Tweet

Premature Presentation - How to avoid it

Guest post by: Frank O`Toole

Article Overview: How fantastic would it be if we could avoid rejection on our sales calls and not have any fears of call reluctance. I wish this was the case but to be a professional sales representative you need to go through a process of steps.

Premature Presentation - How to avoid it

Imagine, how fantastic it would be if we could avoid rejection on our sales calls and not have any fears of call reluctance. I wish this was the case but to be a professional sales representative you need to go through a process of steps. In sales training courses it is said that if you do not go through theses steps it would be similar to a professional builder building a house and leaving out the foundation, the house will inevitably fall like a deck of cards and you will not achieve your most desired goals. Success of your sales is entirely up to you. As frustrating as this may sound you are the sole key to your success, there is no easy way or magic button that you can press to achieve your deepest desires. As the saying goes 'you are the master of your own destiny'

On previous sales courses I have noticed that the people that are thriving in their sales are the people that never quit learning and that have a desire to keep going till they achieve the ultimate happiness in their work and personal lives. For example a man walks into his doctors and says to the doctor "I want to be a physiotherapist, what is the easiest and quickest way to do this?" This obviously does not happen for professional physiotherapists so why would it happen for professional sales representatives?

What do you think the definition of sales is? I know there are so many, how are you supposed to know? Well a favourite one that I heard recently on a sales training courses was 'sales is all about helping people to buy what they need to buy'

Individuals have built in a resistance to sales people, we all know this and you probably even do this yourself. However what you are trying to do as a salesperson is help the people to make the decisions on their own, even though it's the decision you wanted them to make in the first place.

A sale involves getting the information and then giving information, the problem is that too many people in sales blow their chance in the first 10 seconds of the sale.

This is referred to on sales courses as 'premature presentation.' They have skipped getting the information and have gone straight into their presentation.

Answer me this, how in the world can someone present something to someone without knowing what they wanted or needed in the first place? It amazes me time and time again the amount of sales people or so called sales people that do this

Take this story I heard at a sales training course before. A tourist walks into a shop they want to get their son a souvenir from the country, they are not sure what is native and what is not so they ask a local. The local will obviously reply with questions such as how old is he? What are his hobbies or how much would you like to spend? Simple, you need the information first to serve the customer to their satisfaction.

Without these defining questions the result would be your choice, not the customers. The key in sales training courses is to always let the prospect feel as though they have made the decision.

I understand that you may have seen this all before and read it so yes you know it already but the question is are you practising it?

For example we all seem to be aware of the negative effect fast food has on our body and our energy but are we practicing healthy eating because if this? The chances are we are not.

It is known through sales training courses that the key is to master the fundamentals of sales, practice them and use them when they are needed and when they are needed is all the time-you can not sell to anyone unless you find out what they need.

Related Articles
  Power Presentations Tips 02: Begin with the end in mind
  Professional Presentation Skills
  Presentation Success: The First Question You Must Ask
  Presentations - Easy as 1 - 2 - 3
  Presentation Success: How You Can Own the Room

Article Tags: presentation course, presentation skills, presentation skills training



Related Forum Posts
Re: Essential Leadership skills - Vision Values Mission Strategic Thinking Decision Making Communication Team Bonding People Development Coaching / Mentoring / Guiding / Grooming Presentation Thanks Robert
What to avoid when cold calling? - Cold calling is the nemesis of all sales people. What words to avoid, what not to do when cold calling? I will start first: avoid the word "maybe". When you're cold calling, your best chance of success is to be self assured, confident, and 100% well versed in what you are selling. If you're using the word 'maybe' in your sales scripts, you run the risk of sounding wishy washy. It either is or isn't. Pick one. Another word: "hope" When you tell your client you're 'hoping' for something, you're not sure, are you? If you're not sure, then why should they be? Never let a prospect hear that you're not 100% behind your product, your company or your service, or it's entirely likely you will lose the sale. So, what other words should we avoid?
Re: Search Engine Friendly Coding - According to my experience, You should avoid flash and java script while making a website for online business promotion. These type of coding also increases website loading time so avoid it. You can also use external CSS "Cascading Style sheet" for placing images on website it will reduce website loading time.
Re: Poll: Video Marketing Online, Do you use it? - Hi GT, One of my goals for this year is to start using video over the summer. I checked the "actively researching" box as I have been looking into it in the last six months with that in mind. I have practical experience with making videos as that is what I do with my "English Presentation" students at college in their second term. Earlier this year, I used iMovie on my Mac OSX to make a DVD stringing together edited versions of the students' presentations, so I'm OK with the technical side... It's the production side that is more of a challenge at the moment!
Re: What are you doing if o have a bad day? - Some days I just feel like doing absolutely nothing. It doesn't mean I'm having a bad day or anything, but I just don't feel like doing anything productive towards my business. In fact, mornings are the worse for me. I work much better in the evenings for some reason. If things just didn't seem to go right for me, or I felt that everything I'm doing isn't getting me anywhere, I'll just take a break from it and do something else. Watch TV, work out, play video games, or just call it a night and start fresh in the morning. I do most of my thinking when I'm laying in bed, so the latter option usually works best for me. Bad days are going to happen, so there's no sense in trying to avoid them. I say embrace them! There's always something to learn even through failure. Don't look at it as failing, but learn what to avoid or change in what you're doing to become a success. Thomas Edison is a perfect example of this.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

ROSI Return on SUNK Investment

Are You Too Good for Your Job?

African Technology Development

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.