Brian Tracy on sales presentations: match your pitch exactly to what the prospect needs, prepare for objections, and focus on solving their problem rather than closing the sale. Trust and helpfulness matter more than technique.
Did you know that if you make a perfect presentation, one that clearly explains the benefits and resolves all the doubts that a qualified prospect might have, the sale will often close all by itself. Like a ripe apple dropping out of a tree into your hand, you can conclude your presentation. Check to be sure that the prospect has fully understood the benefits and value to him of your offer, and the prospect will say something like, it sounds good to me. How do I get it? Will you take a check? When you're dealing with a prospect who knows exactly what he wants and you structure your presentation so that you demonstrate to him that your product fills his needs perfectly, he can make a buying decision and invite you to wrap up the sale. But this kind of a result in selling is similar to a miracle. It's not that miracles don't happen, it's just that you can't depend upon them. You must go into every sales situation prepared for the likelihood that your prospect will have questions unanswered, concerns unresolved, and objections to be overcome simultaneously. You must know a variety of ways to ask for the order at different points in the sales process, and you must be capable of recognizing which closing technique is most appropriate at any given time. Like a master craftsman, you need a variety of tools with which to do excellent work. The best salespeople are invariably those who are the most skilled in the fine points of bringing the sales conversation to a positive conclusion. Your first job in the sales conversation and throughout all of your interactions with the customer is to build and maintain a high quality relationship. It is to come across in a friendly way, to be warm and supportive and knowledgeable and completely focus on helping the customer to solve a problem or achieve a goal with your product or service. Because of the importance of trust in modern selling, you are never pushy or obnoxious or overly aggressive. You never do or say anything that can be construed as manipulative. You never attempt to influence your prospect to act contrary to his best interests. Your job is to thoroughly understand his situation and to give good recommendations that enable him to make the right buying decision. Thank you for viewing this video on how to prepare and perfect your sales presentation. If you enjoyed this video, please press the like button below and click on the link on the screen to subscribe to my channel.
