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6.5 Presentation Skills
to Close the Sale
1. Meticulous preparation on your client's company, their products, their customers, and their competition will give you the edge. The buyer will be impressed with your research. Watch for buying signals. Ask for the order and close the sale. This is number one for a reason.
2. Show prospects what they are missing. Are their current suppliers coming up short? Show them how your program provides value by reducing costs or increasing revenue. Those two hot buttons turn every buyer's ears to active listening.
4. Pay attention to past buying history. Many customers wait until it's too late to shop around when purchasing items on a regular basis. Send out a card, email or pick up the phone to remind them it's been several weeks since their last order. They will appreciate you taking the time to help them succeed.
4. Sense of humor. Life is too short to be serious all the time. Answering a question of the day like, "What were you doing September 11, 2001?" is not the time to joke around. But, when discussing business opportunities, blend in some humor and always be closing.
5. Choose to have a positive attitude. If you are about to get out of bed and you are anything less than positive and enthusiastic, go back to sleep. Are you making this sales presentation because you want to? Or because you have to... Choosing to be positive, happy, and upbeat will ensure good results. Remember, enthusiasm is contagious.
6. Help the customer succeed. Place yourself behind their desk and understand their goals and objectives. Offer ideas and suggest opportunities for growth benefiting their business.
6.5. Ask for the order. Back in the day, coaching youth soccer, "Shoot. Shoot. Shoot the ball" was all the parents on the other side of the field heard me scream. We sat the team down at halftime, showed them the shot-matrix detailing who shot at net. They understood if no one shot at net, we scored zero goals. They knew our shot to goal ratio was ten to one. What's your shot to goal ratio?
Ask for the order. Handle those pesky objections and close the sale.
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