Effective & Personal Sales Presentations

You finally have the appointment and they just don't want to do business with you.

In all aspects of the "sales cycle", nothing can be as frustrating as the failed interview and the failed closed.

You did great, but the gears just did not mesh. The biggest mistake I have found is that the sales person, business owner or rep was just so intent on what they were going to say, that they simply stopped listening to the potential client. I forget what some wise man once said, maybe Gandhi, but it went something like this: "If you listen long enough you will hear it." I have found that sales people talk too much. They already have what they want to say fixtaed in their mind and only acknowledge the other person intent on to getting them to shut, so that they can continue talking ("selling") about it. This is why people don't like to be sold - bad communication and bad manners.

When one actually is INTERESTED in the other person, their problems, challenges, etc. and from there assists them in resolving that difficulty, you have in actual fact started true selling.

What helps to do this better? Doing homework understanding them, their company, the industry that they are in, its problems and potentials. This demonstrates that you took the time and care to understand them and took the initiative to understand and maybe even resolve their problems.

From that understanding, you can have a few items to present, like graphs, industry reports, facts, trends, etc. Doing this BEFORE the interview is invalubale. This presentation is now closer to the point of what they need and want. The smart sales person may gather this before hand, or even ask for two appointments. One to discover what they need and the second one to come back with solutions with the intent to close the deal, money in hand.

Intelligent, lively selling will always gain more sales that trying to talk over their concerns.

Best, Edwin Dearborn

Networking Spider Generates More Sales

I flew to San Francisco today for an impromptu business meeting. Little did I know that the person I was going to see had already planned to attend a networking meeting for lunch. So, I went along as her guest, as members are encouraged to do so.

While everyone had their 30 seconds, to pitch their wares, one person referred to himself as a "Networking Spider." I just loved that self-ordained title. But, it got me thinking.

Many business people may be looking at how to use the web more effectively, and this is, no doubt, a necessary strategy.

But in reality, talking to people directly and doing so often is so more effective in building relationships. Again, do not think that you should now throw away your PPC campaign or all the other actions you are taking to maximize your marketing effectiveness on the web. Continue by all means!

What I am talking about is ensuring that you do not lose that human touch in business. Not only is it healthy by getting connected with others to share ideas and leads, but it really gives you a finger on the pulse of the world around you. Nothing is better than face-to-face contact.

After the lunch, the person who invited me wowed me with a spreadsheet of all the business she had contracted and sold as a result of this networking group. It was 40% of her income of a very profitable business. She has been a member for 14 years and it was paying off. The key to her success is that she demostrated persistence and hard work, qualities of an Outlier.

Want more business, more sales and more revenue? Become a Networking Spider!

Best, Edwin Dearborn

Everything But The Shoes

I had two instances today where the shoes did not complete the package. In other words, you need all the parts to be cohesive in making a full marketing and sales package.

First blunder: I'm going to work and I see a guy riding a really awesome motorcycle. It was a Kawasaki Ninja and it looked amazingly dangerous and fast. The rider had all the right gear. Perfect helmet, great riding jacket, but he was wearing loafers. Loafers? It just killed the image and I can assure you that no one is going to want to ride with him except posers and nerds.

Blunder number two: Wife has all the right stuff for the party that we are currently late for and she forgets to get the "right" shoes. Spends all afternoon shopping, even though she has had about a 4 week notice to this Hollywood shindig. All was set and ready, and then the shoe issue appeared.

Both were suffering from having everything right, except the shoes. Got to have the shoes and in your marketing and you've got to have all the parts match. Sales has to follow up on the leads and you must make the marketing work to drive in those leads. One without the other is, well, like riding with loafers.

Best, Edwin Dearborn