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presenting

Dressed to sell

Being dressed to sell is more important than you may think. During a training course earlier this year the question of what to wear when selling arose, and it is a fair question. The conservative may say always be in a suit whilst the more confident may say dress whatever is comfortable, after all it works for Sir Richard Branson! Let's delve a little deeper. Being correctly dressed to sell...
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Pitch Perfect

Your route to being pitch perfect in presentations is simple. Firstly, understand that everyone gets nervous before making a pitch or presentation and accept that this is normal. [ap_column_wrap] [ap_column span="3"]If you think: Will I make a mistake? Will I stumble? Will I forget? Will I... you are setting yourself up for problems. The issue is with the 'I' element being your p...
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Learn from children

Just how much can we learn from children? It is a given that everyone of us knows how to sell, it is part of our development as infants; how we gain attention, compete for food and nurture when defenseless, yet most of us forget. Once we have the ability to get our own food, care for our own needs we then adopt a non-compete mode in order to fit into society’s ‘norm’. Along with this go our sales...
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Convey an image

Convey an image but let the prospect reveal it! [ap_column_wrap] [ap_column span="3"]We have said many times that a salesperson needs to talk not about 'what it is...' but '...what it does' in order to sell successfully and repeatedly; however, there is much, much more to this. For example: If working in a hi-fi store I could say: "These headphones will enable you to listen to your music w...
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People don’t buy what you sell

This will come as a surprise to many but your customers don't buy what you sell! [ap_column_wrap] [ap_column span="3"] If you sell widgets I have some news for you. Like it or not, your customer is not buying your widget, regardless of how light, fast, durable, compact and cheap it may be. You may think or believe this to be wrong but I can tell you now that you are mistaken. What your cus...
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Planning an exhibition?

Exhibitions are a unique selling challenge Whether you are experienced or new to the world of exhibitions or trade shows you need to approach them in a particular way. [ap_column_wrap] [ap_column span="3"] They are an excellent way to meet a lot of prospects and existing customers as well as make new contacts in a very short space of time. They are also an excellent way to burn money if no...
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I don’t want to be a salesman!

I don't want to be a salesman! [ap_column_wrap] [ap_column span="4"]This is something often heard from small business owners, perhaps the self-employed tradesman or the specialist engineering company and is completely understandable. BUT, the reality is that if you are exchanging a product or service for a fee you are selling. Maybe not in the professional salesperson sense but you are looking t...
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It’s not what it is…

So many sales people miss the point that whilst customers may-well be interested in the detail of the product/service, what makes them ultimately buy is what it does. Regardless of whether it is a chocolate bar, a piece of technology or a pension you need to convey to the customer what the item actually does, how they will benefit. Always keep in mind that "It's not what it is, it's what it ...
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People like being sold to…

Yes, you read that correctly. Selling is not about hoodwinking the customer, getting one-over on them and good sales professionals understand this. When a trained sales professional is selling to a prospect the prospect is comfortable and at ease with the process. Remember, in any sale the prospect actually wants to buy the product/service. Take the stress and pressure away and it is generally an...
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Feel Good Factor

Last week we suggested you ask why you lost business as you then see things from the customer's perspective. This week, how about asking customers why they opted to buy from you because unless you are the only business providing the product/service they wanted your customers have a choice. Most people would think it is price or convenience but it could be much, much more. During a three d...
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