Selling to Big Companies Blog

How to Develop & Deliver an Enticing Presentation

When GoToMeeting asked me to host a webinar on How to Develop & Deliver an Enticing Presentation, initially I was a bit hesitant. After all, I haven't talked about this stage of the sales process for a long time.

But as luck would have it, I was the victim of two very disorganized non-enticing online sales presentations in the days following the invite.  And to make matters worse, the hapless sellers had no idea how badly they'd bungled their opportunity.

Suddenly I had a lot to say!  And if you'd like to listen in on the webinar, you can hear me talk about how to:

• Avoid costly presentation mistakes that can delay or derail your sales efforts.
• Craft a compelling value proposition that catches and holds the decision maker's interest.
• Demonstrate your expertise without sounding like a product-pushing peddler.

Click here to view the webinar now. (Registration is required.)

The Power of Silence

If you're like most sellers, silence drives you crazy. When you're talking with a prospective customer and there's a brief lull in the discussion, I bet you jump right in to fill it.

Am I right? Research shows that the average salesperson, after asking a question, waits no more than 2-3 seconds before rephrasing the question, answering it themselves or moving on to another topic.

And my experience shows that normal sellers have NO idea that they're doing this.

Let me ask you a question: What is the one single thing that you or your company could do in the upcoming 12 months that would dramatically impact your sales?

(one thousand one ... one thousand two .. one thousand three)

Are You Creating Your Own Sales Obstacles?

As a seller, I'm sure the last thing in the world you want to do is to make your job even more difficult. But the truth is, many of you are doing just that - all the time and without even knowing it.

This past week I was talking to one seller about a particularly challenging sales issue he kept running into. As it turns out, he was his own worst enemy.