10 Biggest Mistakes Sales Professionals Make in Their Presentations
By Patricia Fripp, CSP, CPAE
Like Hollywood actors, sales professionals put themselves and their companies on the line with every word-taking a risk in the hope of a favorable outcome. Just like actors, even the best, most experienced salesperson benefits from script review, rehearsal, and coaching.
Here are the 10 most common mistakes seen on the sales stage and ways to avoid them:
1. Unclear thinking. Imagine that a busy executive says, "You have exactly ten minutes to tell me I need to know about your company." You should know in advance what your prospect is really asking. The real question is, "What do I need to know about how your company can improve our company? Will your products or services solve a problem, create new opportunities, increase savings, maximize earnings, simplify our processes, develop our human capital, or increase market share?" Accomplish this, and you can present your options more formally.