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So You Don't Want to

Posted on: February 26

Author: Admin
So You Don't Want to

February 26, 2009Hi! Hope you enjoy this month's newsletter. In addition, I'd love to tell you about an upcoming training opportunity you won't want to miss! It's our Advanced Sales Training class coming up in March. All the details are below -- hope to see you there!ADVANCED SALES TRAINING March 20, 2009Hilton Suites9000 Overlook Blvd.Brentwood, TN8:30 ' 4:30Business Casual$500.00 per personincludes registration, all materials,and continental breakfast* Learn new closes to get prospects off the fence* Learn to identify personality styles and what motivates them to buy* Find out if you really have a selling system and, if not, how to get one* Discover how to build a lifelong relationship with your customers* Learn how to beat the competition every time* Learn how to sell and close groups* Learn how to sell around a Request For Proposal (RFP)* Learn buyer's styles* Learn how to do business at lunch or dinner* Learn common time management mistakes* Learn how to negotiate price successfullyMarch 20, 2009Hilton Suites9000 Overlook Blvd.Brentwood, TN8:30 - 4:30Business Casual$500.00 per personincludes registration, all materials, and continental breakfastTo reserve your space for this training opportunity, call the Tom Black Center for Selling, 615.377.7752 or register online at our website: www.tomblack.com*****************************************So You Don't Want to "Sound Canned"Maybe you are worried about sounding scripted and I know exactly what you mean. I hate telemarketers that call me with canned scripts and then just read word-for-word. We all do!However, I love a great play or movie where the actors know the lines so well that the audience believes the actors are the characters. Well-rehearsed lines don't sound canned, but to get to that point you must practice aloud, or you can start rough and use your prospects as your dress rehearsals. The second idea isn't the most ideal, but it's better than a career of ad-libs and improve.A planned presentation doesn't have to sound canned -- you determine that.The Zen of FlexibilityPerhaps you're thinking to yourself that you need flexibility, something a planned presentation just can't provide. What is more flexible than a mechanic with a toolbox that knows every tool intimately? The better planned your presentation, the more flexible you can be to leave a part or two out in order to tailor a benefit or feature to the specific needs of a prospect. The Zen of flexibility starts with a structure.Maybe you are the kind of salesperson who prefers to "go with the flow." Hear this, and hear me well: Someone in the presentation is going to be in control -- you or the prospect.Spencer Hayes, business legend with a net worth of several hundred million dollars, still puts the title "salesperson" on his business card to this day. Spencer says: "In every conversation someone makes a sale and someone gets sold."I am not saying that someone wins and someone loses. Real selling can only be win-win. I do mean, however, that someone -- and let's hope it's the salesperson -- is in control of the flow and direction of the conversation.A Little Pre-Planning Goes a Long Way.One great way to control the presentation is by knowing where you are going in the presentation by pre-planning it. It is very difficult to control where you're headed unless you know where you're going. A planned presentation -- if you stay with it -- allows you to be in control.A planned presentation leads the prospect in the direction you want it to go. An unplanned, free-lance, shoot-from-the-hip presentation doesn't necessarily go in the direction you want.You may be saying to yourself: "I can go where I want and direct the process with an unplanned sales talk."You're really saying that you can control the process. Then we agree that control is a good thing, but the question remains on the best way to do that. The answer is obvious: If there is some best, ideal presentation that we could give for our product, it can be planned.The minute you begin to visualize the ideal perfect presentation, you have begun creating your planned presentation. So go ahead and finish the job -- plan your presentation -- and gain control of what's happening during your presentation.Unplanned presentations simply make your job harder. However, if you stick to a plan that is well rehearsed, you can be more in tune with your prospect's verbal and non-verbal signals while you're talking. If you have to think of what to say next, it's very difficult to be as in tune with what else is going on around you. You can always be in tune and stay aware if you know what you're going to say next.To Your Success,Tom

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