Cool Presentations Donít ìCloseî Sales
Many business people invest hours of energy, effort, and company resources preparing a ìmillion-dollarî presentation designed to close a sale. But usually instead of a buying decision, they come away with a ìthink-it-overî and end up chasing the prospect until they either give up, or in rare cases, the prospect mercifully tells them that itís over. Why does this happen? Too many believe that the sale is made during the presentation. They rely on the selling points of the product or service and the various features and benefits to ìconvinceî the prospect to buy. Ideally, it is during the qualifying phase of the sales process where a sale is ìclosed.î Effective business people do this by asking the right questions allowing the prospect to reveal concerns, problems, objectives, price expectations, budget limitations and decision-making criteria, only then will they know whether they can present a best-fit solution. If done right, they wonít have to ìconvinceî the prospect to buy; but will only have to present a solution that already fits the prospect.
Cool Presentations Donít ìCloseî Sales.