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IV. Watch Yourself.

Posted on: June 30

Author: Admin
IV. Watch Yourself.

June 30, 2009Last month we discussed my recommendations for planning a great sales presentation and I gave you the first three points in that newsletter. Here are the last three recommendations:IV. Watch Yourself. Practice your script out loud in front of a mirror. Here's where we separate the women from the girls and the men from the boys because frankly, most of you won't go that far. But you should!Fred was failing at his job selling software to banks. I went to see him to put him on probation. I felt like it was hopeless, but I wanted to give him one last chance. I worked with him all day and watched three of his presentations; they were awful.That evening between the end of the day and dinner I had Fred give me his presentation over and over, and we worked until midnight. I realized that night that Fred had been working for us for four months and had never really learned his presentation. The next year, Fred was our number one salesperson. He's now a sales manager for another banking services company. You know what he makes every salesperson that works for him do? That's right, learn their presentations.Jim worked with me for 13 years. He made it to the President's Club every year, an honor bestowed upon the top producers for the year. Every time I got in the car to ride with him, he said, "I want you to listen to my sales talk."Jim was already successful; he knew what he was doing. But he realized that even with a planned presentation things can creep into it or be left out if he wasn't diligent. Jim was a sales professional who "drank the Kool Aid" and was successful.V. Keep it Simple. Once you get your presentation where you want it, you must be diligent in your efforts to keep it pure -- no new unnecessary material and no exclusion of significant details. In fact, when my salespeople hit slumps, after I've looked at the number of presentations they are giving weekly and determine whether that number has dropped, this is the second place I look: Have they strayed from their presentation?If you work for a company that has a planned script already, good! Learn it in the same way. Practice it out loud, practice it with your spouse, a good friend (only the good friends understand), your relatives, or by yourself. The point is to practice it. Ask yourself: "Am I saying anything that can be used against me?"Think about when the President gives a speech. Someone writes it down word-for-word. The transcript is then handed out to the Press and then the President reads the speech. Why does it happen this way? One reason is so that he doesn't say something wrong that can be used against him. He always has this script to verify exactly what he said. As salespeople, we should be just as conscious of what we say to prospects.Words can be misinterpreted and cause a serious, even a fatal disconnect between you and your prospects. Let's say you proudly state to a new prospect, "We've developed a brand new technology."As the salesperson, you are naturally excited because it's a new feature of your product, but the prospect may say to themselves, "New is dangerous and unproven."It is great to believe in what you sell, but you must acknowledge and prepare for the fact that most prospects approach any sales situation with some skepticism. Sometimes a lot of skepticism. Remember that success in sales doesn't come from playing the good hands well. That's easy. It comes from playing the bad hands well!VI. Develop an "Award Winning" Mentality Toward Planning. By now I hope you have, or least have become determined to have, a sales presentation that could win you an Oscar. A presentation that would make the famous orator Cicero proud. A better planned presentation than Aristotle could have written himself. Williams Jennings Bryant was one of the greatest American orators of all time; aspire to be better than he was. Think big.Remember: you don't make the BIG sales by being unprepared.To Your Success, Tom

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