Resources from Gary O'Sullivan
Your Personal Sales Trainer
Thursday, March 10, 2011
You can make an effective presentation.
Since most salespeople only make one or two presentations a day, making sure you are as effective as possible is vital to your income. You must be the best you can be in every presentation, every time.
What does it mean to make an effective presentation?
Make a good impression
How you are perceived by your prospect is determined in the first minutes. If you are not prepared, knowledgeable, and articulate from your opening introductions, you run the risk of losing the prospectís confidence.
Make use of questions
You must use the right questions so your prospect will ask you the right questions. This will help you discover what is important to the prospect and keep him or her active in the presentation process.
Make use of stories
Share third-party stories that help relate a point. The proper use of stories can create a visual and help the prospect get a clear picture of the point you are trying to make.
Remember what Brian Tracy and Patricia Fripp said about presentations:
Make a habit of dominating the listening, and let the customer dominate the talking.
You donít close a sale, you open a relationship.
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.