training to learn how to sell to crazy busy buyers. If you want to set yourself apart from these common practices, learn 6 steps for holding a true conversation everyone values.
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Free Download - 7 Insider Secrets For Killer Sales Presenting By Milly Sonneman |
Presentation Skills Training: Sales Conversations Made Simple
Many people
seek presentation
skills training to learn how to sell to crazy busy buyers. If you want
to set yourself apart from these common practices, learn 6 steps for holding a
true conversation everyone values.
What are
frazzled customers fed up with? One directional pitches. The ones that sound
like the professional is spitting sand. Conversations are the heart of a
successful relationship, and a successful sale. If you’ve ever tried to get a
point across to a lover or spouse, you know that doing all the talking is the
fastest way to lose. The same holds true for talking with target buyers.
Here is a
short list of simple steps to hold highly effective conversations that move you
toward the close. By following these steps, you will be able to start, hold,
and lead conversations with skill and mastery.
Step 1. Set
Aside Time
If you’re
booking appointments with clients and prospects in a super tight time schedule,
you are killing opportunity before it is born. A by the numbers meeting with a
client might keep you organized and on schedule, but is it the best way to open
up discussion?
Not likely.
Set aside time to have conversations. If you have fewer meetings but get more
sales…well, you do the math.
Step 2. Be
Yourself
While many
sales trainings instruct you to become more forceful, extrovert or directive,
this may not match your unique strengths. Use your specific personality and
core strengths to find your personal style.
In
conversations, buyers are looking for clues from the tiniest detail to the most
obvious point. They are tracking information intuitively about your body
language, tone, pace and presence. It’s a lot to keep track of—if you’re trying
to emulate someone else’s style.
But if you’re
being authentic, you won’t have to worry. You’re already the best version of
you.
Step 3. Ask
Key Questions
Rather than
relying on a corporate script or a sales training prescription, ask relevant
questions. Ask questions that expose the buyer’s core needs, desires and
problems.
By asking
highly relevant questions, you will find that your clients and prospects get
engaged. They want to tell you what’s bothering them. That’s when you must do
the all-important next step.
Step 4.
Actively Listen
Shocking,
right? You must actively listen to what your clients are saying. Otherwise you
fall into the vast sea of sales professionals who are just waiting to say their
next selling point.
When you
listen with full attention and total presence, you will hear your client’s core
needs. You’ll be in a much better position to customize solutions on the spots.
Step 5.
Personalize
What’s vitally
important to your customer or prospect? That you are speaking directly and
personally to them. They appreciate that you’re authentic, asking questions and
listening. But now they want to see that you’ve been truly paying attention to
what they are experiencing.
This step is
all about satisfying your client’s desire for personalization. Speak directly
to the benefits they’ve told you are important to them. Ditch the order of a
‘say this-do that’ script in favor of responding to the person you are talking
with.
Step 6.
Open The Zone
Open up the
room, space or zone for your client to step into. By this point in the
conversation, your target buyer wants to make an intelligent decision. By
guiding the conversation with a clear, structured process, you can sell your
services without being pushy, ‘salesy’ or unethical.
Keeping with
the highest standards of integrity, open up the options. Discuss the merits of
your complete solution, tiered approach, or white glove treatment. Open up the
room for your client to step into the solution that is best for them.
Follow these 6
steps. Giving awesome presentations
and guiding powerful sales conversations just got a whole lot simpler.
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About the Author: Milly Sonneman RSS for Milly's articles - Visit Milly's website Milly Sonneman is a recognized expert in visual language. She is the co-director of Presentation Storyboarding, a leading presentation training firm, and author of the popular guides: Beyond Words and Rainmaker Stories available on Amazon. Milly helps business professionals give winning presentations, through Email Marketing skills trainings at Presentation Storyboarding. You can find out more about our courses or contact Milly through our website at: http://www.presentationstoryboarding.com/ Click here to visit Milly's website 3 Unbreakable Rules for Storytelling In Email Marketing 7 Secrets Of Irresistible Body Language Selling More With Whiteboard Displays Business Presentations Whats Your Personal Best How To Stop Judging Your Presentation |
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