I have the privilege of training new associates in my financial sales business. Obviously, because I’ve been in sales for a long time, I have tips I like to share with my new associates that have worked for me over the years.
But duplicating myself is key in the particular business I am in. Therefore, I share with my new associates tried and true sales tips on a weekly and monthly basis. I do this over and over again because they’ve served as the foundation of me being successful in sales.
The other day I had a conversation with several new associates and one of them asked me to give them one sales tip I could share that has helped me the most. I would like to share it with all of you now here:
What you say to your client is not the key to a successful meeting. Of course what you say is important, but the most important part of your sales presentation (I hate the word pitch) is what they heard and how they process the information you shared with them.
You could think you were smooth, you were clear and that they are the luckiest people on the planet for getting to hear you, and then, the unthinkable happens: They want to think about it!
So what happened? You of course think over and over about what you said, what they said, how you answered the question/s they had and you spend the rest of the night replaying the whole scenario in your mind!
Instead of needless stress and worry, what I have found to be the most helpful is listening to yourself as if you were the customer. Simple right? And how do you do that? Tape your presentation, even better… record yourself on video. Then, ask yourself a few questions as you are listening. Did what you say make you excited to learn more? If you were the potential client, would you have understood clearly what you presented? Would you buy from you based on how you sounded, looked, and explained your product?
Sometimes the answer is no and that’s o.k. Don’t beat yourself up about it but practice. Keep practicing until you can answer yes to those questions; inspect and analyze what you expect!
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