Posts Tagged ‘sales presentations’

Are Sales Negotiations Overlooked Sales Objections?

Sales negotiations are part of earning the sale.  Yet I am beginning to question if in some instances the reason for the negotiation is because specific sales objections were never reconciled. For example if price requires negotiation, then this might suggest the salesperson failed to do all of her or his homework regarding the budget, the return on investment, etc.

Sometimes to earn the sale or close the deal does require an adjustment to the delivery of the solution.  Had the salesperson explored the urgency dictating the consideration of his or her solution possibly there would not be a need for any sales negotiations?

Of course not all sales negotiations happen because of unreconciled sales objections. Yet I believe the reactionary behavior to engage in negotiation may reflect some miss steps in the selling phase of the sales process.

If for example a new decision maker enters into the sales conversation and starts requesting changes to the offered solution, my question would be “Why didn’t you know about this person?”  One of the most basic questions to ask is “Is there anyone else involved in this buying decision?” Yes sometimes there are surprises, changes within the organization.

These changes can be addressed by this two-fold question during the presentation of the sales proposal. “Has anything changed since we last met or are there any changes coming that may impact this solution?” Usually buyers have a good idea of what is happening within their organization.  If the buyer responds yes, then the salesperson returns to sales fact finding to determine if said change will affect the offered solution.

Depending upon the new facts, the salesperson has the opportunity to reschedule the sales presentation so he or she can address these new facts in his or her sales proposal.  By taking this action reduces future sales negotiations.

From a sales coaching perspective, maybe it just may make sense to revisit past sales negotiations and determine the why behind the negotiation.

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Write with Care in Your Sales Presentations

Sales presentations can earn the sale or sink it.  These written documents can build trust or erode trust.

sales-presentationFor example, I received the following in a written documentation explaining the real estate brokerage listing fees:  “to pay for advertising,…computer equipment and time…, sales meetings …, print media…”

Since I also provide executive coaching and sales coaching services if I ever delineated in my deliverables I was charging for computer equipment and computer time I would never secure the sale.  There are some costs that are fixed and understood by the buyer.  As another example, I would never include “office rent” as part of my deliverable cost.

In thinking of my past corporate sales management life, I would have love to have charged for sales meetings.  However, that was part of the cost to do business.

My sense is this particular realtor was attempting to be upfront and even transparent. In this world where so many people are attempting to be transparent, this behavior can be counter productive especially in sales.

By listing deliverables that are part of the cost in doing business appears to be more of a rationalization why the fee is what the fee is.  This type of listing in the presented documentation ignores value articulation.

Possibly most people would not be taken back by what is probably somewhat standard language. However with buyers becoming more educated, I believe such wording in sales presentations will be viewed negatively.

The marketplace is changing for many industries including real estate.  Until real estate firms recognize this change and work with it instead of fighting it, they will not have the opportunity for significant sustainable business growth. Right now realtors, media publications, financial advisors and many other service industries are in the red ocean instead of the blue ocean.

Sales presentations are an opportunity to differentiate you, your SMB and your solution.  The last thing you want is to reveal you are like everyone else and worse yet, potentially insult the sales lead.

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Is Your LinkedIn Email Marketing P***ing People Off?

So you came across someone in one of your LinkedIn discussion groups and think he or she may be a good sales lead. You craft a personal LinkedIn email message to that individual including first name and possibly even part of his or her headline.  Then in your marketing message you provide the opportunity for a free trial of your solution. After all, free is always good or so you must be thinking. Sales Training Coaching Tip:  Sending LinkedIn email marketing messages to first degree connections makes far more sense than second degree connections.

linkedin-email-marketingThe sales lead respectfully responds and declines your offer unless you can answer one question that is not price related. So instead of answering the question you send the party a link to a presentation on your website that will take at least several minutes to do its thing without any assurance the question will be answered.

Now instead of attracting positive attention and building a relationship, you have p***ed off that sales lead by wasting his or her time and revealing you are all about the sales pitch.

Sales presentations do not sell especially ones that are time consuming and not easily navigable.

Let me repeat, sales presentations do not sell especially when the sales lead has not asked for the presentation.

What is so fricking hard about answering one simple question especially when you should have the answer to that question within arm’s reach?

And worse yet, your second LinkedIn email message totally ignores the received email message because you are so intent on your sales pitch.

Even if you don’t have the answer, then respond with “I don’t know, but I will find out for you.”Remember you interrupted that sales lead’s day and now you have the responsibility to answer any and all questions posed.

LinkedIn email marketing has worked for many LinkedIn members provided the actions are undertaken in the right way. Unfortunately, many LinkedIn members have poor marketing skills and transfer those less than desirable skills to their efforts within LinkedIn.

 

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Are Your Sales Presentations About You or About Your Customer?

Today in a mastermind group, I listened to one of the members discuss her particular frustration regarding sales presentations and delivering her solution.  Given in her industry, usually there is only one decision maker and hence she is not actually engaged in a complex sales process, she then must work with other employees to deliver the solution. And therein lies her problem.

sales-presentations

Another mastermind group member suggested providing only two alternatives with her sales presentations instead of three.  Her rebuttal was “I like odd numbers, 3 or 5, but I prefer 3.”

When I challenged her on her statement, she told me a variation of the all too common “My industry is different.” She failed to recognize she was focusing her sales presentations on what she wanted and not necessarily what the customer wanted or needed.

Additionally, what she was describing is “scope creep” not a complex sales process.  This happens within many solutions and is the fault of the salesperson or small business owner for not writing a sound proposal or statement of work. For scope creep drains not only time, but profits as time is money.

How many sales presentations are truly about

the seller and not the buyer?

The seller uses his or her past experience, company experience and then infuses some of his or her fact finding into the new sales presentation.  This behavior may save time and provide a safety net for the salesperson as this is his or her comfort zone.  Unless one is selling mattresses, I am not sure comfort is the desired reaction I want about my solution?

 

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