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Presenting
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| After training thousands of inside sales professionals and managers, we’ve come up with the TeleSmart 10 - Sales Booster Series for generating revenue by phone and email. Our sales methodology has 10 essential skills for telephone effectiveness that actually work. In our efforts for providing continuous training each month, this month we’ll be delving into Presenting, one of the most persuasive skills in sales. |
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Q4 is here and it’s the busiest and most important quarter of the year. It’s time to make things happen and get the budget dollars. The Presenting skill is your moment of truth- it’s the only shot at making an impact at educating and persuading your prospect about your service/product. It’s the only skill where you engage in sharing information with your prospect. The more presentations you make per week, the more business opportunities you can generate:
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“I usually send people information first or send them a link to our web site instead of presenting.”
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Be careful not to hide behind making presentations and think your collateral or web site could speak for you. Give it your best verbal pitch, make it sound succinct, understandable and arouse curiosity. Always be ready to answer questions your customers may have such as: Why should I buy your product? What problems does your product or service solve? What will it do for my business? What happens if I don’t buy your product or service? |
| “Since I’m selling by phone, how creative can I get on making presentations? |
Basically, there are 3 types you can choose from depending on where you are in the sales cycle: The Quick Pitch is a presentation which happens mostly in the beginning of the call and is a quick explanation of your service when the prospect asks who are you and why you are calling. The Presentation Mapped to their Needs is farther down in the sales cycle, where you’ve taken more time to qualify the prospect and the lead is warmer. The Appointment to Present is also farther down in the sales cycle and is a bit more formal, where you have engaged an SE to help with the technical information. A good combination of all three of these should be included in your mix. |
| “How do I organize a strong presentation and make an impact within minutes?” |
No matter how many different types of presentations you are making, the process stays the same. It sets the stage with a Strong Opening and continues with Qualifying Questions to confirm their needs; followed by Listening to acknowledge you’ve heard what they’ve said.
Remember to also add some trial closes along the way to see if they are on board. Don’t forget your tone as it must be persuasive and influential when presenting. |
| “What do you mean by trial closes?” |
A trial close checks for agreement. Early in the sales cycle, you want to incorporate soft trial closing questions and ask, “how does this sound to you?” or “what are your thoughts on this?” or “Does this make sense?” Later in the sales presentation, you may want to ask harder trial closing questions such as, “what do we need to get this moving along?” or “based on what I’ve shared with you, how well do you see this fitting into your short-term requirements?”
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“I get so excited about explaining our product offerings that I may pitch too soon and then I feel like the customer is lost and becomes distracted, what am I doing wrong?”
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You are probably telling and not selling. When one is telling, they are not engaging the customer in the process and actually the customer has more in control. Their pace is faster, they are providing a “data dump” and their tone isn’t as persuasive. However, when they are selling, the customer’s needs are being addressed so they are more engaged, the tone is more convincing and persuasive and the pace has a better momentum because it’s a verbal dance with the prospect. |
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| Does your inside sales training consist of “smile and dial” techniques that fail to generate consistent revenues? Has your team participated in field sales training only to find that it didn’t translate into a 7 second phone call or email which must carry impact?
TeleSmart provides one complete solution for inbound and outbound call centers at both the manager and team level. Whether you are calling on installed base, complex enterprise or transactional business, our TeleSmart 10 methodology applies for all. Our 2006 service offerings include:
• Team Training on the TeleSmart 10 Methodology
• Managers Excellence Coaching
• Call Recording and Skill Awareness
• Q1 Sales Conference Speaking
• Train the Trainer on the TeleSmart 10 Certification
Contact TeleSmart Communications at 415-759-6537, or
send an email at getsmart@tele-smart.com
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