Category:
Are You Ad-libbing your Presentations?
March 27, 2007
This week we will continue to develop our presentation process.
Many of the salespeople I work with do not have a sales presentation as such and tend to ad-lib each presentation they do. In fact by study 63% of all sales people do not have a structured approach to presenting to clients and prospects and [...]
Some Traps to Avoid In Selling
March 14, 2007
A big trap for many of us as salespeople is that we can very quickly define the prospect’s problem as we have seen it many times before with other similar clients, however we must resist the temptation to tell them what their problem is and instead help them go through the process of discovering it [...]