Sales Presentation!

Marsh

Is a sales pitch something you can create and write down ( to study ) or do you guys just let it flow, while presenting your self ect... Good idea or bad idea? Trying to come up with some type of sales system and therefore if effective could be passed on to others in Co.

J. Sullivan

In my experience, almost everything is easier with a cheat sheet, one exception being most bedroom activity. Not necessarily a script, because people tend to try and follow it to a T, and when the customer throws a curveball the salesman panics.

A cheat sheet should cover all the basic product information that you want to get across, several really power questions and statements, and the ultimate goal of the call written on top of the paper underlined, bold,and in italics. A lot of people have a tendancy to push for the ultimate purchase too early, and that's when you get the ol' run around.

Just remember these tips while on the phone with a potential customer:

1. Smile when you talk, you will instantly find your customer to be more receptive.

2.Give your name and the company's

3. Get to the point quickly

4. Don't ask about the weather

5. Make it as short and sweet as possible

6. Ask for the goal of your call. A lot of people brain dump into a customer on the phone, and then expect them to ask if they could set up an appointment, place an order, or go to the website. Just ask them to do it, and that will save a whole lot of time and headaches. If they want to buy right then, forget the goal.

7. Use humor. Stay away from dirty or ethnic jokes.

8. Stay flexible, and make sure you know what you're talking about.


You could definitely boost your sales by having everyone in the company know what you want them to say, and what the goal of the call is. Good luck!

- J.

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I'm a web dude, and I do web stuff.

Double-A

I know this would panic a lot of folks, and it did us too at first, but we practice our "kitchen table" etiquette every week in our meeting via role playing.

I play the client, and the guys try to keep me from tossing them out for making a mistake. The point is practice what you want to say and how you want to say it. Most folks don't feel its important, but not saying anything is more important than saying the wrong thing, and both are more important than saying anything sometimes.

Find someone you trust and start with a short topic, such as, "What does your company do?" or "What type of business are you in?". The answer to those questions should be complete, but take no more than 10-15 seconds to answer.

The more comfortable you are talking about what you do and how you do it, and your company, the more relaxed the client will be and the easier things will go for everyone involved.

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"My clients’ wishes are the center of my attention." -- David Guido, a contractor in Woodstock, N.Y.
New York Times, July 20, 2006

DavidC

J. Sullivan said it well.

I sometimes wish I had a script to follow but could never figure one out that I liked. There are 3 basic guidelines that I use as I mostly wing it.

#1 is try to make sure they like you. Start by giving them your reference list, copies of your ins. certs. and a blank contract they can review later. Things like shoes off at the door, pet the dog, admire the kids natural talent with that new tuba, firm handshake with a look in the eye, etc.

A few times I heard that I got the sale because the dog likes me. Bottom line is people prefer to buy from people they like.

#2 is sell my company. I make sure they know it's a family operation with myself handling sales, management and they can call me anytime they feel the need. They will understand that my son will handle their remodel until it's done, that he's been working with me since he was 7 and has almost as much experience. A picture is painted depicting my wife in the office working diligently at the books and keeping us straight in the checkbook. Luckily our 2 current employees are also long time freinds of my son, and that gets worked in.

They may like you but they must also be comfortable and confident with your business.

#3 is all about what they want done. This being your specialty and all, it would be good if you come across as a bit of an expert. Speak confidently about what you know, know where to look for answers for what you don't know. Guide them through to a workable plan that will deliver their request. If you feel the need to criticize the other guys do it gently and be able to back up what you say. Feel free to bring reference books appropriate to your quote. My 2 favorites for this is the TCNA Handbook and the JLC Field Guide of Best Practices.

So now they like you, are comfortable with your business and you've demonstrated your expertise.

What works for me is to set an appointment for a second visit where I will bring a detailed proposal and a prepared contract. We will review the proposal word by word with a discussion where ever needed. Sum it up and ask if they have any questions or concerns. When that answer is no or you've covered everything, ask for the sale.

The contract is all ready when they say yes.

Hope that helps.

Good Luck
Dave

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www.CookContractingLLC.com

Carport King

I think you all are on target and role playing is great to do. Keep it up and always go deeper each time.

We train all our top producers and let it trickle down from there.

Cheat sheets are good until you finally get it and from there you just tweak it to fit your products and client. Good Luck

genecarp

if you have a good personality, and a good command of the language, i find just being yourself, and letting go is the best sales approach.

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genecarp

one more thought, for me, i prefer to improvise, the problem with formatted presentations is that people are all different. use your intuition (if you have any) to modify your approach based on the type of client you have.

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Stevelsc8721

Great to read your posts again, soon you reach the 500 mark again. I heard that SM might open up the blogs again?

DavidC

Wouldn't that be like commiting suicide twice? :>)

Good Luck
Dave

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www.CookContractingLLC.com