salesman

You’re A Salesperson in Your Life

You’re A Salesperson in Your Life

Strange as it may seem, our life is made up of a series of “sales presentations”. Sales may not be your gig, but if you’re the boss you’re making presentations everyday. Be it a pitch to your Board, announcing a policy change to employees, selling an idea to your spouse, or just trying to win others over to your point of view – you need to punch up your people skills for winning pitches.

Human nature is such that people support solutions that they help create, so involve them by allowing your audience to participate with questions or ideas. It goes without saying that to not involve key people is risky, because messages can be misunderstood. Your plans may be derailed before they begin if sufficient “buy-in” is lacking. Use lots of open-ended questions in your presentation to draw out the silent type.

Preparation is a key to success. Prepare your listeners to what’s coming during or before your presentation. Try these pre-meeting tactics:

Assign task-related pre-work

This could be pre-reading or study of a problem, and the preparations of possible solutions. An example could be, “go and visit three kinds of accounts before the meeting.” Make pre-meeting contacts with those invited by email, phone, or in person. You might want to try an informal survey to get people’s position on the issues at hand.

Remember support on key or controversial matters can be established ahead of time by lobbying, if you know where to lobby.

Do your research!

People who make it look easy and are effective presenters have a hidden arsenal. This is an arsenal of up-to-date, organised material that can be accessed quickly in ready-to-use form when needed. They have the stats to back up their ideas, and they have a mental arsenal of stories, examples, jokes, and ice-breakers to use when needed.

Your physical presentation could include tangible items relating to the issue such as recent articles clipped from newspapers or magazines, photographs, reports, and demonstration property. To become masterful in this art learn to maintain resources you can access for just the right thing at the right time.

The next thing you must do is to explain “why?”

The single most powerful thing you can do to convince your audience of something is to provide a convincing reason why they should do what you suggest or believe what you say. People want and need a clear “WIIFM” – “what’s in it for me?” – to be able to react positively to what you want them to do. It’s extremely important that you deliver a vision of benefits. Hearing the “why” won’t automatically generate a “yes” to your proposition, but it’ll open the door for receptivity to your idea.

Knowing and accepting the “why” satisfies a basic need that we all have – to understand the purpose of our actions. Use the words “because” or “so that” in your presentation and then finish the phrase. When your subject matter is controversial or likely to generate emotions, it is essential that your “why’s” be tested in advance. Ask some people you trust or that are on your “team” to play devil’s advocate to help you with your logic and arguments.

These are just the first four points for making successful presentations. There are eight of them in total, and we’ll look at the other four in my column next week. For now, let me leave you with this thought.

Life is a sales job from beginning to end

From the moment that we discern how to get approval as children, winning friends at school, getting our first beau, getting our first (and subsequent) job, getting engaged and married, achieving our goals, and anything else you can think of in between – we’re selling ourselves or our ideas all along the way.

Who said you weren’t a salesperson?

 

(Author: Anon)

effective meetings

10 Characteristics Of Effective Meetings

How many meetings do you go to that turn out to be a waste of time and you might actually have achieved something if you had just got on with your work?

Here are ten fundamental concepts that characterise an effective meeting.

1) Definition: A meeting is a business activity where select people gather to perform work that requires a team effort.

2) A meeting, like any business event, succeeds when it is preceded by planning, characterised by focus, governed by structure, and controlled by a budget.

3) Short meetings free people to work on the essential activities that represent the core of their jobs. In contrast, long meetings prevent people from working on critical tasks such as planning, communicating, and learning.

4) Three things guarantee an unproductive meeting: poor planning, lack of appropriate process, and hostile culture. Effective leaders attend to all of these to create an effective meeting.

5) Effective meetings require sharing control and making commitments.

6) The ultimate goals of every meeting are agreements, decisions, or solutions. Meetings held for other reasons seldom produce anything of value.

7) Unprepared participants will spend their time in the meeting preparing for the meeting.

8) It is better to spend a little time preparing for solutions than to spend a lot of time fixing problems.

9) Meetings are an investment of resources and time that should earn a profit.

10) A meeting can be led from any chair in the room. And if it’s your meeting, you want it to be your chair.

body language

Body Language

Here is a short article which applies not only to job interviews but also one for people who are selling.

When you are face to face with an interviewer or prospective client, you may not be aware of this but the other person/s is observing your body language, very carefully. Your body language says a lot about yourself, so you need to control negative body movements and encourage positive body movements and

web design imagineers

When Prospects Give The Silent Treatment

Here’s an article which I rediscovered the other day. It makes interesting reading…

If you’ve been marketing your products for a while, you’ve probably had at least one experience in which your prospect suddenly started giving you the “silent treatment.”

“I don’t know what to do when I get hit with the ‘silent treatment’ — you know, when I’ve worked with a prospect for quite a while, and we’ve had great conversations, and they’ve expressed interest in our solution — and then all of a sudden everything stops.

web design imagineers

Excellent Words & Phrases For Ad Writing

Add sales punch to describe your merchandise or sales offer – use one of the following words. It may be helpful, used alone, or with other words. They have been selected from successful ads for your convenience in preparing copy.

Absolutely. Amazing. Approved. Attractive. Authentic..

corporate identity

Why Your Small Business Needs a Corporate Identity Package?

Just what is a corporate identity package?

If you’re like many small business owners, you might be wondering just what a corporate identity package is. And if you already know what it is, you might be wondering why your small business would need one. After all, you’re just a small business, not one of those big corporations. What’s in it for you?

Just as the name implies, a corporate identity package identifies your company to potential clients,

1 2 3 4
Although Web Design Imagineers is based in Lincolnshire I am happy to work with clients throughout the UK. Some of the local areas include... Web Design-Scunthorpe | Web Design-Gainsborough | Web Design-Grantham | Web Design-Lincoln | Web Design-Louth | Web Design-Newark | Web Design-Nottingham | Web Design-Sleaford

MOBILE APPS AFFORDABLE SOLUTIONS

How you can get a mobile app for your business which will bring in more business, build customer loyalty and engage your customers… for a small outlay.

Need to improve your business? Want more calls? More customers? Increased sales? More Profit?

Send me a quick message below and I will get back to you to see how best I am able to help you. Looking forward to hearing from you.

Your Name*

Your Email*