Warning: If you can hear a pin drop during your presentation, your audience may be asleep. Which one of the following is an example of a good listening skill? (A) Address your customer’s objection’s first. (B) Use animated listening. (C)…
A professional actor would never walk out onto a stage without warming up their instrument to make sure they are communicating at their best. What is your most powerful sales tool? Your website? Video brochure? Multi-media presentation in 3-D? While…
Customers and prospects want to know that you understand their issue, tell them how you’re going to fix it and how much it costs…pronto. There are several ways to deliver your sales message in an engaging way that will earn…
The art of sales is simply a series of proven skills that you use over and over again until they become habit. And good habits equal good results. How is Your Sales Presentation Going? If you give a demo or…
So you now own an iPad or other type of tablet and you're wondering if you should use it on a sales call. Here are 6 quick rules to consider: 1. Don't use it just because you have one. Who…
The biggest mistake that most people make in facilitating change is that they expect people to go from ignorance to action in a single step. The result is that they wind up introducing so much dissonance into a person’s thinking…
The up sell is one of the easiest and most important parts of your presentation to script out. So many sales reps (like 80% of them), ad lib the up sell (whenever they think about it at all), and because…
Warning: The information you are about to read will dramatically change the way you see yourself and how you relate to other people! In his book, Men are from Mars, Women are from Venus, author John Gray asserts the idea…
Virtually everyone has sat through dull, boring and unimaginative PowerPoint presentations. Although this piece of software is very easy to use many sales people make a variety of mistakes that actually detract from their message and their presentation. Here are…
Have you prepared a presentation that could be delivered in 1 minute, 5 minutes or 15 minutes? With busy and unexpected schedules your planned hour meeting can get cut short. If your selling message is part of the last 30…
Car salesmen truly understand the value of self-discovery and prospect participation. They’ll be the first to tell you that it's the actual smell of the leather and the hands-on-the-wheel experience of the test-drive that sells the car, not the colorful…
Recently a client called me and said, "Kim, my customers aren't taking me seriously on the phone or in person." My eyebrows went up. Then she said, "I've reviewed everything...my sales materials, my eye contact, handshake...I'm so frustrated because…